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Clip: Enterprise Sales vs. Mid-Market Sales

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Clip from Episode 20 featuring Cvent’s Top Enterprise Sales Rep – 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.

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Clip: Barry Womack on his Enterprise Sales Role and Results at Cvent

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Clip from Episode 20 featuring Cvent’s Top Enterprise Sales Rep – Barry Womack:

I’m a regional sales manager. On the enterprise sales team I manage about 150 named enterprise accounts for Cvent. Those companies are what we classify as enterprise companies, about a billion dollars in revenue annually or above. So that’s kind of my classification. From a revenue perspective we kind of break it out. About 70% of the revenue that I’m bringing in on an annual basis is from our existing install base. The other 30 is from net new logos that we’re bringing on. So last year, as you mentioned, I did 208% of my annual quota. My annual quota is $1.6 Million. So I did about $3.3 Million in annual contract value. We also look at TCV or Total Contract Value which was just over $8.2 Million. When we said top performer that was across a team of about 12 folks, give or take, on our direct selling team that I would be technically competing against.

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Clip: Cvent’s Barry Womack on Collaborating with Marketing

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Clip from Episode 20 featuring Cvent’s Top Enterprise Sales Rep – Barry Womack:

I would say I’m more actively involved than most when it comes to marketing. I love to be that hand raiser that says: ‘I’ll be involved with how we develop the deck and the PowerPoint and the presentation’ just because I feel strongly, especially with the success that I’ve had and where we’ve gone in different areas of our platform. I like to be heavily involved. A lot of that is just providing. A lot of times marketing teams love to get sales involved to figure out what success stories do we need to put out there that’s going to resonate with your customers. Those are things I like to volunteer and carry up and make introductions to my customers that are experiencing success to talk through what they’ve achieved and how they’re achieving it. Part of that is just raising your hand and trying to get involved, because I think a lot of people are reactive and you get content from marketing that might not be applicable and if I can help avoid that and make it benefit me and my customers then I’m all over it.

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Clip: Barry Womack – Sales Introvert on Preparation

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Clip from Episode 20 featuring Cvent’s Top Enterprise Sales Rep – Barry Womack:

Like I said, preparation I think for me is one of the most important for me and how I was able to get to number one. It comes down to really just understanding my personality. Kind of who I am as a person as well as a sales person. For me, I’m an introvert. I think that preparation helps me be confident going into a lot of these meetings and presentations that I do on a regular basis.

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Clip: #WomenInSales Deep Dive Teaser

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Clip from Episode 19 featuring Top Pharmaceutical Sales Rep – Christina Izokovic of Avion Pharmaceuticals:

I’ve got an idea, and I always try to create something in our Sales Success Community. This is a free resource for listeners of the show. All they have to do is go to Top1.fm and put in their email address and they’ll get an invite to the community OR in the US you can text ‘Top1′ to 444999 and get access to that community. What I think we’re going to do now is we’re going to end the official episode in just a moment. Christina I want to keep talking a little bit more about women in sales. There’s something about this and I want to get your perspectives on some of these things. So if that’s something that you have an interest in listening to. Come join us in the Sales Success Community, and come listen to that conversation. Thanks so much for listening. Again, Top1.fm or text ‘top1’ to 444999. Christina thanks so much!

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Clip: Top Avion Pharmaceutical Sales Rep Christina Izokovic “Don’t Give up and Keep Going”

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Clip from Episode 19 featuring Top Pharmaceutical Sales Rep – Christina Izokovic of Avion Pharmaceuticals:

I would say just don’t give up and keep going. There’s always gonna be a challenge. There’s always gonna be days that are tough, but don’t look at that. Look at the days that are positive, and look at where you were yesterday and how you can be better. Know that no matter what obstacle comes in your way. No matter how busy you are, even as a mom you’re super super busy. That’s my number one thing. I want to be the best for myself, but also for my children. I want them to see what I can do and how well I’m doing it so they have someone to look up to. So just be motivated and keep going and just don’t give up.

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Clip: Moving into Pharmaceutical Sales – Believe in what you’re Selling

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Clip from Episode 19 featuring Top Pharmaceutical Sales Rep – Christina Izokovic of Avion Pharmaceuticals:

I think number one if you’re thinking about making a switch, a career change into sales. First of all make sure that you join a company that you believe in. Research the products. Because I think that if you are selling something you don’t believe in, you’re not going to do a good job. And I think that that is the number one thing that I looked at. I wanted to make sure I believed in the products

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Clip: Pharmaceutical Sales Approach – Build Rapport and Listen

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Clip from Episode 19 featuring Top Pharmaceutical Sales Rep – Christina Izokovic of Avion Pharmaceuticals:

My style is, I really go in there, my first thing is to just build rapport. Let me back up, before I do that I sit in my car and look at the data that we talked about earlier and what I’m looking at for the different providers. But then when I go in there I just start with that rapport and asking them how their day’s going before I even dive into our products. Then I kind of go into our products and the features and benefits that are beneficial for those doctors. Making sure I don’t forget to probe and ask a lot of why questions. I actually went through a phase two training recently and they said that the successful sales rep actually  talks less than fifty percent of the time. Because really what you want to do is ask these questions and have the doctors more engaged in asking you questions about your products. That’s when you know they’re really interested and engaged in what you’re doing. That’s a lot of it is asking questions. Being able to answer any questions they have and getting right down to why our product is the best and can you write it for us, and having that close there. And then leaving with notes to take and where I’m going to start the next time I come in.

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Clip: Being the best – Mindset of a top pharmaceutical sales rep

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Clip from Episode 19 featuring Top Pharmaceutical Sales Rep – Christina Izokovic of Avion Pharmaceuticals:

I chose to get away from those scenarios because I wanted to be better than what I grew up. I wanted to be a better person than what I was around, and I wanted my children to have a better childhood than I had. I wanted to be successful and I knew I could. That’s why for me being #1 was my goal because I wanted to be the best because I knew I could. No matter what I’ve gone through in my entire life I’v conquered it all. I got through it and I became the best and that’s what I want other people to know and be aware that no matter what their situation is. No matter how tough it is. You can get through it, and you can do whatever you put your mind to and you can be the best. Nothing can hold you back… I think it’s being that inspiration, but I think it’s also probably proving it to myself. I want to be better than what anybody ever thought I could be, but I also want to be better than I ever thought I could be for myself.

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