How to Sell Into the Enterprise - Frank S. Pierce, 3x CMO & Enterprise Seller
Description
Frank S. Pierce (3x CMO with enterprise sales expertise in Financial Services, Retail and Tech) joined the show to discuss how agencies can get out of the SMB space and secure upmarket clients.
While Frank started out in Marketing and has held 3 CMO roles, his latest career accolades are mostly in the realm of enterprise sales. As a marketer, he sat in on many client calls - which ultimately helped him understand the market better and got him interested in moving on to sales. Over the years, Frank has noticed that the salespeople who succeed no matter the circumstances are the ones who take their preparation very seriously.
Tune into the full episode to learn how to sell into F500 companies!
HIGHLIGHTS:
0:00 Intro
1:13 Three time CMO journey
2:53 How Frank went into enterprise sales
4:35 Preparation is everything in sales
7:55 How to effectively multithread
10:12 Identifying the right stakeholders
12:31 Be nice to the assistants!
13:49 The Enterprise Sales framework
17:01 Figure out what really matters
Connect with Mikael - https://www.linkedin.com/in/mikaeldia/
Connect with Frank - https://www.linkedin.com/in/frankspierce/
United States
