Kevin Staniszewski’s Post

Success in enterprise sales requires strategy, resilience, and building relationships—Jon Roche, Senior Manager of Enterprise Sales at Grammarly, knows this firsthand. In this Built In article, Jon shares his sales journey and key insights on how to succeed. It’s a must-read for sales pros! Check it out here. 👇

Enterprise sales pros, let's shift our perspective on OBJECTIONS! 💡 Instead of viewing objections and obstacles.... See them as opportunities to demonstrate expertise and build your credibility. 🤝 From a prospect's perspective, raising an objection is a way to seek clarity, address concerns, and ensure that the solution being offered truly meets their needs We have written an amazing article on "Handling 32 Most Common Sales Objections" In this blog, we have covered the following : ➡ 32 common sales objections and what to respond. ➡ 4 categories of sales objections. ➡ A Framework to handle any sales objections. Check out the article here - https://lnkd.in/dEEkJe43 ------------ ♻️ Reshare if you like this post

The more repeatable your sales process is, the more consistent (and predictable) your sales conversations are — that’s where a sales playbook comes in. Norwest advisor @David Garcia documents exactly what you need to write your first sales playbook: https://lnkd.in/g3wycJaK

AI tools like Motivate save a lot of time, so what do you do with those extra hours? We're taking a holistic approach to AI. Not only are we saving your inside sales team hours in their day, we also provide the tools and information they need to do what they do best—engage with customers and generate additional revenue.

Great article by our CEO, Justin J. Johnson on the strategies to transform your inside sales teams into outbound superheroes..... hint, give them a daily prioritized task list of activities with a high probability of closing more deals.

LinkedIn’s new update is a goldmine for enterprise sales teams. AccountIQ and relationship maps are a game changer and every sales leader should be equipping their team. Now you can see everything there is to know about a company, their strategy, pain points, and executive voices all in one place which should equip your team with enough talking points. With LinkedIn’s Relationship Map you can plot a strategy for approaching an account and build out your buying teams whilst adapting to new information. What I love is that you can share these maps with your team and collaborate on an account. Have you started using the new features? 🚀

“The days of relying solely on personal relationships are over," argues John "JB" Butel, a seasoned technology sales negotiation strategist. He'll speak about the evolution of IT channel sales at CRN Pipeline on August 14: https://lnkd.in/geunEV7T “We've shifted away from heavily relying on relationship-building, as clients often keep their distance during the initial years of engagement,” Butel said. The traditional “my customer” relationship scenario, where securing deals hinges on personal “mateship”, is becoming obsolete, he argued. See the Pipeline agenda and register your interest in attending: https://lnkd.in/gD5Rk4_E #crnpipeline

Here are three takeaways from Jamal Reimer's contribution to "The CEO's Strategic Playbook to Complex Sales". Jamal is the founder of Enterprise Sellers and wrote Mega Deal Secrets. 1 / Don’t aim too high when contacting big companies If you manage to engage a super senior executive and get them on a call, you might successfully excite them about your value proposition. They may even promise to connect you with the right person on their team. However, there's a significant risk that that person will not respond or will not have anywhere near the enthusiasm the super senior executive had. When that happens, the trick is to ensure you’ve maintained a path back to the senior executive. 2 / Don’t be too late reaching out to senior people Getting power as early as possible is really important to close larger strategic deals. “Either you pitch them, and they bite, and then you know you’ll have senior interest, if not senior support, along the way. Or they’ll say, ‘sorry, this isn’t on our roadmap’, or ‘this isn’t what I would do’, or ‘you’re not the vendor I would choose.’ And that is good news, as you’ve saved yourself nine to 18 months of tying up your best people into a complex deal that will drain your resources.” 3 / Keep an eye on the Economic Buyer You can’t rely on a formulaic linear sales play when going after complex deals. The landscape is much broader, and the number of stakeholders is higher. If things aren’t moving, even if you’ve engaged senior executives, it’s likely because you haven’t involved the Economic Buyer early enough or created a strategy that addresses their particular concerns. More info on how to get the playbook here: https://lnkd.in/dn9z_AHc

Unlocking Sales Success: Discover 6DOS with Ethan I recently had a chat with Ethan, the founder of 6DOS, and I’m excited to share how this innovative tool can transform your sales strategy. 6DOS was created to solve a key problem in large sales organizations: understanding who knows who. In sales, it’s not just about what you know, but who you know. Traditional tools like LinkedIn often fall short. 6DOS changes the game with its patented relationship score, helping sales teams uncover not just individual connections, but the collective network. This insight can drive significant revenue growth. When Tyler and I first used 6DOS, we were amazed to find mutual connections we didn’t even know existed. This highlighted the power of second-degree connections and the untapped potential within our networks. Imagine being able to leverage hidden connections to unlock new opportunities. With 6DOS, you can. It’s about working smarter, not harder, by utilizing your existing network in ways you never thought possible. Ready to see how your connections can boost your sales? Discover the small world of 6DOS today.

Unlocking Sales Success: Discover 6DOS with Ethan I recently had a chat with Ethan, the founder of 6DOS, and I’m excited to share how this innovative tool can transform your sales strategy. 6DOS was created to solve a key problem in large sales organizations: understanding who knows who. In sales, it’s not just about what you know, but who you know. Traditional tools like LinkedIn often fall short. 6DOS changes the game with its patented relationship score, helping sales teams uncover not just individual connections, but the collective network. This insight can drive significant revenue growth. When Tyler and I first used 6DOS, we were amazed to find mutual connections we didn’t even know existed. This highlighted the power of second-degree connections and the untapped potential within our networks. Imagine being able to leverage hidden connections to unlock new opportunities. With 6DOS, you can. It’s about working smarter, not harder, by utilizing your existing network in ways you never thought possible. Ready to see how your connections can boost your sales? Discover the small world of 6DOS today.