rainmakerinthemaking

Enterprise Sales executive

Politicker

Opinionated

Valued Contributor

How to penetrate Large enterprise account?

I'm working as an AE in a Software company, our product and service are targeted at key IT and business personas.

I recently managed to get afew meetings with key IT personas in large enterprise accounts.

I send the minutes of meeting to the prospect and the conversation just pauses there. I had a few follow-up calls but it's all '' yea ... i'll let you know''. At the same time, the prospect is still attending all the events and webinars we invite them.

Any suggestions for me?

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25 comments

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poweredbycaffeine

WR Lieutenant

☕️

Ask for consent from SalesOps, first.

rainmakerinthemaking

Politicker

Enterprise Sales executive

I dun get you, what do u mean?

CoorsKing

WR Officer

Retired King of the Coors Knights

My guess is there is no pain or need. Find someone else to go after and really do some solid discovery.

rainmakerinthemaking

Politicker

Enterprise Sales executive

They are looking for smth better than Servicenow.

Usually in a introduction meeting, I always ask the prospect whats their role and responsibilities in the org. By doing so I'm able to position ourselves and drive the conversation in the right direction.

In this case, we showcase our capabilities and what he can achieve if he choose to move with us.

Latest update - the client replied back aplogizing for ghosting and ask to have a discussion b4 a full demo to all stack holders. Is this a good sign?

CoorsKing

WR Officer

Retired King of the Coors Knights

Yes, normally. Really really dig as to not only like "why is this painful" but what is the actual business impact of doing nothing.... will they lose revenue? Have a delay going to market? Have security issues? Have shit productivity? THAT is what you have to tie too.

CCP

Opinionated

VP, Business Development

Nice! Glad they replied. Sell this shit out of this deal, my friend!

CCP

Opinionated

VP, Business Development

I agreed in principal but could also be that there needs to be more discussion around pain with clients that are engaging. May be a pain funnel/probing question issue.

CoorsKing

WR Officer

Retired King of the Coors Knights

True. Basically just poor discovery I think. Either not uncovering & attaching to value, or not determining bat fit and QO.

CCP

Opinionated

VP, Business Development

Most likely. @rainmakerinthemaking how much focus do you put on pain questions? I find the Sandler methodology super helpful. Alternatively, is it possible you're not shooting high enough within the orgs your contacting i.e. calling managers instead of VP's or C-suite?

rainmakerinthemaking

Politicker

Enterprise Sales executive

When it comes to pain, I will try to understand

-why is there a pain
- how is this affecting him
- is this painful enough for him to spend or he can choose to ignore
- who else is affected, just him or his dept or the entire org
-timeline to sort it out

CCP

Opinionated

VP, Business Development

That's not a bad start. I'd add what have they done to solve the problem? Did it work? What's next? Are they still trying to solve? And the most important, how does it impact the person you're talking to directly. I'm talking career, success, and personal goals. It's tough becoming a trusted advisor. Takes a lot of time and effort. But when you do... $$$

TheRealPezDog

Notable Contributor

Account Manager

Next meeting ask them something like this, "Can I ask what you're vetting us for?" I keep in touch with a lot of enterprise level client managers and I like to focus on in-flight and upcoming projects because those are usually what drives any needs, but I also make it a point to make sure that I understand why THEY are vetting ME.

1nbatopshotfan

Politicker

Sales

Ask why they are attending the events, webinars etc. you might be missing their main need in your outreach. If they take time out of their day to see your stuff, there’s a reason.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Sorry for asking a basic question, but did you call the prospect? Are the key IT personas different than the prospect?

rainmakerinthemaking

Politicker

Enterprise Sales executive

This key persona which I'm dealing with, was introduced by a VP which I initially rched out. His roles and responsibilities is very relevant to our product.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Okay and how are you engaging him (besides webinars) in order to move it forward? Who is he having to consult with to make a decision? Are they getting content? Ads? etc?

rainmakerinthemaking

Politicker

Enterprise Sales executive

We are inviting them to join workshops and they are attending deligently. My next step is to reach out to other possible stackholders and meet them individually to understand the relevant use case or challenges. Smth like divide and conquer.

Do.it.for.the.checks

Politicker

Account Executive

There's a lot to unpack here with limited info

Bad Buyer most likely. IT directors are the easiest to set meetings with, they feel like it's their job to see all relevant software.

The real key is to go deep and wide with buyers. The average deal has something like 6 buyers with all different reasons to be invested in the purchase. Each buyer needs to know WITFM

Personally, I break down my buyers by type, score, and personality. And then attack and expand

It's also worth identifying Why you will win and Why you will lose as soon you can in a deal. Makes it easier to align internal resources to address red flags early.

The other big one is Enterprise deals aren't sold. They buy. Understand their buying process. Unlike velocity sales, you need to move at their pace and slowly build pressure. No one is signing a 6 or 7 figure check after 1 demo.

Do.it.for.the.checks

Politicker

Account Executive

Also no substitute for real conversations. Get on a plane if you have to, but phone calls also work.

LordBusiness

Politicker

Chief Revenue Officer

Find a champion….collect data….repeat. When you have enough data to answer the “what’s the why behind the want” —attack

Justatitle

Big Shot

Account Executive

There isn’t a ton to go off of here but maybe find who’s being impacted by the IT decision for this service as well and understand if they have pain. If it’s a large org it’s highly likely there’s other departments that could use the product and offer you a way in

FeedTheKids

Politicker

Solutions Consultant

Got to solve problems.... If not, your selling a "nice to have" instead of a "must have" product.

ThatannoyingSDR

Opinionated

Enterprise SDR

You gotta get a lot more people involved. If the end decision maker suddenly hears from colleagues, subordinates and managers "hey, did you hear about X product?" there's a lot more urgency added to it

Try and add a bit of psychological security in there and see where it leads

rainmakerinthemaking

Politicker

Enterprise Sales executive

Yes, I have done my homework to get all the contact details of this account. Will do some prospecting on them next week.

The prospect has also involved his colleagues in the few workshops we invited them to. They have shared with us good reviews of our product.

Yezdi

Fire Starter

BDM

Bottom top approach is the best in this case

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rainmakerinthemaking

How to penetrate Large enterprise account?

25 comments

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