Ten Eleven Roundtable on Driving Sales Velocity in Complex Enterprise Deals

When you’re selling complex enterprise deals, you force the client to buy your way—you have to adjust your sale to how the enterprise usually buys. In this session, Mark walks through how startups should navigate the varied stakeholders, established processes, and long sales cycle that comes with enterprise selling.

Ideal for Sales Leaders and Founders

Join to discuss:

• Researching the buyer’s public information, organizational hierarchy, and solution landscape 
• Roles on your sales team, including AEs, SEs, SDRs, and subject matter experts
• Managing stakeholders in the buyer organization, including your champion, admins, users, procurement, IT, legal, security and even the board
• How to identify and manage multiple decision-makers 
• Motivating a champion at the buyer to push the deal to completion