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

I typically try to structure travel. Obviously they’ll stem from in-person meetings that we need to schedule. So a lot of times these are quick hit trips, one nighters. So we’re going to visit a customer. Have a quarterly business review or success review with our customers or maybe it’s meeting with brand new prospective customers. We’re going out to meet face to face, present our solution, things of that nature. A lot of different types of in-person meetings that we do, but we try to meet with our customers face to face as much as possible. For me it’s really just about trying to stay as organized as possible and still be productive while I’m on the road. I live and die by my calendar. So really just having everything built out there. From things that I need to do on a personal level. Things that I need to do from a business perspective. Even mapping out when I should take time to send out emails versus make phone calls. So I try to live and breathe by the calendar so that I’m staying organized. I take notes in my calendar integrated to Evernote. So that I have everything and can follow up as quickly and productively as I can.

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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 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 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 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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