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coffeeisforclosers

Enterprise Account Executive

Selling to Engineers... Prospecting tips? Earning their trust? Fast sales cycles?

Let's face it, developers own this world and we live in it!


I recently started a new gig and am selling exclusively into engineering and DevOps teams. I'm determined to fill my pipeline and exceed my annual.


Prospecting -- What works here? I feel like developers hate emails. Are you having success picking up the phones? Video prospecting? Social? Gifting? In terms of messaging, do you ask for the meeting or just try to start a conversation with them?


Sales Cycles -- Luckily I work for a best-in-breed technology that developers love. My goal is to get them in the platform ASAP through a POC so that the value speaks for itself and the platform gets sticky. What stories do you have in terms of how developers like to buy?



👑 Sales Strategy
3

11 comments

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fuzzy
Notable Contributor
4
CMO (Chief Meme Officer)
This is all I sold to for a long time. You have to build product champions and trust. They also never answer the phone. So, I just talked to them on Twitter, LinkedIn, and email. I built professional friendships/relationships way before selling to them. So, I can safely say the sales cycle is a lot longer. The only way it was fast was if it was inbound or if I just happened to catch them at the exact right time. This was all $1bn+ enterprise btw. 
coffeeisforclosers
1
Enterprise Account Executive
Super helpful. Thanks@fuzzy . Seems like the relationship aspect of it is key to establish trust.
fuzzy
Notable Contributor
3
CMO (Chief Meme Officer)
absolutely it is. Anyone with Senior and up in their title get a million emails a day from salespeople so you have to stand out while not being spammy. Finding a few things to relate to is key. I often search for Big Ten alumni since we can commisserate. 
businessdevelopment
Opinionated
2
Distribution Lead
Case study videos demonstrating your value and highlighting 1) a major problem or outcome that your prospects face 2) The process in HOW your product and/or service solves their issue, and 3) the value and results of the case study

The videos should be no longer than two minutes. 

And do not "gate" your content - make it available for everyone to see. 

Deliver the videos via email, linkedIn DM, linkedIn newsfeed, your websites, etc. 

No fluffy sales pitch or hook... if your product and/or service delivers value show it off with no strings attached. 

This has worked for me many times.
coffeeisforclosers
1
Enterprise Account Executive
Thanks @businessdevelopment . I agree with you. I think the key is to remove the fluff with these folks...
CuriousFox
WR Officer
1
🦊
I've had success by starting conversations through LinkedIn. 
Salespreuner
Big Shot
0
Regional Sales Director
Me too, helps communicate better and more openly too
SalesPharaoh
Big Shot
1
Senior Account Executive
takes longer but I usually bring in an engineer along to answer questions that I may fail to answer myself. I once brought an eng. with me and they geeked out big time with the prospect the deal went pretty well I didn't hesitate for any second in giving the dude his credit for contributing in this deal.
coffeeisforclosers
1
Enterprise Account Executive
Totally. I like the idea of bringing in an engineer and letting them geek out. I think it makes them comfortable and creates an organic conversation. For active deals, I often have my SE send 1:1 emails or Slacks to build that rapport too.
SalesPharaoh
Big Shot
0
Senior Account Executive
definitely once rapport is built with someone tech on the inside things just get smoother. 
harebrained
Politicker
0
Enterprise Account Executive
Sales Cycles - Have a damn good SE or enough technical knowledge yourself to rapidly establish credibility

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