Ben Fiechtner on enterprise sales: you're not selling to one person, you're managing dozens of stakeholders across finance, operations, IT, HR. The best sellers orchestrate internal politics by starting with the right executive and aligning everyone toward the company's actual goals.
I don't think people always grasp that where it's like, oh, we'll just do more of what we're doing now and move up. But it's significantly more challenging because of some of the things you mentioned. Right. The number of people involved, the internal politics and the external politics. You're the first one to say that on the show. So I want to go deeper on that. Right. You said for lending these large deals, you have to deal with the internal politics. Right. The company you're at, but also the external politics, the politics at the company you're trying to navigate. Expand on that a little bit more. No one's talked about this part yet. And I think it's so crucial. Crucial.
I think the external politics too is you like covering and I've been fortunate enough to cover the Fortune 100 in a couple different accounts like or a couple different firms, I should say. Just the amount of people involved. Right. And it depends from Clary. Right. We're selling mainly to the CRO CFO. UiPath was an interesting one where you had to sell oftentimes cio, Chro, supply chain, qa, fna like it ran the gamut. And to drive an enterprise wide sale, you just have so many more stakeholders and people are going to have either preferences for certain vendors or potentially biases right. Towards a certain type of product versus another product or wherever the overlap is. And that becomes one of those things that I think the best enterprise sellers, if you're starting with the right executive point of view and understanding what that business is trying to achieve, that you're actually the one helping to orchestrate and organize the politics of your customer, which is the ultimate magic trick. That's hopefully a win for them, hopefully a win for you. But it takes a lot of practice and a lot of muscle memory and a lot of at bats to figure out how to manage all of the different personalities, all of the different goals, measurements, biases, all of those different things we just talked about.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
