Ben Fiechtner: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | E1185
94Ben Fiechtner is Chief Revenue Officer at Clari, where he drives global go-to market & revenue operations. Ben previously served as SVP at UiPath, growing their key accounts and regulated industry verticals from $150m to $450m. Before UiPath, Ben was at Salesforce where he held multiple senior roles, achieving significant year-over-year growth and always on the bleeding edge of Vertical teams.
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Timestamps:
(00:00) Intro
(00:40) The T-Shirt Business in College
(03:15) Discovering a Love for Sales
(04:38) Key Lessons in Persuading Customers
(06:17) The Skills Behind Effective Deal Construction
(09:45) Strategies for Effective Pricing & Discounting
(14:36) Accurate Forecasting in Volatile Times
(16:49) Good vs. Bad Reasons for a Slipped Deal
(25:17) Leveraging Teamwork to Close Deals
(27:26) The Biggest Reasons Why Deals Don’t Close
(28:03) Enhancing Sales & CS Collaboration to Reduce Churn
(29:17) Transitioning from Small Commercial to Large Enterprise Deals
(35:31) Verticalization: Why, When & How
(39:47) Hiring Process
(45:01) The Subtle Skill That Boosted Ben’s Success
(46:24) Authenticity vs. Tough Decisions: Strength & Weakness
(51:56) Quick-Fire Round
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In Today’s Episode with Ben Fiechtner We Discuss:
1. How to Close Deals Faster:
What are the top 3 ways sales reps can increase urgency in a deal cycle?
Should reps be discounting? If so, what level can be appropriate?
What is the right way to ask prospects for their internal buy process? How do you know if you are dealing with a champion?
What are the single biggest reasons that deals are delayed in closing?
2. SMB to Enterprise: How and When:
When is the right time to move into the enterprise?
What are the single biggest mistakes startups make when making the transition?
How does Ben advise startups to do it but with minimal spend and investment?
3. Verticalisation: Why, When and How:
Why is it important for founders to consider a verticalised sales strategy? What are the benefits?
When is the right time to consider a verticalised approach?
What is the right way to resource each sales team for a verticalised approach?
What are the biggest mistakes companies make when verticalising sales teams?
4. How to Hire the Best Reps:
What are the top signals that a candidate will make for an amazing sales rep?
What question does Ben ask in every interview? What do the best answers have?
What are the biggest mistakes founders make when hiring sales reps?
How fast do you know when a hire is a good hire or not?
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