enterprise sales

“A lot of more established mature companies are trying to do that hierarchy match. We're like, well, bring your SVP because my SVP is coming to the meeting and we could be like, we don't really have that. It just gives you a little more selling flexibility, too…”

“And by the way, you should never hire any salespeople until you feel that pool, because if nobody's asking to purchase Then you cannot just hire an SDR and make a purchase happen. So you need to see those hand raisers. You need to see those people demanding an…”

“I think it does really play well in sort of like this enterprise sales context, because also we have a group buyer there. So it's not just one person who's, you know, doing some research and like, there's like this whole group has to sort of have a united, a u…”

“I think that structure, it looks a lot like the structure we use in a VC pitch or an investor pitch, because we're talking about much longer timelines and we can say, look, the world is really changing and 10 years from now, there's going to be chaos and destr…”

“Slack started all self-serve. And by the time they went public, the majority of their revenue was enterprise sales.”

“If you're dealing with a highly regulated industry, Just know it's going to take a bit longer. Sometimes, 20 to 30% longer. So, like, a highly regulated industry, nine to 12 months on, like, conservative, on the conservative side.”

“I would say anywhere between 50 to 200 K depending on the business unit you're selling to. That's kind of like sweet spot. Like they're used to something like in that realm.”

“If you're selling a 3000 dollar tool, you absolutely want to be demoing as fast as humanly possible because it's a high volume game up market. When you're talking about hundreds of thousands of dollars, you want to slow that down as fast as possible.”

“Enterprises know that the process and the length to get the deal done is what costs more than the technology itself. Meaning the effort it takes to get through their system. That's why they're willing to spend so much, right? Like sometimes that's actually mor…”

“In enterprise sales where I'm pushing, in magic box, I'm always trying to entice. I'm never, ever trying to push.”

“Selling them as service, even though the technology is powering it on the back end, is the fastest way to get your foot in the door. It's what they know how to buy.”

“So that's why the hundred K is such a safe zone because even for 10 K, you might have to go through procurement. So this is like the surest way to make sure that like you don't listen, I've seen 10 K take nine months to close.”

“Well, I, I'm a ten million dollar business. I'm like, in this small business space, you're zero dollars in enterprise. It's a zero to one right now in enterprise. It's a totally different game. It's a different value proposition. It's a different deal structur…”

“But I think ye olde enterprise sales, where there's actual trust built up between two carbon based life forms, I think will be very, very, very late to go in the white collar world.”

“Honestly, the only thing that's different today, it's exactly the same as it's been for a hundred years, except they call their SCEs or their system consultants For deployed engineers. The rest of it is the same. I thought it would be totally different in AI. …”

“There's always someone in the organization that's going to kill a deal. There's always somebody. You need to protect that as much as possible and make sure everyone is aligned and excited by what this is.”

“Co-author it with them. What does success look like? What are the specific things they should be doing? They should not just be logging in and meandering. That puts the work back on them. Your job in sales is to take all the work off their plate. 99% of it.”

“90%. Yeah. Because like enterprise sales is, it's mirroring their buying process. It's trying to control their buying process. It's not plopping these people into your sales process.”

“And there's only two entry points starting at the very, very tippy top, meaning going direct to the decision maker, the chief legal officer, or finding the individual that would be maybe one step removed. Okay. I personally, other people would argue with this.…”

“The fastest way to commoditize yourself is to go into some sales script, like budget authority, need timing, like that should be in the back of your brain. You never actually ask those questions.”

“The win rate for enterprise, a good, healthy win rate. It's actually probably going to surprise you. It's not. Meaning of all sales qualified leads or opportunities with a healthy win rate is usually around 30 to 35%... 25 to somewhere between 25 and 35%.”

“I've had clients say to me like, Hey, like, I don't know if we're in a position to do this. And I've straight up said to them, you are a liability, not closing this gap. And they're like, sometimes they just need to be like, again, you need to know if you're i…”

“Do not bring a recorder to this call. Do not record the call. They will not be open. They will not be vulnerable.”

“Even if you're selling a, if you sell a 100,000 dollar solution, it is the same exact process to sell a million dollar solution.”

“Try to hold out on talking about pricing until post demo, because you might, they might assume, oh, this is three times what I'm spending and not know why it's three times.”