my biggest unlock occurred with my boss who was a former senior McK consultant i learned corporate incentives, pace, outcomes, where line was, etc. in enterprise essentially, a baseline for what I could and could not get away with the most important thing I can share is the market will be far, far more forgiving to a founder if they overstep than a sales rep who doesn’t know what they’re doing Founders; your time in ENT is one of highest leverage activities

startup folks: policy and regulation is NOT a compliance issue BUT, the biggest risk and opportunity to growth, GTM, and product you are seeing in real-time the lever being pulled ... this is why I'm manically focused here; it was maybe less obvious a few years, but front and center now ... governors, state lawmakers, AGs, etc. are all focused here - just beginning @evanburns and @JamieLightShed saw this early

this is proof the startup market is starved for IC-based sales insights … 91K views is bonkers I’m to busy selling, but someone, somewhere should interview ICs across various companies …

a few enterprise sales thoughts ... 1. the entire game is about expansion; beyond just seats. once you're in, you're in ... getting in is the hardest part (i.e. the land) -- all future rev. multiples are in expand. 2. selling a $100K deal is often same effort as closing a $1MM deal 3. deals get closed in text; if you're not texting there's a lot at risk 4. corporates entire job is to build for the boss; the frame needs to land for their boss/board (i.e. C-suite) 5. tier 1 logos ARE the early adopters; everyone has this wrong 6. procurement is designed to slow-down momentum in buying process; meaning it's the justification stage; do not let this go more than 30-45 days 7. founders involved in the sales process is the biggest competitive advantage of it all; visionary/passion hits so, so different 8. services are their largest budget line item; find a way to leverage this; it's also the fastest way in 9. make all your claims auditable; for example: "we save you 1,000+ hrs" feels very sales-y and far reaching 10. the sales team with most insider intel will always wins 11. selling the problem is a waste of time; critical to understand, YES, but seldom why they buy -- fastest way to commoditize yourself

a few enterprise sales thoughts ... 1. the entire game is about expansion; beyond just seats. once you're in, you're in ... getting in is the hardest part (i.e. the land) -- all future rev. multiples are in expand. 2. selling a $100K deal is often same effort as closing a $1MM deal 3. deals get closed in text; if you're not texting there's a lot at risk 4. corporates entire job is to build for the boss; the frame needs to land for their boss/board (i.e. C-suite) 5. tier 1 logos ARE the early adopters; everyone has this wrong 6. procurement is designed to slow-down momentum in buying process; meaning it's the justification stage; do not let this go more than 30-45 days 7. founders involved in the sales process is the biggest competitive advantage of it all; visionary/passion hits so, so different 8. services are their largest budget line item; find a way to leverage this; it's also the fastest way in 9. make all your claims auditable; for example: "we save you 1,000+ hrs" feels very sales-y and far reaching 10. the sales team with most insider intel will always wins 11. selling the problem is a waste of time; critical to understand, YES, but seldom why they buy -- fastest way to commoditize yourself

enterprise startups ... this is often counterintuitive the market seldom wants discounts you're negotiating with yourself OR someone junior if they feel the value/price is mismatched, they want more value to close that gap i.e. 'harderworking' solution ...

The highest-ROI podcasts I’ve listened to are the ones with @jjen_abel and @lennysan Jen gives the most valuable Enterprise sales advice It helps you win deals and understand why you lost previous ones Been using this for a while So I've put together a knowledge base for your agents to learn from and ask Jen during deals

Happy Sunday. Of course I’m using toddler nap time to listen to this as I clean the kitchen. Cleaning didn’t get too far as I stop this video every 10 minutes to deeply reflect on what we do at Mentorly and how we could get more alpha. I may say this is my fav @lennysan pod of all time(!) that’s a big statement. Thx @jjen_abel - I love sales even more now.