GlenRoss

Account Executive

Just got enterprise role. Advice on paid mentor/courses

Hey everybody - I just said started my first enterprise role and it does seem to be super strategic (going after Fortune 100, land & expand motion, lots of in person with clients etc).

I want to put effort in outside of work to increase chances of closing bigger deals and not staying in my comfort zone and just closing them mor transactionally.

Was looking at Jamal Reimer’s mastermind and also the group separately and was wondering if anyone has experience with it and what the results were?

I will probably get Brendan Fluharty’s stuff too but I don’t just want to cherry-pick from LinkedIn just because they market them well. If anyone else has good recommendations would love to here them!

Thanks y’all!

🎈 Mentorship

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Sunbunny31

Politicker

Sr Sales Executive 🐰

Question: were you promoted within your company, or is this a whole new role & company?

I’d be most inclined to shadow existing successful reps and also get their advice on avenues to pursue with regard to a foundation in strategic sales. Their knowledge will apply to your solution and company, which should benefit you quicker then more generic coaching.

Also, if your manager is a good one, s/he should be approachable about what they can recommend for you. Letting your manager know that you are interested in improving your overall approach and skills should be beneficial, and if your manager knows their stuff, you should get solid direction. You might also feel them out on company reimbursement for training, particularly if it’s intended to ultimately benefit your company.

GlenRoss

Politicker

Account Executive

Brand new company so starting from 0. It’s pre-A so only 1 AE that’s done it for a bit and will def go to him and the VP (worked for him previously) but really looking to take it to the next level and look outside as well. I like your idea of bringing up training budget to them just not sure how much extra cash is available with how early stage we are

SoccerandSales

Big Shot

Account Executive

Pre-A changes everything for me. Definitely going to be more difficult to find good mentors/classes especially since selling as an infant company to F100 is near impossible. Probably would be hesitant to spend your own money on courses that likely won’t help

oldcloser

Arsonist

💀

I can’t recommend any of the courses. Never took one. But the @Sunbunny31 advice is gold. Thing is- pre A will come with some inherent process psychosis. No doubt the incumbent AE has done more than just sell. So it might be wise to be wary of marked territory.

If they’re decent and don’t mind sharing collateral, e-mail language, prospecting shortcuts, word tracks etc. it should serve you well.

You’re in the Wild West. I think your expressed desire to become king will be well received. Good luck!

Sunbunny31

Politicker

Sr Sales Executive 🐰

I like that you’ve worked with the VP before - sounds like you were picked. Good points here from soccer and closer about pre-A.

Wanting to improve yourself and understand how to sell strategically is a great goal, but selling strategically coming in from Microsoft or Oracle is going to be different than having to introduce your company that they’ve never heard of. Definitely find out what’s been working to this point, and I would advise you to be generous exchanging info about your own successes as you go along, as you both will be building out the playbook from scratch. Having you both be successful is critical.

Also, there may very well be some more direct advice here by using the search bar and asking “how do I sell to strategic accounts” and see what GPT comes up with from past postings.

braintank

Politicker

Enterprise Account Executive

Don't pay for any of these LinkedIn influencers crap

CuriousFox

WR Officer

🦊

Exactly. Use your friends here for free. And other ENT AEs at your company.

detectivegibbles

Politicker

Sales Director

I’d actually recommend not paying for anything at this point. Focus on market knowledge and understanding the processes as best you can of your ICPs. Network your ass off.

You’re going to learn more from feedback and failing than a “sales leader course” not familiar with your product IMO.

poweredbycaffeine

WR Lieutenant

☕️

Pay for success generally holds a poor ROI. Network with industry leaders, glom onto your CEO, and soak up every bit of knowledge on your industry that you can get your paws on.

Frugal acquisition of knowledge is not difficult when we live in the Information Age.

Diablo

Politicker

Sr. AE

Leverage the resources inside the org, that can reduce the learning curve.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

If you’re looking for hand holding, Brian Burns stuff looks interesting. I don’t know more than just what he pimps on his podcast but he tends to feature some good enterprise types and his background is big govt sales.

braintank

Politicker

Enterprise Account Executive

He is a tool

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I like some of the people he brings on the podcast. He does a good job in those interviews.

CPTAmerica

Opinionated

President/CRO

A good sales mentor is free

Account Executive

Take a look at
Crash Course in Enterprise B2B Sales - Kent Summers on YouTube. He is a MIT professor and this is what they are teaching to the startups at MIT. IMHO really a good starting point, a great framework, and it's free and very short in duration.

Maximas

Tycoon

-1

Senior Sales Executive

I believe it will be a good value to try out these courses just cuz that's the first time for you to task a new enterprise role and you may need em particularly that your role appears to be super strategic as you stated .What I would do if I were you is I would check the impact of these mentorships on my numbers if I'm doing great already especially with the bigger deals then fine I would proceed with em,if not I would just stop right there!

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GlenRoss

Just got enterprise role. Advice on paid mentor/courses

16 comments

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