Salesforce & Pipeline Management
Your enterprise organization (multi-location org) will have a methodology they use to advance an opp through the sales cycle. It will generally coincide with:
Vet & outreach – Once you have vet and outreach you kick it into Detect
Discovery call – Once you have a discovery call, you then kick it into Identify
Product call – Once you have a Product Call, you then kick it into Clarify
Proposal – Once you have a proposal and an agreement is out you then kick it into Clarify Agreement Out (you will have to add product as well as the correct timeline for product and start date)
Closing & onboarding – Once you have a signed PO you can put it into Closed Won
At the stage of proposal, you are going to need to add pricing to the opportunity so that management can adequately see forecasting for the opportunities that you are working on. This means adding pricing in SFDC and adding it to the opp.
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
Follow me
