Book Enterprise Sales 10x Faster: Clarity and Speed vs. Wishful Thinking
The best product doesn't always win. But "relationships" aren't everything either.
Enterprise software buyers, if you can actually find them, are consistent in one thing: they won't tell you what's really going on.
Over 80% of sales reps are addicted to their own wishful thinking, they fall for the stories fed to them by prospects, and it shows in their dismal forecasting and results.
Learning how to vigorously qualify an opportunity and save your precious time can mean the difference between failure and survival. Learning to capture value from a qualified opportunity with speed is even more nuanced.
There are repeatable rules of thumb, or mental models, I've learned and solidified by working with dozens of sales reps and enterprise customers. I learned them the hard way while prospecting, qualifying, closing, and servicing Fortune 500 software buyers.
We created a repeatable process that worked for our software company and that you can use for your team, too.
Some things to learn:
-Your contact is unlikely to be the actual decision maker, even if they're an SVP.
-Just because they're listening to you doesn't mean they're in the market.
-Budget isn't the issue
-How to use a little-known concept called The Gervais Principle to find out who's in charge and speed up the deal.
There are two ways to improve your enterprise sales game:
1. Learn a repeatable process of making them come to you, prospecting, qualifying, closing, servicing and expanding. Then go back and apply these rules to every deal you have (past present and future) to unlock and capture revenue.
2. Tell me the lay of the land about your deal. From there I can diagnose why you're stuck or about to run into a brick wall and how to change that.
There are targeted questions to ask yourself and the buyer in order to fast track your pipeline, end the wishful thinking, reduce surprises, eliminate excuses, and book critical revenue.