#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales...

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'Moving up market - What is different for a sales org when you go enterprise?Matt CameronLeader of Frontline SaaS Sales Management bootcamp


Slowing down to speed up

8 deals

3 deals

1 deal!

30 deals


We need to us an 80:120 rule


Forecasting deals vs monthly numbers

We ask deeper questions on every deal



You can do this cheaply



We understand politics and connect the dots


Focus on deal progression rather than activity

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Account intelligence

Company 10k Website Social media Investor relations material

Key individuals Work history State of origin Publications Social media


Equipping for insightful executive conversations


The enterprise sales profile

Worked here Domain knowledge


You need to up your presentation game

VS


Getting the attention of executives

Executives will only meet with you if they think that you know something that they need to know.

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Proposals take a lot more effort + scary legal

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CONTRACT


Your new best friend - Legal


Aligning compensation with deal sizes.


Comp plans need to be clear


Culture changes – It is a long road


Sales process & Methodology

5 roles of a manager

World class sales operations

Forecasting

Core sales systems & processes

Building sales culture

Recruiting

Sales productivity &

enablement

The Sales Leadership academy for SaaS

#RevenueSummit San Francisco 2017 - Matt Cameron - Moving Up Market: What is different for a sales...

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