Ben 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.
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?