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Live Digital Panel - September 28, 2020
no bs: enterprise selling
What is enterprise selling and how do you get great at it? With a longer sales process and more people involved in the buying journey, what are the first principles and best practices to make a 7-figure deal?
Join this NO BS conversation with Emergence Capital’s Doug Landis, Samantha McKenna from #samsales, and Richard Sgro from Modern Sales Pros, on what it takes to make big deals happen!
Key Takeaways -
There’s no silver bullet for enterprise selling, it is a more complex sales motion with multiple buying groups and larger companies or higher average contract values involved.
Build consensus across your organization by understanding who is likely to be involved in the buying decision.
Make sure you have your processes separated out for enterprise (selling, expectations, GTM, how you hire).
Stay disciplined - don’t fall in love with logos, always be suspicious, and put mitigations in place. Constantly ask yourself, “What won’t the deal close and what we doing about that?”