Ben Fiechtner
17 statements across 1 episodes · 3 bullish · 4 bearish · 1 people on the record · first statement Aug 2, 2024 by Ben Fiechtner · across every show →
On the record as a speaker too: Ben Fiechtner's record, appearances and statements → this page counts the times other people say the name.
Everything said about Ben Fiechtner, oldest first
Aug 2, 2024 negative
Aug 2, 2024 bullish
Fiechtner: Enterprise software buyers favor consolidated platforms over point solutions
“But I don't think folks are buying less. I think they're just buying differently. And from what I've seen, it's been more platform based approach and it's been more platforms that have proven success rather than just the shiny object.”
Aug 2, 2024 negative
Fiechtner: Bringing 16 people to a sales call signals internal dysfunction
“When certain sales teams show up with 16 people in the room, it's because they don't work as a freaking team, right? And those that do can show up with three and say, yeah, we got each other's backs, and we can interchange roles.”
Aug 2, 2024 negative
Aug 2, 2024
Aug 2, 2024
Fiechtner: Finding the buyer's personal win drives sales urgency best
“Finding the personal win, right? So for your champion, your buyer, the economic buyer, hopefully you're figuring out what the win is for them and helping them be it relationship building, be it storytelling, be whatever it is, like getting in the boat with the…”
Aug 2, 2024
Fiechtner: Enterprise expansion risks derailing an early startup's core product roadmap
“Even the biggest tech companies in the world, when they're calling on the other biggest tech companies in the world, like you're going to have different requirements. They are a special snowflake. You're going to have to invest R and D dollars, which most star…”
Aug 2, 2024 negative
Fiechtner: Eliminate traditional roleplay scenarios from sales interviewing
“I've struggled with the role playing, because I think people then overplay the acting part, and a lot of times my own team and myself don't read the prep well enough to be like, the person's actually really asking a good enough question, we're just being jerks…”
Aug 2, 2024
Aug 2, 2024
Fiechtner: Failed committed deals stem from misunderstanding buyer procurement processes
“Usually the deals that don't close are the deals that are in commit that are the ones that are most painful where, Hey, we're 75% likely to be chosen. We're the vendor of choice, whatever it may be. Like then it really is just a process problem that you didn't…”
Aug 2, 2024
Fiechtner: Early startups should prioritize manager feedback over formal sales enablement
“If I am a good FLM, and if I am empowered and accountable to drive all of the micro moments, and we say, Harry, We just got off this call. Here's the three things you could do better. Help me understand what I could have done better. Like, and actually create …”
Aug 2, 2024 positive
Fiechtner: Sales methodologies succeed 90% of the time with proper research
“There's a reason all these sales methodologies, like, exist. It's because if you do the homework, nine times out of 10, it does work, and I think a lot of it is just doing the right research and asking the right questions.”
Aug 2, 2024 positive
Fiechtner: Software companies with vertical sales strategies win in macro downturns
“I think when I look at the CROs I talked to, those that have sound vertical strategies are the ones that are feeling The least amount of pain throughout this macro climate, because I think they have it nailed and I think those with vertical approaches are actu…”
Aug 2, 2024 neutral
Aug 2, 2024
Aug 2, 2024
Fiechtner: Give sales reps pricing ownership within reasonable guardrails
“I've told my sellers at the last three companies I've been to is like, you own pricing. If you come to me and help explain why this is important for the client's success and why it's going to make them successful, Within staying with reasonable guide rails, we…”
Aug 2, 2024
Fiechtner: Clari made a board-level decision to shift capacity to enterprise
“And at Clary, we looked at enterprise versus commercial, and I think we said, hey, we have the most sophisticated forecasting tool, so we should move more capacity into the enterprise. But it was a big strategic decision at the board level.”