Enterprise Sales Mindset & Controlling the Controllables

7 P’S OF HIGHLY EFFECTIVE EAE’S:

Quota is not a controllable and it’s important to celebrate the controllables that actually lead up to the achievement of quota & target. I made a list of the controllables that we can directly influence and this turns out to be the 7 P’s:

PACE – To run the most meetings

PROCESS – To have the best quality meetings and most closed deals

PERSON – To have the best growth mindset

PRODUCT – To coauthor the best solutions

PREPARATION – To have the best vetting, slide deck and meeting preparation

PAUSE – To have the best quality conversations and rapport

PROFESSIONALIZING THE LOGISTICS – to have the best follow up and organization

In enterprise, as in local, the AE can only control the controllables and has to trust that the rest will take care of itself. The main difference here is the graduation from the 4 P's to 7, adding product & pause since in Enterprise we are dealing with customized solutions and conceptual clarity.

THE CONTROLLABLES AKA THE 7 P’S:

Person - growth mindset, consultative challenger, trusted advisor

Preparation - Especially in the Mloc org, you need to do the pre-call prep to be knowledgeable of the nature of the account

Pace - Opening enough sales cycles to put the odds in your favor of hitting your quarterly number

Process - Scientific process run every time; DC, PC, Proposal Call, Closing & Onboarding

Product - Solution tailored to the unique process and capacity of client, knowledge of product and how to match it to client needs is added in the enterprise org. In the enterprise org, product is added as another P. Product is not a P in the local organization since it is one size fits all.

Pause - pause, consider/reflect and question for the ‘why’. The key in enterprise sales is to take the time to develop conceptual clarity and be intentional in your communication.

Professionalizing the Logistics -

1. Next steps on every call

2. Emailed out agenda after every call with next steps

3. Confirm every meeting the day before or morning of

In terms of controlling the controllables throughout the enterprise sales process, the EAE can only offer to engage with a DM/NDM and cannot force them to go through the process. These questions mirror the enterprise sales process and help to focus on the controllables:

Outreach & landing the DC - Do they have an open mind to taking a meeting with us in general?

On the DC & landing the PC - Do they have an open mind to evaluating us as a vendor?

On the PC & landing the Proposal Call - Do they have an open mind to doing a pilot?

On the Proposal Call & landing the Upgrade – Do they have an open mind to upgrading provided that we hit their KPIs?