Mike Fiascone’s Post

In the past 12 months I have coached a select group of sellers who have closed $10M- $23M deals. Now, I’m giving away my biggest enterprise sales secrets for free (including my Two Mountain Model framework): 👇 For the past 4 years I have only taught this model to my coaching clients and corporate clients and have charged up to $500,000 to unlock it for a sales organization. It’s not only for mega deal pursuits, it is foundational for true enterprise sales and I want to get it in the hands of every seller. If you are ready to graduate from high velocity, low ticket sales plays and enter the world of selling bigger deals to bigger accounts, this is for you... On April 8-10, I am going to teach it for FREE in my Enterprise Sales Secrets Challenge. This isn't a "webinar". This is a 3-day interactive LIVE event. With work to action between sessions. Plus, it won’t be just me. You will have two of the best enterprise minds on the planet sharing their secrets as well, Mike Fiascone and Nate Nasralla. Day 1 - “How to Leverage Executive Engagement to Close Bigger Deals Faster” Day 2 - “How to Craft a Compelling, Exec-Ready Business Case” Day 3 - “Two Mountain Model - The Ultimate Enterprise Sales Framework” If you have ever struggled to consistently engage customer executives, lay out a compelling business case or to run an enterprise sales cycle end to end, this event is a no-brainer. My newsletter subscribers got early access yesterday and we already have 300 registrants. Register here to reserve your spot: https://lnkd.in/dTzDduWu #sales #enterprisesales

Here is a great take from the fine folks at Zendesk sharing what Enterprise sales is REALLY all about. It's a great resource I want you to read and keep as a reference. It is full of solid learnings and best practices. If you are a Founder with no sales background, or you are new to Enterprise sales, this article will impact your sales beliefs and best practices going forward.

"Sales Navigator is our number one tool, and the best investment we’ve made in our sales team." - Marilee Bear, SVP, North America Enterprise Sales at Zendesk. Discover how Zendesk’s Enterprise Sales team pivoted to virtual selling and unlocked amazing results with LinkedIn Sales Navigator. From making 6500 new connections to generating over $100K MRR in one quarter, their success story is truly inspiring. Sales Navigator has revolutionized Zendesk's approach, enabling them to become trusted advisors to their clients. Curious to learn more about their journey and the incredible results they achieved? Read the full case study and see how deep customer insights can transform your sales strategy -

Mastering Enterprise Sales: The 3 Pillars of Elite High-Performance Enterprise Sales Teams As a veteran in enterprise sales, I’ve seen countless strategies come and go. However, one approach consistently yields exceptional results: "The 3 Pillars of High-Performance Sales Teams." Let's break it down. Pillar 1: The Insight Nexus The foundation of any successful enterprise sales team is shared intelligence. Implement a weekly "Insight Nexus" meeting. This isn’t just a status update; it’s a rapid exchange of critical information. Gather your SDRs, Solution Consultants, Customer Success Managers, and Regional VPs. Each member shares valuable insights from the week. This practice keeps everyone aligned, reduces redundant communication, and leverages diverse perspectives within your team. Pillar 2: The Coordination Hub Throughout the week, designate someone to act as the Coordination Hub. This person serves as the central point of communication, assigning follow-ups and aligning roles effectively. Create a shared Account Plan accessible to all team members. This living document acts as your playbook, ensuring everyone understands their role in the larger strategy. It’s about orchestrating efforts rather than individual actions. Pillar 3: The Strategy Springboard The third pillar is the Strategy Springboard, focusing on preparing for customer-facing meetings with intention. Before significant client interactions, conduct focused prep calls. In the calendar invite for these sessions, include these three key elements: 1. Emotional Target: What feeling should the client have by the end of the call? Confidence? Excitement? Relief? 2. Must-Have Insights: Identify two pieces of information your team must uncover during the meeting. 3. Proposed Trajectory: Clearly outline the next steps you’ll suggest to the client, allowing your team to align before the meeting. This level of preparation ensures every customer interaction is purposeful and advances the relationship. The Power of Teamwork in Enterprise Sales Remember, enterprise sales isn’t a solo sport; it’s a team effort. By implementing these three pillars—the Insight Nexus, Coordination Hub, and Strategy Springboard—you create a cohesive unit that leverages collective strengths to achieve remarkable results. In the complex world of enterprise sales, this approach often makes the difference between closing a deal and watching it slip away. Embrace these pillars and watch your team's performance improve. Keep the deal moving to the next step. True success comes not from individual brilliance but from well-coordinated teamwork. 🚀 #enterprise #sales #enterprisesales #SaaS #strategicsales #selling

When an organization closes a large deal 🙌 🎉 Closing a monumental contract is tangible proof of your company's success, quickly boosting brand recognition and market reach. But — of course, bigger deals involve more complexity. Winning enterprise deals demands a deep understanding of industry dynamics, the right champions, and a well-crafted sales strategy. Here are 7 actionable enterprise sales strategies for navigating more complex deals: 1️⃣ Focus on customer relationships 2️⃣ Provide tailored solutions 3️⃣ Identify and cultivate the right prospects 4️⃣ Involve all decision-makers in the sales process 5️⃣ Equip your sales team with compelling case studies and success stories 6️⃣ Develop a successful enterprise sales team 7️⃣ Adopt an enterprise sales platform To effectively drive revenue through enterprise sales, your organization must prioritize empowering its sales team with a platform designed to help them execute at the highest level. That’s where Outreach comes into play. Outreach gives every member of your sales team the tools and insights needed to increase deal velocity and close more pipeline.

Really great insights. Allow me to offer a perspective: In terms of language choice, it's probably best to avoid phrases like "appreciate you taking the time," as it may diminish your positioning in the conversation. Initiating a sales call with an exploration of how your product or service can address the client's needs could potentially enhance the sales process. Similar to a medical consultation, where thorough inquiries about the patient's condition precede any prescription, it's essential for sales professionals to prioritize uncovering the client's specific pain points. Ideally, the bulk of the conversation, around 80%, should be dedicated to probing questions aimed at understanding the client's challenges deeply. Subsequently, the pitch can be strategically positioned towards the conclusion of the call (5-10 minutes MAX) For instance: "Alright, Jill, based on our discussion, here's how we can assist you: [Brief overview of features] which translates to [Highlighting corresponding benefits], ultimately addressing [Clearly articulated solution]." Much like how a doctor prescribes medication tailored to address the patient's identified issues, a well-framed pitch aligns with the client's expressed needs, making objections less probable. 175% attainment is a remarkable achievement, but it's essential to recognize that sales methodologies vary from person to person. #sales #closer #accountexecutive #salestips #saas

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? 🚀

Know your customers’ problems, industry trends, and what their cost of inaction is! Because in addition to the above if you want to win enterprise deals it demands a deep understanding of industry dynamics, the right champions, and a well-crafted sales strategy.

In my blog for the PreSales Collective, I discuss the game-changing strategy of multi-threading in B2B sales, which empowers Solutions Consultants (SCs) to significantly amplify sales impact by engaging multiple stakeholders within a buying team. It's not just a method to shorten sales cycles and boost win rates; it's about transforming SCs into indispensable allies and building robust relationships that champion solutions across the board. It's time for SCs to elevate their role from 'the demo person' to the sales team's secret weapon. Read more https://lnkd.in/gMcBtj2S

The magic of a memorable sales kickoff (SKO) doesn't happen by accident. It's a meticulously crafted experience where every detail counts and every moment is an opportunity to inspire and elevate. We need successful SKO meetings because the job is tougher: - Salesforce research tells us that 69% of salespeople say sales is getting harder. - Only 29% of customers prefer talking to a salesperson over self-service, according to HubSpot. From setting an SKO agenda to following up after the meeting, learn how to make kickoffs count. https://hubs.ly/Q02DMZCP0 #salesleadership #eventplanning #saleskickoff