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Running the Enterprise Playbook: Land and Expand, and More with Envoy's Head of Enterprise Sales

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Running the Enterprise Playbook: Land and Expand, and More with Envoy's Head of Enterprise Sales

  1. 1. Running the Enterprise Playbook Land and Expand & More Sarah Lash Head of Enterprise Envoy Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  2. 2. Tripled AE team from 5 to 17 with just two managers in six months Metrics that Matter Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  3. 3. Land & Expand ● Multiple Departments ● Multiple Locations ● De-Centralized Procurement ● Transactional Business Engines It’s And Not Or Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Discover & Descend ● C-Level Engagements ● Value Partnerships ● Cross Departmental Selling ● Centralized Purchasing ● Annual + Sales Cycles
  4. 4. ● Current Needs ○ Backfilling with Success ○ Pipelining Candidates ● Mid Term Needs ○ Risk Tolerance ○ Retention Programs ● Future Needs ○ Recruiting above current talent needs Hiring for Growth Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  5. 5. ● Cross Departmental Participation & Commitment ● Develop a Process that works for the team ● Accountability to Review Account Based Planning Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  6. 6. ● Measure, Balance & Manage ○ What is your Ideal Customer Profile? ○ How are you measuring this for Territory Development? ○ How do you balance this across territories? ○ How often will you re-evaluate for change? ● Communicate Clear Rules of Engagement ○ Over-communicate to the team ○ Cross team resolution of issues ○ Utilize leadership/ops for final decision making - only when necessary ● Geographic vs. Named Account ○ Multiple tiers of reps ○ Goal to focus reps time & sales energy Territory Development Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  7. 7. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  8. 8. The Enterprise Playbook Quick Refresh 1. It’s top down and bottoms up selling - not one or the other! 2. Recruiting and Retention - Coaching & Development 3. Territory Planning, Account Planning & Tiered Reps 4. Vision & Values Drive it All Together My Top Takeaways Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  9. 9. THANK YOU Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.

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