Description

SUMMARY:

Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.

TAKEAWAYS: 

• Consistently prospect and leverage buyer personas to understand the decision-makers and their incentives.
• Enterprise sales require navigating a sophisticated procurement process and using internal resources effectively.
• Educate yourself on the customer's business and partner with seasoned sellers or leaders within your organization.
• Bring in operations, legal, and other teams as needed to move deals forward and create solutions.

CHAPTERS: 

• 00:00 Introduction and Fun Fact
• 01:01 Overview of Sherman Barnes' Career
• 03:39 Prospecting and Buyer Personas
• 04:03 Using Buyer Personas in Enterprise Sales
• 06:11 Differences in Sales Process: Enterprise vs. Mid-Market/SMB
• 09:15 Advice for Selling to Enterprise Customers
• 11:48 Utilizing Internal Resources in Enterprise Sales
• 13:42 Bringing Teams Together for Success
• 14:09 Closing Remarks

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram!