Crafting Sales Pitches and Managing the Sales Process With Ben Fiechtner

I think clearly, like great discovery, great research. And I think the biggest thing though for executive point of views that I've seen over the time is. And look, Clary, when I got here we had some executive point of views and was like, hey, we're going to prove you in forecast accuracy. That isn't necessarily a board level initiative or a CXO level initiative. That's clearly important to the CRO for sure. But we are so much more than that and I hope we're delivering so much more value than that. So how do we think at the highest levels of what's important and how our solutions fit there? Because honestly, that's only the places you should be spending your time. And that's what we did@Salesforce, UiPath, Clary, whatever it is, I think that's one, I think two is beyond discovery, beyond research and solving their biggest problems and thinking bigger, like being able to actually paint a picture and tell the corporate storytelling is also a very, very big gift because it's the classic cheesy interview question, right? When people say, hey, sell me this pen. And 99% of sellers go immediately into, well, this is the ink, this is the comfortability, the feature function. But they don't go into the emotional connection of, you know, you only use a pen when the keys on a keyboard won't work to write, I love you. I'm sorry. Thank you. Like, that emotional connection on top of what your actual business challenges are, are the best executive point of views that I've ever seen. Because right, we all are human at the end of the day and we're all trying to achieve something bigger hopefully in our jobs. And those are the ones that absolutely differentiate and stand out that I've seen over the years.

I love that. And I'm gonna go a step backwards on something else. You said that longtime listeners, I'm sure once they heard you say this word they're like, oh, Katie's gonna go there, practice. And this is something that very like intuitively and just in flow, like the best, right? Like they're getting their reps in, they are practicing this pov, right? They go through. And oftentimes, you know when you talk about practice in sales, right. It has this weird connotation of like, oh, I'm an enterprise, so I don't practice or my team, they're vets. And I always laugh when companies and leaders tell me, I was like, wait, because the big deals are easier. That. So these 8 million dollar deals you don't have to practice for. But the $10,000 ones. You do talk to me a little bit, because the best enterprise sellers I know that I've worked with, I mean, they were owning their craft by the time they were in front of that CXO cfo, I mean, they just, they had their stories ready, they had their everything around it. So talk about the how to practice at the enterprise level. I think this is important.