Enterprise Sales
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Evaluate the readiness of the opportunity by adhering to your sales methodology. Evaluate general potential of prospects by understanding your solutions fit to the strategy and challenges of the prospect. Define how many time you want to invest in short-term and long-term prospects and foll......Read More
1697 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
It should all begin by understanding the motifs of the person you are talking to. First,you need to anwer the most important question: "What's in it for them?". It might be that personal goals may not be the same as company goals. But there are general aspects that may help you handle objecti......Read More
1143 Views
3 Answers
Richard Harris™
The Harris Consulting Group Founder • February 14
By confirming the skeptic(s) as soon as possible. At the end of every sales call the most common thing is for the prospect to say, "Taking it back to the team". Well, who cares who the decision maker is on the team. We need to know the skeptic(s). So saying something like, "Hey I know y......Read More
1270 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
There should be a well-defined process on when to involve internal resources. But of course sales is a dynamic process and you should allow alternations. Depending on the sales stage and maturity of the opportunity you should be able to qualify more precisely. If you lack information create ev......Read More
969 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Pre-Stage Identify potential low-hanging fruits by approaching competitors of your top customer success stories. Approach top customer success stories of your competitors and prove that you can do better. Lead Management Qualify Use proven sales methodologies like MEDDPIC to fact-check the......Read More
993 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Create excitementy by telling stories that customers can relate to. Use real-life examples and link them to customers' challenges. Make them wanna change the current situation by describing the implications of doing nothing and paint a picture of a better life with your solution. Be optimistic......Read More
1129 Views
1 Answer
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Generally matching the value proposition of the solution with real existing business issues of the prospects is extremely satisfying. Engaging with customers and realizing that you are honestly solving their challenges. Make use of digital tools to reduce redundant manual tasks and use you......Read More
1047 Views
1 Answer
Fabio Maglieri
Yext Director Enterprise Sales • March 16
In this case, I can only talk about tools that reps are using and not about the tools other departments use to support sales. I might not tell a secret, but sellers are somehow lazy when it comes to use and administrate tools. Therefore I try to minimize the amount of tools and see which of th......Read More
1031 Views
1 Answer
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Good question as it is important to understand specific industry challenges to tailor made your solution to your customer. The more compelling your story is the more likely you will stand out of the plethora of outbound messages customers receive daily. First of all be aware of the overall eco......Read More
1054 Views
1 Answer
Fabio Maglieri
Yext Director Enterprise Sales • March 16
A vision why the rep and myself should invest time in pursuing the opportunity. This could be either helping to get a quick win or develop a big deal. Focus is crucial to tackle the dilemma of unlimited potential opportunities in enterprise sales. Better work on less well qualified opportunities ......Read More
1024 Views