J
J

justatopproducer

VP OF SALES -US

Politicker
Valued Contributor
Opinionated
+3

To the enterprise AE’s, how many first discovery meetings are you running with net new clients a week?

curios, I work in mid market 100-2000 users) and supposed to run 1 a day. My prospects seem to get bigger and bigger each month. it takes more time to research the company and people in the meeting, more steps with champions and influencers/calls/meetings to get to proposal and then coordinating with partners as well. I am starting to think the ideal 1 new meeting a day in my role is impossible and I am killing myself to try and at the same time meetings I am having are half ass'd because I don't have time to research more than a DM or two.. curious when job searching is additional time given to you to prep for larger deals or do you just continue to wing it and hope for the best?
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buckets1
Politicker
4
AE
I don’t have any constructive advice but will say I feel ya! I have 30 accounts in my patch and one time my boss suggested I shoot for 3 meetings a day. LOL! I think she was just particularly stressed that day but talk about unrealistic expectations. Sometimes managers just throw out KPI targets not really expecting you to hit them.
justatopproducer
Politicker
0
VP OF SALES -US
This isn’t management. I’m thinking of making a change to enterprise and was curious if its the same across the board regardless. If so, ill have to think on if the juice is worth the squeeze. And I apoligize this wasnt a complaint post I trying to learn and compare similar roles to my own and which I would rather.
justatopproducer
Politicker
0
VP OF SALES -US
P.S thank you for your input. I find if you make too lofty a goal and never hit it its damaging to the ego and makes me feel like im just another person hitting their goal and hoping to make presidents club or something.
Beans
Big Shot
1
Enterprise Account Executive
What revenue band are we considering enterprise? 
justatopproducer
Politicker
2
VP OF SALES -US
Its tough to say, I sell 580 different solutions currently. Small deals are $10k and take two months to process and onboard, with a month of doc collection and underwriting and coordinating. Large deals $500k-$6MM.
Flippinghubs
Opinionated
0
Account Executive
We consider it 500 and plus 
Fribbles
Notable Contributor
1
Sales doosh
What is MMS? IMO, as long as you're hitting your quota, it shouldn't matter how many meetings you have daily. Sure my company tells me "a meeting a day as well". But enterprise is a different animal. If your superiors cant understand your dynamic I say time to move on. My current boss is chill as shit, doesn't monitor my dashboard, cause I hit my number every month. But if they micromanage and are lilke 'WheRe youR daiLy MeEting" I tell em to piss off (in my head anyways).
justatopproducer
Politicker
0
VP OF SALES -US
Mid market. So 250-2000 users, employees, etc. not the small businesses and not fortune 500. I know, my boss used to not be that way but we merged into another company and actually just bought another before our merge is even complete. I get differenr directioj from every person above me. So it is frowned upon to speak out loud and say “piss off” got it! Wont do that again!
Diablo
Politicker
1
Sr. AE
We are cool as far as I hit the numbers. Ofcourse we find ways to improve number of meetings or conversion % but no stress there much. 
justatopproducer
Politicker
0
VP OF SALES -US
What are the numbers? Still one a day regardless of size, complexity, etc? 1 new meeting with a new org everyday?
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
How is it you are getting 1 net new discovery call/day?   I've had that off and on, but it's rare to have that continue in my line of work.    Let's put it this way:  if these are qualified leads you are blessed.

As I'm sure you've noted, the prep and the follow up are the biggest draw on the time, so as you build out your pipeline, yes, this pace will ultimately be unsupportable unless your sales cycle is very short.  
justatopproducer
Politicker
1
VP OF SALES -US
Im not. Well sort of not. I talk to them and get a no, this time of year makes more sense so follow up with me then.
JustGonnaSendIt
Politicker
1
Burn Towns, Get Money
I have a defined customer list of about 30 customers. They're all using SOMETHING from us already.

So I guess the answer is zero?

I usually have 5 meetings / month regarding net-new opportunities to expand footprint or right-size licensing.

But... I hit 150%+ of my quota this year with 7 deals so... I think that's a pretty good pace of pipeline creation.
techsales
Politicker
1
Enterprise Account Executive
I might have 1-2 a week.
justatopproducer
Politicker
0
VP OF SALES -US
Thanks
PhlipOut
Politicker
1
Account Executive
depends VERY much on the business. I know of 2 new opps/discovery a week being standard in terms of goal. having said that if you are expanding accounts it will be different than being in a net new role in a net new org pushing into new markets.

We are being asked to do 15 meetings a week (any stage) which is a dumb metric. more often than not we average around half that
justatopproducer
Politicker
0
VP OF SALES -US
Net new, I upgrade some clients as well but thats icing on the cake and not what I am asking about.
Blackwargreymon
Politicker
1
MDR
What revenue band are we considering enterprise?
Clashingsoulsspell
Politicker
0
ISR
Taught me to look at the entire business holistically rather than just focussing on just one part of the business. This way I was able to implement and optimize a lot of other things in the cross-functional team as well.
Cyberjarre
Politicker
0
BDR
Taught me to look at the entire business holistically rather than just focussing on just one part of the business.
Error32
Politicker
0
ISR
Taught me to look at the entire business holistically rather than just focussing on just one part of the business.

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