Lecture 1 Flashcards
Guest Speaker 1
Wynn Washlee, I appreciated his practice of gratitude and not chasing customers, but attracting them.
Guest Speaker 2
John Stark, I like how he spoke on how he always follows what a donor wants money to go towards, and how he will walk away from a deal if he can’t make that happen.
What is enterprise selling:
Generally; selling to, or as part of, a Fortune 1000 Company, Customers and Selling Companies are global with multi-national competitors, Complex, strategic, sales situations with multiple customer stakeholders, Large budgets and high sales prices, Longer sales cycles.
What is enterprise selling^:
Larger team environments – both selling team and customer team, Heavy relationship management, Heavy intra-company collaboration, Often customized solutions – requires team subject matter
expertise.
Sales ops:
Sales data analytics, territory planning, CRM Management, Win/loss analysis, low income not aggressive.
BDR/SDR:
Warming leads for reps, call campaigns, pipeline development, vetting inbound leads, low income somewhat aggressive.
Customer Success Manager:
Customer advocate for renewal, assuring customer usage, create customer health score, medium income somewhat aggressive.
Solutions Engineer/Technical Sales:
Product/industry expert, demo products, collaborate with customer on best practices, medium income not aggressive.
Account Manager:
Existing customer relationship, upsell/cross sell, renewals, medium income more aggressive.
Account Executive:
New logo relationship management, hunters, find/close new accounts, high income high aggressiveness.
Channel Manager or strategic relationship manager:
Relationship of complex highly visible partners/customers, complex revenue arrangements, manages co-opetition, high income more aggressive.
Sales Compensation:
OTE on target earnings, Base (salary), variable (additional amounts made by selling against your quota).
