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Just made the jump from SMB to enterprise SaaS which even I'm still shocked about. What's your advice to someone new to this side of the game?

I know I earned the position but imposter syndrome is a MF and I want to hit the ground running.

๐ŸŽˆ Mentorship
๐Ÿ™ Mental Wellness
โœŒ๏ธ Growing Pains
4
BigMeech
WR Officer
+11
Coors Light Advocate
Do your research on the account hierarchy. 99.999% of the time your champion will have no decision making power whatsoever, even if they say they do. Know who the EB is, and find a path to get there and build a relationship with them. And, more importantly, know who your competition has relationships with.

Make sure you also not only identify a pain, but the business impact behind it to. C-levels at these accounts donโ€™t give a shit if their staff has pain unless it is causing a security issue OR impacting the bottom line. Always align to a business level initiative.ย 

leverage your network too. Find out which partners/ other companies have already sold into your targets, and get info on the procurement and legal process. They can also help you identify who the buyer is if you donโ€™t know.

I love working on Ent accounts, you will do just fine!ย 
GDO
Politicker
+7
BDM
Business impact 100%
BigMeech
WR Officer
+11
Coors Light Advocate
Yup. The biggest question is always โ€œwhy would they move to your tool, and why now?โ€

if you have a good answer to that you are half way there.
BigShrimpin
Contributor
+1
Account executive
Forgive my ignorance but what is an EB?
BigMeech
WR Officer
+11
Coors Light Advocate
Executive buyer! Who ultimately signs the PO on the business side. Normally (for me) it is the CIO or CISO.ย 
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BenitoBlanco_
Good Citizen
+1
Regional Account Executive
When I first started in K-12 SaaS, I came from an SMB-heavy role so kind of a similar move. The comment above about the champion almost never being the actual decisionmaker is completely accurate. Also, understand that selling SaaS, at least in my experience, prices are not usually publicly available so you essentially are setting the price. Thatโ€™s a lever you can really maximize. Create a discount table you can offer clients to entice them to commit to multi-year deals or to step up their volume. You should create a mental image for the prospect of how your solution solves their problem and addresses their pain points, then when it comes to money you now have all these tools in your arsenal to arrive at a price that satisfies all parties.
slaydie
Politicker
+5
Account Executive
Patience! Things move a bit slower on the ENT size. You'll do great!
AZ
AZ_Seller
Good Citizen
Director
Enterprise is not any more difficult than SMB. Often SMB is more painful because they have smaller budgets and therefore often less capable staff (I sell SaaS Security tools).ย  Enterprise is all about connecting the dots.ย  The order is less important but you have to connect market state to pain to product to feature to proof point with each person whether there are Economic buyer, champion, technical buyer etc... And realize they all have different pain points as they view their business from the lens of their position. Good luck! Be patient and read their 10k's!
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