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#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales org when you go enterprise?
The document discusses the transition of sales organizations to enterprise markets, highlighting the need for deeper deal analysis, understanding company politics, and modifying sales processes. It emphasizes the importance of account intelligence and executive engagement, as well as the complexities of proposals and compensation alignment with deal sizes. Additionally, it notes the cultural changes required for successful enterprise sales management.
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#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales org when you go enterprise?
- 1. www.salesopscentral.com 1 'Moving upmarket - What is different for a sales org when you go enterprise? Matt Cameron Leader of Frontline SaaS Sales Management bootcamp
- 2. Slowing down tospeed up www.salesopscentral.com 2 8 deals 3 deals 1 deal! 30 deals
- 3. We need tous an 80:120 rule www.salesopscentral.com 3
- 4. Forecasting deals vsmonthly numbers www.salesopscentral.com 4
- 5. We ask deeperquestions on every deal www.salesopscentral.com 5
- 6. You can dothis cheaply www.salesopscentral.com 6www.salesopscentral.com 6
- 7. We understand politicsand connect the dots www.salesopscentral.com 7
- 8. Focus on dealprogression rather than activity www.salesopscentral.com 8
- 9. 4/5/2017 9 Account intelligence Company 10k  Website  Social media  Investor relations material Key individuals  Work history  State of origin  Publications  Social media
- 10. Equipping for insightfulexecutive conversations www.salesopscentral.com 10
- 11. The enterprise salesprofile www.salesopscentral.com 11 Worked here Domain knowledge
- 12. You need toup your presentation game www.salesopscentral.com 12 VS
- 13. Getting the attentionof executives www.salesopscentral.com 13 Executives will only meet with you if they think that you know something that they need to know.
- 14. Proposals take alot more effort + scarylegal 4/5/2017 14 Createaproposal managementplan Createaproposal outline Extendtheoutlineinto aresponsibilitymatrix Preparea compliance checklist(Optional) Draftexecutive summary Preparewriter’s packages 01 02 03 04 05 06 Holdkick-off meeting Customisethe developmentprocess timeline 07 08 CONTRACT
- 15. Your new bestfriend - Legal www.salesopscentral.com 15
- 16. Aligning compensation withdeal sizes. www.salesopscentral.com 16
- 17. Comp plans needto be clear www.salesopscentral.com 17
- 18. Culture changes –It is a long road www.salesopscentral.com 18
- 19. www.salesopscentral.com 19 Sales process& Methodology 5 roles of a manager World class sales operations Forecasting Core sales systems & processes Building sales culture Recruiting Sales productivity & enablement The Sales Leadership academy for SaaS
Editor's Notes
- #5Â Big deal reviews
- #8 Team selling – Deal swarming
- #9Â Days in stage is key Slips and downgrades
- #10 How do we research accounts today? 10k - Quantitative and Qualitative Disclosures About Market Risk Individuals: Pro-tip – References provided to others on Linkedin. Who they have worked with, what they value, biases.
- #11Â - Email automation is irrelevant
- #14Â People buy from people they like People like people who like them Relationship cultivation is a core skill
- #15Â You need the concept of a deal desk - Buyers will try to include your proposal warranties in your contract
- #17Â Match the quota period with sales cycle For annual quotas give them consistency bonuses for quarters Make sure your plans are understood by all
- #19Â Need to keep the eyes on the prize