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