Episode 18: The ins and outs of Enterprise Sales in the B2B SaaS industry

Leslie Venetz, Founder of Sales Team Builder and Fractional VP of Sales at Digital Reach Online Solutions, specializes in enterprise sales in the B2B SaaS industry.

Ashish Santhalia

Host, Sales Gambit | Founder @ Convin

In today’s episode of Sales Gambit, we are joined by we are joined by Leslie Venetz. She has over 15 years of experience in Sales and is the Founder of Sales team builder and the fractional VP of Sales at Digital Reach Online solutions. We spoke to her about the ins and outs of Enterprise Sales in the B2B SaaS industry.In this episode we discuss:

✅ What are some key differences between SMB sales and Enterprise Sales?

✅  What channel works best to get access to decision makers at the Enterprise level?

✅ Do traditional channels like conferences and networking events help to get the first touch when dealing with Enterprise sales?

✅ How can a sales rep go about with Enterprise sales when it involves multiple stakeholders and how difficult can it get?

✅ How to identify the decision maker and the champions in a company and their needs?

✅ How to learn/ discover the intentions of the buyer?

✅ What approach works best at the Enterprise level? Top-down or bottom up?

✅ What are the most common mistakes salespeople make when selling to the C-level exes at the enterprise level?

✅ How long should the sales cycle for enterprise sales be? And, how many touches are enough to conclude it's time to drop the ball?

✅ What to do after the prospect ghosts you?

And a lot more…

Tune in now!

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