At the heart of every great sales conversation is VALUE! It always comes down to one of three things; helping a prospect to: 1) Make money 💵 2) Save money/time 🏦 3) Mitigate risk ⚖️

SaaS CEOs: Enterprise buyers don’t “buy big” anymore. Here’s how to win when customers start small and switch fast. Subscription pricing rewired buyer psychology. Renting software lowers commitment and raises expectations. Mabl capitalizes by offering quick trials and fast ROI validation, winning trust before competitors finish their first demo. Clinging to long contracts is now a growth drag. Choice overload makes credibility king. With dozens of alternatives a click away, your team must earn authority in the first call. Customer proof and deep product fluency aren’t optional—they’re survival skills. If your reps can’t establish expertise in minutes, prospects will move on. ✅ The “champion first” method to build unstoppable internal advocates. ✅ How to convert trial users into long-term contracts without discounting. ✅ Why deep product knowledge is the new table stakes for SaaS sales. 🎧 Hear the full SaaS buying trends discussion from Anthony Palladino→ link in comments. 💬 How are you shortening time-to-credibility in your first meetings?

STRICTLY for sales guys “Personalization” in sales isn’t using Hi {FirstName}. Everyone does that. In Account Based Sales—especially with mid-size & enterprise prospects—your personalization has to cut deeper. Search a bit in claude.ai to get some company specific articles and dig some news about the company you are reaching out. Examples: 👉 SaaS (Series B funded): Talk about their recent funding and how you’ve helped similar SaaS firms scale CS ops by 40%. 👉 Manufacturing: Don’t just say “supply chain.” Call out rising steel costs for auto vs. chip shortages in electronics—and tie it to cost savings you delivered. 👉 Healthcare systems: Mention CMS compliance or staffing shortages, then show how you reduced onboarding time for a 500-bed hospital group. This is the kind of sub-industry personalization that makes a decision maker pause. If your message doesn’t feel like it was written only for them, it’ll get ignored. Simple as that. DM me if you need more details in specific. Follow me for me Hooks in sales #qualifiedappointments #AccountBasedSales #AccountBasedMarketing #B2BSales #EnterpriseSales #MidMarketSales #Personalization #SalesStrategy #ABMStrategy #CustomerSuccess #SaaSSales #ManufacturingGrowth #HealthcareInnovation #PipelineGrowth #SalesLeadership #sculpsynergies #meramonitor

Want to move from mid-market to enterprise? Stop doing these 5 things that'll kill your deals before they start. 1) You're solving product problems, not transformations Mid-market AEs sell features and fixes. Enterprise AEs sell business transformation. "Your spreadsheets are messy" gets you a $50K deal. "You're losing competitive battles because your sales process is broken" gets you $500K. One is a product problem. The other is a transformation. Guess which one executives write big checks for? 2) You fake buyer empathy instead of living it Most AEs think buyer empathy means: "I need to do discovery" "I need to personalize my follow-up" That's checkbox empathy. Real empathy sounds like: "Does my buyer have enough ammo to build a business case?" "What's happening in their buying process that I can support?" See the difference? 3) You're trying to close deals Mid-market reps think closing happens at the end. They chase, push, apply pressure. Enterprise deals close themselves when you build them right: • Compelling business case • Committed champion • Internal consensus If you're fighting to close, you built it wrong. 4) You think you're the hero Enterprise deals aren't won by lone wolves. They're won by orchestras. Your product person explains features better than you. Your exec gets buyer executives engaged better than you. Your CEO sells vision better than you. Stop hoarding the spotlight. Start conducting the band. 5) You're sloppy with details Mid-market is volume. Enterprise is precision. You might have 10 opportunities instead of 50. If you don't execute every step at an obsessive level, you're toast. The best enterprise AEs are process maniacs: • They strategize every move internally • They collaborate with champions on the plan • They see themselves as "Buying Process as a Service" Enterprise isn't harder because the deals are bigger. It's harder because everything has to be perfect. Follow me Andrew Mewborn for more content like this.

CSMs: Don’t miss out on expansion revenue. You know when customers need to expand. You see the opportunity gaps. You understand their business challenges better than anyone. But you're afraid bringing up expansion will make you sound pushy or damage the trust you've worked so hard to build. You're ALREADY driving revenue every time you guide customers to better outcomes. You just need the framework to make it intentional and natural. NEW: The Value-Based Selling Certification Program is a flexible, on-demand program, that shows you how to tap into what you're already doing as a trusted advisor. You'll learn how to: → Connect customer goals to business expansion opportunities → Present growth as the natural next step in their success journey → Navigate expansion conversations with customer-first approaches → Demonstrate measurable revenue impact from your strategic work This isn't about becoming a salesperson; it's about leveraging the strategic value you already possess. Available now on demand: Learn at your own pace. No pushy tactics. Just frameworks that amplify your existing strengths. Transform your customer insights into measurable business impact. Get started with Value-Based Selling today. Save $300 with code BACK2SCHOOL300 when you get started before September 30: https://lnkd.in/gyYJyi8r #successcoaching #customersuccess #customersuccessmanager #professionaldevelopment

Breaking into enterprise cold is a dead end. Trusted vendors could get you in tomorrow. Partners aren’t nice to have in enterprise sales. They’re cheat codes. Here’s why and how to use them: 1. Why partners matter Deals are 50% more likely to close and 40–50% faster when a trusted partner is involved. They already have credibility inside the account. You’re not starting from zero. 2. Who counts as a partner Tech vendors already in their stack, systems integrators, resellers, consultants, industry specialists. Anyone your prospect already relies on. 3. How they shrink cycles - They bypass procurement gatekeepers - They vouch for you as a safe bet - They ease onboarding resistance because they’re already part of the workflow 4. Proof it works - Everflow shaved 4 months off enterprise cycles using partner data - Freshworks saw partner deals close 50% faster - Crossbeam’s research shows higher deal sizes and conversion rates when partners are involved 5. How to use them properly - Enable partners with playbooks and co-selling tools - Track partner-sourced deals separately - Structure incentives that keep them bringing you in Do this right, and deals that take 12 months shrink to 6. Enterprise sales isn’t about begging your way in. It’s about letting the right partners carry you through doors that would never open otherwise.

Stop selling "consulting." Your ideal clients don't wake up thinking "I need a consultant." They wake up with problems: → Revenue is flat → Team isn't performing → Operations are messy → Growth has stalled When you lead with "I'm a business consultant," you're making them work to figure out if you can help. Instead, lead with their actual problem: ❌ "I help businesses with strategy" ✅ "I help SaaS companies break through revenue plateaus" ❌ "I'm an operations consultant" ✅ "I fix workflow bottlenecks that cost you 20+ hours per week" The clearer your solution, the faster they'll say yes. And the faster they'll refer others with the same problem. What specific problem do you solve? Get clear on this first. Learn how to build a steady stream of referrals at www.MyReferralStream.com #consulting #clientgeneration #referrals #businessgrowth #consultingbusiness #problemsolving #consultingtips

She complained about her vendor on LinkedIn. I didn't pitch her. Instead, I asked clarifying questions about her challenges. Then I sent a private message: "If you want to talk, book something." Two calls later, we had a signed contract. Here's what most consultants get wrong about strategic partnerships: They think the relationship ends when someone says "not interested." But the best partnerships are built on a completely different timeline. This client had connected with me a year ago when she posted about NetSuite. I offered to make an introduction to a specialist. She never responded. But she stayed connected. When her current vendor relationship went sideways, my name was already in her network. I wasn't another cold outreach - I was someone who had already demonstrated value without asking for anything in return. The lesson for AI and Tech consultants: Your strategic partner network isn't just about active referrals. It's about being positioned when timing finally aligns. > Be genuinely helpful first > Stay connected without being pushy > Show up when they need you most Your next big client might already be in your network, just waiting for the right moment. How are you nurturing your dormant connections? #Consulting #Technology #LinkedIn #Business

Who does that? Over the last few weeks, I’ve been working on a #Product research project for a client. Vetting specific SAAS offerings with 100% intent to buy Recently, one of the vendors came highly regarded, so I logged onto their website and requested ‘a call or demo’. Then waited ...and waited Days passed, so I sent another message and waited. Hmm, that’s odd so I decided to send a DM directly to senior #CXO members right here on #LinkedIn and I’m still waiting. While I’m saying ‘Please take my Money’ they’re telling me you’re not worth my time, new clients are nothing to us! Do they need help? Do they need to go? I’m shocked, no response (no automation), zero follow-up and they’re a decent size company. By the way there is NO phone number available to call. Who does that? #Leadership #CustomerCare #Operations #LeadershipIdeas #YouNeedHelp

💡 Why Enterprise Sales is More About Listening Than Talking In my early years in enterprise SaaS sales, I thought success was about having the best pitch, the strongest product story, and the sharpest demo. Over time, I learned the opposite: 👉 The real breakthroughs came when I stopped talking and started listening. Listening to what the CFO didn’t say about cost pressure. Listening to what the CIO hinted at about compliance risks. Listening to the customer’s long-term vision, not just today’s pain point. 🔑 That’s how deals are won — not by pushing features, but by uncovering unsaid needs and co-creating solutions. Curious to know: What’s one habit that made you more effective in enterprise sales or account management? #EnterpriseSales #B2BSales #ConsultativeSelling #SaaS #DigitalTransformation