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?

๐Ÿ‘‘ Sales Strategy
๐Ÿง  Advice
7
Pachacuti
Politicker
4
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
1
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
1
They call me Daddy, Sales Daddy
yes, internally.

good luck!
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
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
1
sales engineer
SalesGPT responseโ€ฆ.
Maximas
Tycoon
0
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
1
๐ŸฆŠ
Welcome to the dark side my friend ๐ŸฆŠ
CRAG112
Valued Contributor
1
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.
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