Pairing People & Process: The PB&J of Enterprise Selling
People & Process - the secret ingredients to successful enterprise sales
Selling to enterprise is the opposite of a sure thing. It's a long, complex process with inordinate validation points along the way. Most of us don't have a surefire method, but wouldn't it be nice to know your process is as finely tuned as possible?
That’s why you need to focus on your people + your process. Like PB&J, if you continue to match these together the right way throughout the sale, you are much more guaranteed to make a successful pitch.
We joined Prelay CEO Gabriella DeFlorio on a walk through enterprise selling process - from the fundamentals, through your benchmarks, all the way to the final success.
Discussion topics
What are the first principles of enterprise selling?
👻 Horror stories: what makes things fall apart?
Glue it back together: what are some basic universal fixes?
How do you identify problems & fix your deal processes?
Key TAkeaways
Make sure you are driving & aligning value throughout the entire enterprise selling process
“Are we running this process the best way possible?” You need to be circling back on that: thinking through, and constantly iterating.
Align teams and reps by mapping out responsibilities and expectations. This lets you anticipate any questions or misunderstandings compounding the overall process. Ownership and accountability + understanding values and responsibilities!
When adding tech to the process, remember that it needs to take you to the next level. Ask what more it can do for your process, and what more it can do for your people.
Simplify your complex deals - sign up for a demo with Prelay.