Selling to the Enterprise? Avoid these 3 Lurking Deal Killers


Eric MartinSales Manager at Vanta

Dini MehtaChief Revenue Officer at Lattice

Karthik RangarajanSecurity Lead at Robinhood

Moderator: Scott Barker – Head of Partnerships at Sales Hacker

If it were easy, everybody would do it.” — Tom Hanks, A League Of Their Own

Wiser words have never been spoken about the world of enterprise sales. A sacred land filled with vicious teams of risk-mitigators, treacherously long sales cycles, and the carcasses of deals long since closed-lost.

But the dream of landing those seven-to-eight figure deal sizes, trophy logos, and multi-year contracts is often too attractive to pass up.

As an enterprise seller, how can you best prepare yourself (and your team) to venture into this land of immense opportunity & broken dreams? It all starts with a solid roadmap.

What You’ll Learn:

  • The importance of multi-threading into a deal ASAP (and a step-by-step roadmap that you can copy)
  • A “back-to-the-basics” lesson on selling into security & risk mitigation teams (from an expert who has evaluated, and rejected, hundreds of deals)
  • How to play offense & proactively set a mutual action plan with your prospects & their internal teams
  • Tips & tricks to streamline your sales process for the enterprise (hint: the “security” page on your website probably sucks, if you have one at all)
  • How to shorten your sales cycle by constantly blowing momentum in your deals

Watch it here

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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