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| Name | Enterprise Sales vs. Mid-Market Sales explained by Barry Womack |
| Video Uploader | Video From Sales Success Stories |
| Upload Date | This Video Uploaded At 20-06-2017 09:53:49 |
| Video Discription | For the full podcast episode featuring Barry Womack - top enterprise sales rep at Cvent: http://top1.fm/barry-womack "I did mid-market sales for a couple years. It’s definitely a different sales process. The deal sizes are a lot smaller in mid-market for probably most technology companies. What’s mainly different is you don’t have as many at-bats. So you really have to be strategic about how you approach. Especially potentially new customers. We have a limited universe. I have 150 accounts. A descent percentage of them are already existing customers, so my pool of new prospective customers is not huge. So when I have an at bat or when I am able to speak with somebody for the first time. I have to make a great impression. I have to provide a lot of value for them to take the next step, and I have to win. That’s one thing I think that was just a very different mindset is, it’s not about volume in enterprise space. It’s not about how many calls and phone calls can I make. It’s a little bit more quality. What’s the quality of the phone call that I’m making? What’s the quality of the email that I’m writing to capture somebody’s attention. I think that was the biggest shift and adjustment." t0TwO5VdFPY |
| Category | People & Blogs |
| Tags | Enterprise Sales | Mid-Market Sales | Mid Market Sales |
