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'Moving up market - What is different for a sales org when you go enterprise?Matt CameronLeader of Frontline SaaS Sales Management bootcamp
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Slowing down to speed up
8 deals
3 deals
1 deal!
30 deals
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We need to us an 80:120 rule
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Forecasting deals vs monthly numbers
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We ask deeper questions on every deal
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You can do this cheaply
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We understand politics and connect the dots
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Focus on deal progression rather than activity
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Account intelligence
Company 10k Website Social media Investor relations material
Key individuals Work history State of origin Publications Social media
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Equipping for insightful executive conversations
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The enterprise sales profile
Worked here Domain knowledge
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You need to up your presentation game
VS
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Getting the attention of executives
Executives will only meet with you if they think that you know something that they need to know.
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Proposals take a lot more effort + scary legal
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CONTRACT
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Your new best friend - Legal
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Aligning compensation with deal sizes.
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Comp plans need to be clear
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Culture changes – It is a long road
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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