Rebooting Enterprise Sales – A Conversation with Vince Beese
Vince Beese (Head of Enterprise for Kustomer.com and Founder of The Revenue Exchange) recently joined Kristina Jaramillo for a Sales Reboot LinkedIn Live and Stop the Sales Drop Podcast. In this episode, we discussed:1. The shifts Vince made when he joined Kustomer which allowed the team to get more customers like Ring.2. How and why selling to enterprise is different from selling to SMBs.3. Why sales does not sell to the values of enterprise buyers – and the support sales needs from marketing.4. How Kustomer differentiated their selling conversations from the competition that continues to focus on “pain points” in response to pre-defined needs.5. How Kustomer.com is applying the challenger and a concept called “red zone selling” to win with status quo enterprises.After you listen to this podcast, sign up for our Reboot Friday panel series where you’ll learn about the shifts that VanillaSoft, Allocadia, G2, Bigtincan, PandaDoc, Clari, Bombora, and other organizations are making to drive strong sales and marketing performance in 2021.Learn more about it at https://stopthesalesdrop.com/fridayreboot/