Enterprise Selling in a Social Distancing World - Video

Nov 20, 2020

Here is a recap of the Paparelli Zoom Chat for Entrepreneurs #28.

The theme was “Enterprise Selling in a Social Distancing World.”

Special thanks to my guest Kevin Colon, EVP of Sales of SalesLoft.

Quote of the call: “Selling isn’t about me and how I sell. It is about how the customer wants to buy.” Kevin Colon

Enterprise selling is more about people and politics than it is about product and pricing.
The “silver bullet” used to be face to face meetings. Now it is micro-engagements via Zoom with executive buyers. Tight, purposeful, and more frequent meetings.
Big companies are in flux as they search for their new business model. They are trying to determine how they will best serve their customers.
The power of the buying decision is at the user level. The users must want the product.
When the buying process is in flux, the selling process must adapt.
Enterprise buyers are moving more to a committee of buyers who must be almost in complete agreement to get to a deal.
Business model rapid change has compressed sales cycles dramatically. Decisions must be made to move ahead.
Bring value to the buyer, and use the right tools to get the appointment. Tell them something they want to know that will help them make better decisions.

Review the video of my conversation with Kevin for additional Enterprise Selling insights.

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, November 11, 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.

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