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Clarity

Benjamin Milsom

Cardiff

Low price, high returns. Enjoy talking others through their challenges and passionate about giving back. Ex UK CEO of SaaS company, Echosec, a social media analytics tool with FTSE 100 and Fortune 500 clients in 70+ countries. Board advisor of the Welsh Electronic and Software Technologies Network.

$1.67/min

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Business Development Start-ups Tech startups and entrepreneurship Business Strategy SaaS - Enterprise & SMB B2B

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How to Close $0000's Enterprise SaaS Deals

I have closed sales for Echosec in it's infancy to blue chip and public sector clients for $0000's and I'll share the process from finding the clients, to demo's, to closing the sale.

Growing an Enterprise SaaS Company in 70+ Countries

In just over 2 years Echosec grew from zero, to several hundred paying clients in 70+ countries, including FTSE 100, Fortune 500, and public sector clients.

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Benjamin Milsom answered

How can I successfully make a career change to B2B account management?

This is a great question. A transition I myself had to make several years back from having a background in civil engineering, into becoming the CEO of the UK division of a Canadian Software company.

There's no real one answer, but remember when its comes to sales/accounts you've got to make sure your voice is heard the loudest. If you're going to email people saying "I would like to change my career", I'd imagine most would pass as it sounds like more effort on the employer than the potential employee.

A good way to start would be to think of creative and different way to reach the 'decision maker', thus demonstrating your acumen.

I'd recommend teasing out the typical characteristics expected of an Account Manager from your current role and apply them. Oh, and be super knowledgable on the product. We used to get 'experienced' accounts managers apply, but hadn't bothered to work out what we do.

Best of luck. Happy to share with you my experiences.

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Benjamin Milsom answered

How can we get more sales from enterprise companies?

Hi there,

That's quite a loaded question, and so I would have a few questions to clarify more.

How big are your potential clients? e.g. 0-100, 100-250, 250-1000, 1000+?

Do you have any early successes/clients?

Are you looking for a low (automated) or high touch sales approach?

Be happy to chat over a call and run through some of the things we did to get several hundred global clients in 2 years.

Thanks,

Ben

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Member since July 2017