New to Enterprise Sales

My fellow savages!

As a former Enterprise BDR and SMB/MM rep I found a new gig on a Series A startup being the sole AE selling to Enterprise.

Now they got good clients and use cases, nice product but sales have been underperforming for a while, and turns out my VP and CEO know jackshit about how to sell to enterprise and its sales processes and there's A LOT to be done (the beautiful series A ride)

I feel it can be fun putting all the puzzle pieces together but, since majority of the learning is gonna come from the outside, wanted to ask you:

Any tips you'd give a guy on my situation? Which was the main difference you experienced coming from SMB/MM except the classic red tape and long times?

👑 Sales Strategy

🧠 Advice

8 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

Top bit of advice - communicate up on a regular and consistent basis. Communicate what the problems are AND what you are doing to deal with them. Then communicate what you need from them in order to move a deal forward. Communicate timelines and the client's buying process(es). I would make a Template, if applicable to your situation, to make communicating easier.

salespanda

Opinionated

Enterprise Account Executive

Thank you so much@Pachacuti! I'm asumming you mean communicating up internally? It's been a priority and definitely will keep being so.

Luckily, CEO and VP are very reachable and happy to help on this

Pachacuti

Politicker

They call me Daddy, Sales Daddy

yes, internally.

good luck!

Sunbunny31

Arsonist

Sr Sales Executive 🐰

Do you feel well trained enough in Enterprise sales from your previous experience to manage the process at a new company? I get the sense that you have that part sorted out, but I am curious.

HVACexpert

Politicker

sales engineer

SalesGPT response….

Maximas

Tycoon

Senior Sales Executive

Just looked you up additional tips:
Define your objectives.
Address customer pain points.
Identify your target enterprise customer.
Create a structured, repeatable sales process.
Know the key players.
Communicate clearly and consistently.
Ask for feedback.
Implement an enterprise CRM.

CuriousFox

WR Officer

🦊

Welcome to the dark side my friend 🦊

CRAG112

Valued Contributor

Account Executive

Good luck. You'll need to spend a ton of time properly managing up. Sounds like you have admins as sales leaders, and that's usually a death sentence for any true seller.