#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales org when you go enterprise?

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Matt Cameron presented "Moving Up Market: What is different for a sales org when you go enterprise?" at the #RevenueSummit San Francisco 2017 conference

Sales

We need to us an 80:120 rule
www.salesopscentral.com 3

Forecasting deals vs monthly numbers
www.salesopscentral.com 4

We ask deeper questions on every deal
www.salesopscentral.com 5

You can do this cheaply
www.salesopscentral.com 6www.salesopscentral.com 6

We understand politics and connect the dots
www.salesopscentral.com 7

Focus on deal progression rather than activity
www.salesopscentral.com 8

4/5/2017 9
Account intelligence
Company
 10k
 Website
 Social media
 Investor relations material
Key individuals
 Work history
 State of origin
 Publications
 Social media

Equipping for insightful executive conversations
www.salesopscentral.com 10

You need to up your presentation game
www.salesopscentral.com 12
VS

Getting the attention of executives
www.salesopscentral.com 13
Executives will only meet with you
if they think that you know
something that they need to
know.

Proposals take a lot more effort + scarylegal
4/5/2017 14
Createaproposal
managementplan
Createaproposal
outline
Extendtheoutlineinto
aresponsibilitymatrix
Preparea
compliance
checklist(Optional)
Draftexecutive
summary
Preparewriter’s
packages
01 02 03 04 05 06
Holdkick-off
meeting
Customisethe
developmentprocess
timeline
07 08
CONTRACT

Your new best friend - Legal
www.salesopscentral.com 15

Aligning compensation with deal sizes.
www.salesopscentral.com 16

Comp plans need to be clear
www.salesopscentral.com 17

Culture changes – It is a long road
www.salesopscentral.com 18

www.salesopscentral.com 19
Sales process & Methodology
5 roles of a manager
World class sales
operations
Forecasting
Core sales systems &
processes
Building sales culture
Recruiting
Sales productivity
&
enablement
The Sales Leadership academy for SaaS

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#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales org when you go enterprise?

1. www.salesopscentral.com 1 'Moving up market - What is different for a sales org when you go enterprise? Matt Cameron Leader of Frontline SaaS Sales Management bootcamp

2. Slowing down to speed up www.salesopscentral.com 2 8 deals 3 deals 1 deal! 30 deals

3. We need to us an 80:120 rule www.salesopscentral.com 3

4. Forecasting deals vs monthly numbers www.salesopscentral.com 4

5. We ask deeper questions on every deal www.salesopscentral.com 5

6. You can do this cheaply www.salesopscentral.com 6www.salesopscentral.com 6

7. We understand politics and connect the dots www.salesopscentral.com 7

8. Focus on deal progression rather than activity www.salesopscentral.com 8

9. 4/5/2017 9 Account intelligence Company  10k  Website  Social media  Investor relations material Key individuals  Work history  State of origin  Publications  Social media

10. Equipping for insightful executive conversations www.salesopscentral.com 10

11. The enterprise sales profile www.salesopscentral.com 11 Worked here Domain knowledge

12. You need to up your presentation game www.salesopscentral.com 12 VS

13. Getting the attention of executives www.salesopscentral.com 13 Executives will only meet with you if they think that you know something that they need to know.

14. Proposals take a lot more effort + scarylegal 4/5/2017 14 Createaproposal managementplan Createaproposal outline Extendtheoutlineinto aresponsibilitymatrix Preparea compliance checklist(Optional) Draftexecutive summary Preparewriter’s packages 01 02 03 04 05 06 Holdkick-off meeting Customisethe developmentprocess timeline 07 08 CONTRACT

15. Your new best friend - Legal www.salesopscentral.com 15

16. Aligning compensation with deal sizes. www.salesopscentral.com 16

17. Comp plans need to be clear www.salesopscentral.com 17

18. Culture changes – It is a long road www.salesopscentral.com 18

19. www.salesopscentral.com 19 Sales process & Methodology 5 roles of a manager World class sales operations Forecasting Core sales systems & processes Building sales culture Recruiting Sales productivity & enablement The Sales Leadership academy for SaaS

Editor's Notes

Big deal reviews
Team selling – Deal swarming
Days in stage is key Slips and downgrades
How do we research accounts today? 10k - Quantitative and Qualitative Disclosures About Market Risk Individuals: Pro-tip – References provided to others on Linkedin. Who they have worked with, what they value, biases.
- Email automation is irrelevant
People buy from people they like People like people who like them Relationship cultivation is a core skill
You need the concept of a deal desk - Buyers will try to include your proposal warranties in your contract
Match the quota period with sales cycle For annual quotas give them consistency bonuses for quarters Make sure your plans are understood by all
Need to keep the eyes on the prize

#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales org when you go enterprise?

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