Are you missing the secret to enterprise selling? - Video
Here is a recap of the Paparelli Zoom Chat for Entrepreneurs #23
The theme was “Are you missing the secret to enterprise selling?”
Special thanks to my guest Patrick Taylor, founder and former CEO of Oversight Systems, now VP at TechOperators Venture Capital.
Quote of the call: “You must put yourself into your buyer’s shoes to be successful.” Patrick Taylor
10 key takeaways from this call:
The place to be as a SaaS company: helping people solve their new and growing problem versus an old problem.
The seller’s job is to help the user-buyer explain to the economic-buyer why this new product is so important. Give him the resources he needs to get budget.
The challenge of selling into a new problem is the user with the problem has no budget.
“Every time we appeared on CNN, it helped the CIOs realize they had a big security problem.” Free media exposure is super valuable in validating need.
Non-IT buyers are not interested in trying new products to solve an existing problem. They don’t like changing the way they work.
Sell to a more specific problem. Identifying the buyer is easier, and the solution is deeper and more robust.
“I have a better way” is a much harder sell. This is the old problem versus new problem challenge.
The further apart the user-buyer is from the economic-buyer in the organization chart, the harder the selling will be. The greater the distance, the more distant the perspective.
Only sell, spend time with, people who know they already have the problem. Qualify hard upfront.
Measure sales pipeline progress by how much time the buyer is investing in the sales process. The seller’s activity is not a good measure of sales progress.
Watch the video and you’ll gain your own enterprise selling insights to help your business!
Every Paparelli Zoom Chat for Entrepreneurs will help you be a better entrepreneur. We are all about entrepreneurs helping other entrepreneurs.
I look forward to seeing you next Wednesday, October 7th, at 9 am. (zoom.paparelli.com)
Come a little early and catch up with friends. I'll be on at 8:45. Stay past 9:45 am to talk to our special guest.
You can find resources suggested by your fellow entrepreneurs at https://www.paparelli.com/resources.