Internal alignment is probably the most underrated part of enterprise sales.
When I first started working on bigger deals with larger companies, I went at it with a lone wolf mentality. I thought because I sounded good on the phones and spent time learning the industry that made me the reason deals happen.
Wrong ❌
As you go up market, your role is NOT about convincing people to buy things.
Your role is to facilitate business outcomes.
That is not a one person sport.
On both sides of the deal there's multiple stakeholders and competing interests.
Your role is to do mostly 2 things very well:
You understand your product, the buying process for your product, and provide expertise on the market. But you lack full visibility into the company culture, and specific challenges for each customer. AI helps a lot, but there's still only so much you can find in research.Identify who's vested in the program and work together to map out who's involved, why this matters, and align on scope, budget, etc. When doing discovery try to unpack things that will help both teams later in the process.Recognize that your champion is dealing with a lot of complexity on their side, and your role is to help enable them to have these conversations with and without you in the room.
To successfully execute these deals, sales reps are a tiny piece of that puzzle.
Customer Success needs visibility to provide a clean onboarding process and ensure you deliver positive outcomes.
Product has to build the right things that customers need, they also need to help you prove compliance with IT reviews.
Legal and Finance need to mitigate risks to the business and make sure it's a deal worth doing.
Head of Sales is responsible for everything you do as a rep so the bigger the deal the more vested their interests.
This is a team sport so do things to make it easier on the rest of the team:
P.S. deal rooms can help make some of this easier, consolidating the most important components of your deal in one place.
Next Steps, Resources, Notes.
Most of these product I found were just too complicated and feature bloated.
That's why I started working with a few friends to build SendKits.
A sales room easy enough to actually use.
