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About This Episode
Let’s talk about big companies.
Specifically, about selling to big companies. What do you need to know to sell to the enterprise, and why do so many companies end up with enterprise deals that completely fall apart?
What is so unique about enterprise sales that causes so many headaches?
So that’s why on this episode of the Sales Engagement podcast, we’re sitting down with Eric Martin, the Sales Manager at Vanta for a conversation all about selling to the enterprise, why so many smaller companies struggle with it, and how you can set yourself up for success the next time you find yourself in that situation.
Why are Enterprise Deals Falling Down?
Let’s face it.
A lot of enterprise deals start out with the best of intentions, but end up falling completely apart.
Why is that?
First, for so many of the smaller companies or early stage startups, they’ve simply not sold to an enterprise before. They don’t have the experience.
They may not even have sales folks on their team, or anybody with sales experience, so they don’t have anybody on their team that even knows how to navigate the landscape, or knows what to expect from enterprise sales.
For the bigger outfits, they may not have a standardized process in place.
Whether it’s a process or a playbook, there should always be a standardized process in order to get deals done effectively and efficiently.
Advocating for Change
Maybe you’re an enterprise seller or leader without the clout or the ability to pull the strings and get a soc 2 feature, or whatever it may be that’s holding up the deal.
How do you influence change of that magnitude across an organization?
Fortunately for sales folks, they have the most quantifiable role in the organization. Some easy things you can do?
First, keep track of reasons why deals go close lost, and if those reasons are reasons of security or compliance, that’s a really easy box to check.
Second, not only do you have a reason for why the deal may have been lost, but you also allow for and require the rep to write in detail the context of what happened.
Security & Risk
Does the org that you’re talking to have a security page?
If so, that’s a great place to start your homework before you even get to the table. Ask questions like:
“Will there be a security assessment?”
“Who oversees it?”
“What is involved with the security assessment?”
“Am I going to have to fill out a questionnaire?”
“Is there an opportunity for me to present you with my security bundle?”
The sooner that you know these things about the company you’re going to, the more homework you can do and the better prepared you’ll be.
This post is based on a podcast interview with Eric Martin. To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast.
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About The Podcast
The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.
Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.
The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.
Hosted by Joe Vignolo, Senior Content Managing Editor at Outreach, and Mark Kosoglow, Vice President of Sales at Outreach.