20Sales: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | Moving from SMB to Enterprise: How and When | Verticalised Sales Teams: Why They are a Gamechanger and How to Build Them with Ben Fiechtner, CRO @ Clari

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?