Matt Cameron presented "Moving Up Market: What is different for a sales org when you go enterprise?" at the #RevenueSummit San Francisco 2017 conference

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'Moving up market - What is different for a sales
org when you go enterprise?
Matt Cameron
Leader of Frontline SaaS Sales Management bootcamp

2. Slowing down to speed up
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8 deals
3 deals
1 deal!
30 deals

3. We need to us an 80:120 rule
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4. Forecasting deals vs monthly numbers
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5. We ask deeper questions on every deal
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6. You can do this cheaply
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7. We understand politics and connect the dots
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8. Focus on deal progression rather than activity
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Account intelligence
Company
 10k
 Website
 Social media
 Investor relations material
Key individuals
 Work history
 State of origin
 Publications
 Social media

10. Equipping for insightful executive conversations
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11. The enterprise sales profile
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Worked here Domain knowledge

12. You need to up your presentation game
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VS

13. Getting the attention of executives
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Executives will only meet with you
if they think that you know
something that they need to
know.

14. Proposals take a lot more effort + scarylegal
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Createaproposal
managementplan
Createaproposal
outline
Extendtheoutlineinto
aresponsibilitymatrix
Preparea
compliance
checklist(Optional)
Draftexecutive
summary
Preparewriter’s
packages
01 02 03 04 05 06
Holdkick-off
meeting
Customisethe
developmentprocess
timeline
07 08
CONTRACT

15. Your new best friend - Legal
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16. Aligning compensation with deal sizes.
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17. Comp plans need to be clear
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18. Culture changes – It is a long road
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Sales process & Methodology
5 roles of a manager
World class sales
operations
Forecasting
Core sales systems &
processes
Building sales culture
Recruiting
Sales productivity
&
enablement
The Sales Leadership academy for SaaS