Sell Like A Leader – Episode 18
In this episode, we dive into:
– Strategies for high-performing enterprise sales teams: behind the scenes of Gong’s growth, the need for a different playbook when transitioning from SMB to enterprise sales, tackling enterprise-level challenges, the right time to hire frontline managers when building enterprise sales teams, coaching your team on account planning, the “groundswell outbound approach”, why extended enablement programs are key, the role of customer success when going upmarket and building trust between sales leaders and their teams.
– Rapid Fire Q&A
About Bob Spina
David Kreiger chats with Bob Spina, who is developing a Sales Advisory practice and has just departed from ON24, where he led Enterprise Sales. Previously, Bob led the strategic sales team to record growth at Gong. He has a proven track record of unlocking seller performance and building high-performing teams across various organizations, from startups to mid-sized firms, and even a half-billion-dollar business at Cisco.
Podcast Key Takeaways
- Transitioning from SMB to enterprise sales isn’t just about the product—it’s about changing perceptions and aligning value propositions with strategic initiatives at high levels. Bob emphasizes the importance of building a playbook that resonates with larger enterprise challenges.
- Instead of focusing on sheer volume, Bob’s approach involves meaningful and strategic interactions, utilizing data to support major company initiatives. This high-quality engagement has proven pivotal in Gong’s enterprise market penetration.
- Building trust within the sales team and across departments is non-negotiable. Regular alignment meetings between sales, customer success, product, and rev ops ensure cohesive and successful product adoption.
Connects
Connect with Bob Spina: https://www.linkedin.com/in/bobspina/
Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger
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