Leading the Enterprise
How to lead your team in selling to the Enterprise
Big problem = big deal. Small problem = small deal.
(cred: Chris Orlob)
It’s no secret Enterprise selling is different. It can be difficult, time-consuming, nuanced, but also, well worth the effort and attention.
In this week’s edition of Stretch Weekly, we look at how as leaders, we can help develop the mindset, talent, and habits to be successful in Enterprise selling.
Paul Petrone says most sales reps are lousy at selling to executives and offers 10 steps to win their respect
Sarah Goff-Dupont tells us how to be an effective leader, according to Google's research of 9 behaviors that make people want to be on your team.
And more snippets on leading your team in selling to the Enterprise.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
9 Qualities and Behaviors of an Effective Leader
Sarah Goff-Dupont with Attlassion tells us how to be an effective leader, according to Google's research of 9 behaviors that make people want to be on your team.
Give actionable feedback that improves performance
Show consideration for team members as humans
Resist the urge to micromanage
Value each person’s perspective, even when it’s different from your own
Keep the team focused on results
Share relevant information from up the chain
Have meaningful discussions that guide team members’ career development
Communicate expectations clearly
Demonstrate subject matter expertise
And…see how you can improve as a leader by taking THIS quick quiz and how you stack up.
Selling to an Executive? Follow These 10 Steps to Win their Respect
Paul Petrone says most sales reps are lousy at selling to executives. They struggle he says because they get nervous, lose control of the meeting and the executive doesn’t see them as a true partner.
I’ve been there myself, and have seen reps struggle needlessly as well. You too? Check out Pauls’s 10 steps to follow, in order to win C-Level respect:
Start with short, relevant small talk.
Pick a spot at the table that’s worthy of you.
Consider what you place in front of you (i.e. less is more).
Don’t apologize for being there.
Take control of the meeting by stating the objective.
Run the meeting as a conversation, not a presentation.
Use data and insights selectively.
Use a whiteboard, if possible.
Manage the clock thoughtfully.
Lockdown action items.
STRETCH SNIPPETS
↗️ Samantha McKenna talks about making the leap to sell to the enterprise space, plus tips on how to navigate it once you’re there. Specifically:
1. How to get promoted from SMB/MM to Enterprise? 2. Cracking open a new account 3. When one LoB closes, another opens…
💰Big problem = Big Dollars. Little problem = little dollars. Find the BIG problem beneath the small problem, Chris Orlob says, as 90% of the time, buyers will share only the "tip of the iceberg". Dive in and peel the onion to find why the little problem matters.
✅ Sani Bibiloni talks with Omer Khan on tactics, tips, and things to remember on moving upmarket from SMB to Enterprise.
📚 Mareo McCracken read over 100 sales books and ranked the top 8 Books Every Sales Leader Needs to Read Right Now. I’ve only read two - you?
🤿 Chris Sajnog says these Navy SEAL techniques can help you lead and motivate your team.
He uses the acronym TEAMS to explain the rules for being a good leader. (T) Take responsibility (E) Encourage Others (A) Ask for help (M) Master your job (S) Sacrifice for the team.
🧠 Mindset
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Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Contact Me HERE.
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