Haris Halkic’s Post

These posts will help you close enterprise deals: • Jamal Reimer: The biggest lie we tell ourselves in sales → https://buff.ly/3z87rQ7 • Joey Gilkey: How I'd sell into Enterprise (whale hunt) → https://buff.ly/4cxHZ4Z • Harry Monkhouse: Nurture cadences are underrated  → https://buff.ly/4cvRFwS • Brandon Fluharty 🐝: I closed transformation deals with 11 Fortune 500 brands → https://buff.ly/4evO83e • Nate Nasralla: On-site with a big account, and a 6-figure deal in my pipeline → https://buff.ly/4evO7MI • Ian Koniak: 4-step prospecting formula for booking meetings with executives → https://buff.ly/3RwTJww  • James F McGraw: Preparing for enterprise sales calls → https://buff.ly/4cqpuPG • 🎺 Rory Sadler: 30 common buying signals → https://buff.ly/4behAbh • Cory Gosselin: How to Ace Your Next Executive Sales Meeting → https://buff.ly/4et7WV1 • 👩🏻🏫 Krysten Conner: 9 discovery questions → https://buff.ly/3z87rj5 • Mike Fiascone: If you are stuck in the mid-level muck → https://buff.ly/3z45bsU • Jordan Novak: One of the most important enterprise sales proverbs → https://buff.ly/3VvuKuI • Brandon Clauser: My five most impactful "value-based" discovery questions → https://buff.ly/4cu4Azb • Gavin Kowalski: 3 hardest mistakes to come back from in enterprise sales → https://buff.ly/3VvuThK  • Salman Mohiuddin: I watched $50k+ deals continue to slip through my fingers → https://buff.ly/3KQztSv • Dom Urniezius: Selling to Startups vs. Selling to Enterprises → https://buff.ly/4evO9Ek • Matthew Vangelisti, MBA: what enterprise sales is really about → https://buff.ly/4eo7jMi • Corentin Le Reun: The bigger a deal, the more it takes a village. → https://buff.ly/4cvRIsy • Mark Treacy: Increase their Win Rates & Average Deal Size → https://buff.ly/3z45jso • Florin Tatulea: ZERO excuse for not being able to build a compelling message → https://buff.ly/4ct4wQh • Brian LaManna: I'll send this a few days before a group call → https://buff.ly/3z87ueL • Raja Singh: Many enterprise salespeople want to land that ‘big deal’. → https://buff.ly/4coKia8 • Jacob Karp: Without the pipeline you have nothing. → https://buff.ly/3XxKkbI • Jen Allen-Knuth: (free) way to build business acumen → https://buff.ly/4cwpKfV • Darren McKee: 8 person pre-seed startup and we just closed our 2nd Fortune 500 logo → https://buff.ly/4cvRIJ4 • Tanveer Mostafa: You do not need a compelling event for your prospect's to buy. → https://buff.ly/4euX1tW • Todd Busler: If I was a mid-market or enterprise rep behind on my quota → https://buff.ly/4cu0bw5 • Andy Paul: Decision-making doesn’t happen in a straight line. → https://buff.ly/4cMlgCn P.S. Join 2,602 sellers who read my daily sales newsletter: https://lnkd.in/ehYPECwR + get direct access to all lists, cheatsheets, and templates

𝑬𝒏𝒕𝒆𝒓𝒑𝒓𝒊𝒔𝒆 𝑺𝒂𝒍𝒆𝒔: 𝑯𝒆𝒓𝒆'𝒔 𝑾𝒉𝒂𝒕 𝑮𝒆𝒕𝒔 𝑼𝒔 𝑾𝒊𝒏𝒔  In the Enterprise game, we deal with the full spectrum - complex solutions, sales cycles that stretch longer than a tax audit, and enough stakeholders to fill a conference room three times over. But hey, challenge accepted, right? Here's what keeps us motivated and landing those big deals: 𝐃𝐞𝐞𝐩 𝐃𝐢𝐯𝐞𝐬: Knowing our product inside and out is table stakes. But truly understanding the intricate challenges of our enterprise clients? That's what separates the closers from the qualifiers. We're talking deep dives into their industry, their specific business goals, and the unique hurdles they face every day. This lets us craft solutions that are laser-focused on their needs, not just generic pitches.    𝐁𝐞𝐜𝐨𝐦𝐢𝐧𝐠 𝐓𝐡𝐞 𝐘𝐨𝐝𝐚: We all dreamed of wielding a lightsaber, but in this game, wielding the power of knowledge is just as important. We're not just salespeople; we're trusted advisors. We dig deep to uncover those hidden pain points some clients might not even realize they have. Then, we craft solutions that deliver real, measurable results. Numbers talk, folks, and when we can show them the quantifiable impact our product will have on their bottom line, that's when ears perk up.     𝐓𝐡𝐞 𝐏𝐨𝐰𝐞𝐫 𝐨𝐟 "𝐖𝐞": Our teams are like well-oiled machines. We have the sales chops, sure, but the industry expertise and committee navigation skills from our colleagues are what seal the deal. Think of us as the tip of the spear, but behind us is a whole army of specialists - technical gurus, industry veterans, and customer success rockstars - all ready to jump in and support the client's journey. It's a true team effort, and that collaborative spirit is what sets us apart.    𝐓𝐡𝐞 𝐌𝐚𝐫𝐚𝐭𝐡𝐨𝐧 𝐌𝐢𝐧𝐝𝐬𝐞𝐭: Forget overnight victories. We're in it for the long haul. Patience and a strategic sales process, complete with targeted nurturing (think personalized outreach, not spammy blasts) and follow-through that's as relentless as a Terminator (but hopefully more friendly!), are the keys to unlocking those enterprise accounts.  𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬, 𝐍𝐨𝐭 𝐓𝐫𝐚𝐧𝐬𝐚𝐜𝐭𝐢𝐨𝐧𝐬: These deals take time, and trust is paramount. We focus on fostering genuine connections with every stakeholder, not just pushing a product. It's about building a long-term partnership, not a one-time sale. We take the time to understand their individual needs and concerns, becoming an extension of their team. It's about building trust, respect, and a sense of "we're all in this together." When they see us as invested partners, not just salespeople, that's when the magic happens.   #EnterpriseSales #SalesLife #MarathonMindset 𝐏.𝐒. Any sales leaders out there reading this, remember to keep your AEs fueled! Recognition, team building activities, and that occasional celebratory pizza party go a long way in keeping morale high during those long sales cycles. 

How to win enterprise deals: • Jamal Reimer: 3 big reasons why executives will respond to your outreach → https://buff.ly/3UWN8NV • Ian Koniak: Prospecting into large strategic accounts → https://buff.ly/3JYKTDB • Nate Nasralla: An exec assistant taught me one of my favorite practices → https://buff.ly/3UYCqq0 • Mike Fiascone: When is the right time to get to the executive sponsor? → https://buff.ly/3wz9OKG • Brandon Fluharty 🐝: Here’s the harsh truth about enterprise sales → https://buff.ly/3V1MD5j • Patrick Trümpi: How do you get C-level to call you back? → https://buff.ly/3K0Uxp5. • Salman Mohiuddin: uncovered an $8M pain on a discovery call  → https://buff.ly/4bxSbK2 • Todd Busler: A friend who made $3M+ in enterprise sales over the last 5 years. → https://buff.ly/4bgRbKJ • Gavin Kowalski: My biggest deal, $21m, took 18 months → https://buff.ly/4bgRaXb • Troy Munson: This is the most important thing for enterprise sellers. → https://buff.ly/3JXd8m2 • Ricky Pearl: Enterprise sellers are not "sellers"  → https://buff.ly/4bgRbdH • Monica Stewart: Most of your customers have global teams. How many of them are you working with? → https://buff.ly/3wy2mzA • Leslie Venetz: Technique that helped me close millions in revenue with Fortune 250 logos. → https://buff.ly/3UZvHfH • Tanveer Mostafa: I believe in total and complete transparency with prospects. → https://buff.ly/3UYhUFY • Rohit S.: The Power of Patience in Enterprise Sales → https://buff.ly/3K0gJQ9 • Steve Richard: Building a business value assessment (BVA) isn’t just a task. → https://buff.ly/4bgRc1f • Martin Roth: Struggling to close your first enterprise deal? → https://buff.ly/4bgRchL • Griffin Reilly: Who are your "5 P's"? → https://buff.ly/4bGbUYd • Jeff Hoffman: When THREE is NOT the Magic Number → https://buff.ly/3yk2Nhs • Jen Allen-Knuth: Buyers know the phrase, "no budget", will get us to leave them alone → https://buff.ly/4dD6dvU • Alexander Kohler: You only have a limited number of chances to make an impression → https://buff.ly/4bgRcON • Gorkem Cetin: Selling to enterprises is challenging. → https://buff.ly/4dDMn3C • Paul “PJ” Jackson: What sets apart the closers from the rest in enterprise deals? → https://buff.ly/3UZvMA1 • Florin Tatulea: Your product alone is never going to close enterprise deals. → https://buff.ly/3K5V2y0 • Paul Reilly: How do you manage these big, complex deals? → https://buff.ly/3V0Jr9K • Andy Paul: It’s not the message. It’s the messenger. → https://buff.ly/3wy2hvM • Johannes Stich: Less time spent in meetings = less chance to f%&$ it up. → https://buff.ly/3UXfQ1c • Sean O'Shaughnessey: The Top 3 Things You Need To Do To Close Large Enterprise Deals → https://buff.ly/4dGOsvs 📭 Get the best sales advice from LinkedIn by subscribing to the SalesDaily Newsletter at https://lnkd.in/enw73jf8

🏆 Sales Hero of the Week #4: Amanda Wu Chroust 🌟 Background🌟 If you look up the word “inquisitive” in Merriam-Webster, the definition is: “given to examination or investigation; inclined to ask questions”. A shorter definition would be Amanda Wu Chroust. She is one of the most inquisitive sellers I have ever worked with! In 2021, during my time at Salesforce as an Enterprise AE for Marketing Cloud, I was incredibly fortunate to be paired with Amanda. By title, Amanda was a Business Development Representative (#BDR). Spoiler alert–she was not in that position for very long. Why? Read on.. 🌟 What makes Them a Sales Hero🌟 What always impressed me the most about Amanda is how much time and effort she would put into researching net new customers to learn about their business before we ever sent them any communication. Her research ability was already at the level of a seasoned salesperson. She would show up to our weekly internal prospecting calls with information I had never seen before on a customer, or with a new idea of how to break into an account. However, that research always led her to ask a ton of questions–both of me AND the customer. A call I won’t ever forget is that on one of our first discovery calls together with a customer meeting that she had booked, she messaged me and said “are you ok if I come off mute? I had a question I wanted to ask them”. She proceeded to come off mute and ask the customer a question that immediately had them leaning in. It was something to the effect of “what happens if you don’t change?” I remember that we ended up winning the deal, and her inquisitiveness directly impacted the deal. 🌟 Lessons Learned🌟 While the idea of “being more inquisitive” or “every call is a discovery call” seems like a no brainer for any seller–the bigger lesson I learned here was to trust the team that I’m working with, leverage their insights, and to invite them to participate in the conversation–regardless of their title or role. I’ll say the quiet part out loud for a minute: far too often I’ve seen BDRs set up the meeting, only to deliver the introductions and be on mute the rest of the conversation. This is usually by design–and how I’ve seen many AEs orchestrate their calls. I’m pointing at myself here. It’s a terrible look. That deal wouldn’t have happened if Amanda hadn’t spoken up. That question wouldn’t have happened if she hadn’t put in a ton of research prior to the call. And she did it again, and again, and again. That’s just one huge reason she was quickly promoted at Salesforce, and is now doing amazing things at Classy. All of that to say, Amanda has taught me so much about being inquisitive but more importantly–speaking up and trusting your team. Your BDR's insight and question just might be the key to unlocking your next deal! #prospecting #SDR #discoverycall #salesenablement

SMB sales is vastly different from enterprise sales and requires a different approach + mode of thinking. When I say “SMB” I mean deals with small businesses where the ASP (Average Sales Price) per deal is <$10K per year, therefore requiring a higher velocity, higher volume sales motion. While there are many variables to iterate on as you start to accommodate an enterprise sales motion, here are some of the mindset and process changes to consider when weighing an SMB vs. enterprise sales motion. 📞 When it comes to first calls: SMB: Your first call may be your last call with any given prospect as you’re tasked with going through a high volume of interactions across a high volume of companies. Given this, your sales cycles are shorter and you may be OK focusing more on a product-centric demo vs. doing a deep dive on the company’s decision making process. ENT: Given the complexities of enterprise evaluations you should be focusing on leading a strong discovery call where you can clearly understand buyer pain along with the timelines and evaluation process. A quick product demo is still helpful to entice your prospect take a second meeting, but the meat of the demo should be reserved for the second call when you’ll have a broader stakeholder group. ⚒️ When it comes to testing the product: SMB: For smaller potential deals, you want the product onboarding experience and scaled documentation resources to do most of the work for you when helping SMBs test out your platform. ENT: For larger enterprise deals, you want to guide and collaborate closely on the use cases + success criteria for ensuring your product is chosen as the one of choice. Often a roadmap pitch on your vision may also be required for enterprise buying committees to take a bet on your startup. 💵 When it comes to pricing: SMB: As much as possible you should NOT deviate from list price standards. Negotiating deals below a certain threshold will cause operational and tracking headaches down the line. ENT: For larger deals, you should treat them like partnerships and allow for customization. There are certain guardrails you need to hold when negotiating with larger companies, but you can also get creative around trading value that goes beyond the unit price (eg case study + logo, deal term & length, scope, etc.) 🤝 When is comes to mindset around communication: SMB: Narrowing your focus on 1-2 contacts that get standard messaging is OK. It’s a volume game so customizing who and how you reach out may not be tenable. ENT: There are on average 11 stakeholders within an enterprise buying committee so your communication patterns & approaches need to match that. Customize who and how you reach out during every stage of the deal as you multi-thread comms strategically. What else would you add to this list? #enterprisesales #tech #b2b #startups

Plan2Close from SalesMethods – Opportunity Management in Salesforce This post 7 of 16. Question 7 –Ability to Respond. Over the next few weeks, I am going to go through the 16 questions that make up the SalesMethods Plan2Close framework. Each question has an objective, criteria to satisfy, examples and considerations. Working through this approach, the team working on an opportunity can determine what actions need to be taken. This builds a comprehensive list of actions and a close plan that sits in Salesforce, not on PowerPoint, Word & Excel. These questions can be removed, added to, and edited, all sitting natively in Salesforce. This means they can be amended to fit existing sales methodologies and company language. SalesMethods already have a version that represents MEDDICC. Plan2Close can, and arguably should be used in conjunction with OrgChartPlus, the stakeholder mapping tool from SalesMethods. See links in comments. Question 7 Ability to Respond QUESTION - What time, competence, and resource are needed to win the business and is it worth it? OBJECTIVE - Determine that you can put together a suitable bid and if anything is likely to delay/jeopardise your response in terms of responding to requests, RFP’s, pricing and having time/resources to build the necessary relationships. CRITERIA - You have time and resources to meet any reasonable response deadlines set by the prospect. - The costs of meeting the deadlines are acceptable for this type of deal and customer. - Any costs that do exceed those regarded as normal are approved. - You are not compromising our professionalism by lack of time to deliver a good job. - You have access to the skills and resources needed to respond and deliver professionally. EXAMPLES - You have confirmation from all those needed that they can respond in time. - You have time to fully qualify the opportunity with senior decision makers before committing resource. - You have all required approvals. -We have access to a specialist resource to address a specific requirement. CONSIDERATIONS - Have you asked the prospect for more time if you need it to deliver a professional response? - Have you engaged bid/support resources to meet the deadlines imposed by the prospect? - Do we have agreement with any partners required in meeting response timescales? - Have you qualified why the timescales are what they are? Is this a test? - Do you have any required approvals to proceed? - What are the consequences of a No Bid? #salesmethods #salesforce #jbsalestips #salesoperations #salesenablement     

Enterprise sales are a marathon, not a sprint! 🏃♂️💨 One of the hottest topics at Sales Kenes 2024 was how to sell to enterprises. Shuki Eytan, Kaltura's Media & Telecom GM, delivered an incredible session on "Enterprise Sales – The Good, The Bad, and The Beautiful". His insights on navigating complex enterprise deals were eye-opening. For founders of early-stage B2B SaaS startups, here are some key takeaways that can help scale your enterprise sales game: 🔸 Patience is key: Enterprise sales take time. Long-term relationships and trust-building are non-negotiable. Deals can take years to close, but the reward is well worth the wait. 🔸 Know your buyer better than they know themselves: Success in enterprise deals means embedding yourself in their organization, understanding all stakeholders, and navigating their internal politics. 🔸 Adapt your company DNA: Moving from SMB to enterprise requires a shift in mindset and operations. Investing in ABM and internal organizational changes is essential for success. 🔸 Be ready to negotiate smartly: Enterprise buyers have specific KPIs and priorities. Learn to swap what’s important for them with what matters for you to create a win-win. Also, A huge shoutout to the Clearitty team: Gil, Eran, and Graeme, who dominated the conference floor. Clearitty gathers and analyzes insights from top SaaS sales executives, delivering actionable strategies to close enterprise deals faster. If you haven’t checked them out yet, now’s the time! 🚀 On that note, Shuki and the Clearitty team, here’s an invitation to run a Revenue Booster session together, diving deeper into how early-stage SaaS startups can scale and thrive in the enterprise space.

I’m turning 40 next month. I’ve been in sales for 17 years and managed 100s of AEs. Here are the top 10 things I wish I’d known when starting out: 1. Sellers don’t close deals, buyers do. Obsess with buyers’ internal meetings as much as your sales meetings. Tie your actions to the critical tasks they need to complete to build consensus internally, not your sales stages. 2. Having all calls on the calendar ≠ control (!). It is the illusion of control. If calls aren’t balanced with a good between-meeting buyer enablement workflow, you’ll most likely end up surprised. 3. Your role is not to just execute your sales stages, but offer ‘Project Management Services’ to your buyers’ stages. The sales stages are there to offer a good foundation to go back to, but they cover only 5-17% of your buyers’ stages… 4. Budget rarely is a reason to qualify out. Nobody wakes up with a budget set aside for the thing you sell. "No budget" simply means they haven’t found a good enough reason to create one yet. Unless they’re too small, in which case, why are you having a sales call? 5. Multithreading is more than how many people are on your calls/emails. That’s a vanity metric. It’s about building relationships with each key stakeholder separately to support their specific needs/requirements/concerns. That’s what moves the needle. 6. Structured deep discovery doesn’t work well in executive calls. You *have to* lead with stories, teach them something new, and let a conversation develop. If you try to have conversations first, they’ll tune off. 7. You *cannot* run Outbound intro calls like it’s Inbound. Lead with discovery on the latter. Lead with insights on the first (like w/execs). It’s ok to use slides if they serve the discovery. It’s even OK to demo before you have all the pain points figured out. As long as it all serves the discovery. 8. Only in a perfect role-play can you get all disco done in an intro call. If you try too hard, you end up with angry prospects. Worry less about the letters in your framework, and more about having a meaningful conversation around ‘why do anything’, ‘why now’ and ‘why you’. The rest only helps you and can come later. 9. Nothing cuts down deal cycles like dictating a high rhythm of communication. Received an email? Answer from your phone right away. Talking next steps? Offer a call tomorrow. Discussed timelines/MAP? Recap that on every follow-up. It’s not a sales trick, it’s sociology, human nature. 10. Never begin a POC without executive alignment. On the scope, success criteria, and the problem and priorities the project addresses. Explain to your champion how getting execs involved helps get their voices heard before putting in all the resources that a POC requires. Make it about them, not you. ——— Don’t make it harder than it has to be. Make mistakes and learn. But make sure to learn from other people’s mistakes first. What do you think’s missing? What hard-learned lessons would you give your younger self?

Dive into hassle-free expansion, Managed IT Service companies! Our outsourced sales experts navigate the waters from lead generation to final handshake. You're the expert in IT; we're the masters of the sale. #SmoothSailingSales #SalesStrategy #SalesGrowth #InsourceLeads