Lessons from the Grind: Tackling Complex Enterprise Sales
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in sales. The conversation dives deep into strategies for navigating complex sales cycles, handling procurement, and giving effective feedback to sales reps. This episode offers a wealth of knowledge for both new and experienced B2B sales professionals. ADDITIONAL RESOURCES Learn more about Steve Fitz and his company through the links below. https://www.linkedin.com/in/steven-fitz-1487a4/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/ HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:49] Challenges in Selling Enterprise Software [00:02:48] The Importance of Discovery in Sales [00:04:00] Executive Alignment and Its Impact [00:05:06] Measuring Sales Success: Activities vs. Accomplishments [00:06:00] Building Trust and Credibility with Customers [00:06:54] The Art of Effective Listening in Sales [00:09:08] Qualifying Opportunities and the Courage to Say No [00:10:18] Navigating Customer Relationships and Building Partnerships [00:12:42] The Role of Patience and Timing in Sales [00:15:47] Overcoming Seller Deficit Disorder [00:19:03] The Power of Discovery and Active Listening [00:28:37] Transforming Customer Relationships into Partnerships [00:35:40] Understanding Customer Buy-In [00:36:10] Balancing Big Deals and Forecasts [00:36:58] Executive Alignment and Team Collaboration [00:38:50] The Importance of Long-Term Thinking [00:44:24] Instilling the Right Mindset in Sales Reps [00:45:41] The Value of Embracing the Grind [00:51:47] Feedback and Continuous Improvement [01:03:04] Navigating Procurement Challenges HIGHLIGHT QUOTES [00:02:15] "You have to do your homework, you've got to know the customer better than they do." [00:02:51] "Discovery in the art of discovery has been lost in the last couple of years." [00:04:46] "If you do great discovery, the customer realizes, hey, you're a different type of salesperson." [00:11:35] "You've got to slow down to go fast." [00:21:18] "Ask the customer how they do what they currently do today and where they see challenges." [00:34:03] "The best relationship is you guys take each other to a place that you couldn't get to on your own." [00:45:26] "The grind is life. The grind is the job. The grind is everything."