< Back to Digital Library

Founder Fireside Chat - August 20, 2020

Enterprise sales is broken

Your SDR does a discovery call and hands the prospect off to an AE. The AE then asks the same discovery questions as the SDR. At some point the SE gets involved, again asking your prospect the same questions.

When that prospect finally buys, they have another discovery call with the post-sales team.

What's wrong with this scenario? Why is the enterprise sales motion broken for so many organizations and what can you do to fix it?

Join this live Founder Fireside Chat to hear how two industry luminaries, Scott McCorkle, former President at ExactTarget and former CEO at Salesforce Marketing Cloud, and Jake Sorofman, former CMO at Pendo, are solving today's broken enterprise sales process, not only with sound first principles but also with software.

Key Topics -

  • What did Scott and Jake see in the sales & martech landscape that shaped their careers?

  • Why is the enterprise sales motion so incredibly disjointed and how did that lead you to found MetaCX?

  • The right and wrong ways to motivate your sales team

Key Takeaways -

  • To mend the broken enterprise sales process, you must start with the buyer/seller relationship by establishing clear expectations of shared goals from the onset.

  • Create structure to visualize the customer relationship - show them where they are, where they are going next, and how you’ll make them successful

  • Since we know that accidents happen at the intersection (at the handoff process), it’s time to make the customer experience for B2B buyers and customers more delightful by celebrating mutual achievement

  • Nail the post sales hand off - when you think about the customer experience, there are moments that matter more than others - this is the magic moment and it’s your opportunity to shine

  • Watch the full recording for more learnings!

Dive Deeper -