Posted on 2nd August 2024 by Harry
Ben Fiechtner is Chief Income Officer at Clari, the place he drives world go-to market & income operations. Ben beforehand served as SVP at UiPath, rising their key accounts and controlled trade verticals from $150m to $450m. Earlier than UiPath, Ben was at Salesforce the place he held a number of senior roles, attaining important year-over-year development and all the time on the bleeding fringe of Vertical groups.
In At the moment’s Episode with Ben Fiechtner We Talk about:
1. Shut Offers Sooner:
- What are the highest 3 methods gross sales reps can enhance urgency in a deal cycle?
- Ought to reps be discounting? If that’s the case, what degree could be applicable?
- What’s the proper option to ask prospects for his or her inside purchase course of? How are you aware in case you are coping with a champion?
- What are the one largest causes that offers are delayed in closing?
2. SMB to Enterprise: How and When:
- When is the best time to maneuver into the enterprise?
- What are the one largest errors startups make when making the transition?
- How does Ben advise startups to do it however with minimal spend and funding?
3. Verticalisation: Why, When and How:
- Why is it necessary for founders to contemplate a verticalised gross sales technique? What are the advantages?
- When is the best time to contemplate a verticalised method?
- What’s the proper option to useful resource every gross sales staff for a verticalised method?
- What are the largest errors firms make when verticalising gross sales groups?
4. Rent the Greatest Reps:
- What are the highest alerts {that a} candidate will make for an incredible gross sales rep?
- What query does Ben ask in each interview? What do the very best solutions have?
- What are the largest errors founders make when hiring gross sales reps?
- How briskly are you aware when a rent is an effective rent or not?
