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

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The Twenty Minute VC

Finance, Venturecapital, Tech News, News, Siliconvalley, Technology, Investing, Startups, Business

4.4 • 637 Ratings

🗓️ 2 August 2024

⏱️ 55 minutes

🔗️ Recording | iTunes | RSS

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Summary

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?

Transcript

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0:00.0	You're looking at four different aspects of the business. Create, convert, close, and churn.
0:04.5	Those are the four buckets. I tell people at times, salespeople aren't lazy. They just are wired
0:09.6	to find the quickest path from point A to point B. This is 20 sales with me, Harry Stebbings.
0:14.0	Now, 20 sales is the monthly show where we sit down with the best sales leaders in the world
0:18.1	to discuss tips, tactics and strategies for startups to implement
0:22.1	today. And today we're joined by Ben Fickner, Chief Revenue Officer at Clary, where he drives
0:26.8	global go-to-market and revenue operations. Ben previously served as SVP at UiPath, growing
0:32.7	their key accounts and regulated industry verticals from check this out, $150 million to $450 million.
0:40.1	Before UiPath, Ben was at Salesforce where he held multiple senior roles, achieving significant
0:45.5	year-over-year growth.
0:47.1	But before we dive in, we need to talk about our sponsor for the day, Clary.
0:51.1	Clary is an industry-leading AI-powered revenue platform that is purpose-built
0:55.5	to help companies optimise their end-to-end revenue process. With over $4 trillion in revenue
1:00.9	under management, Clary's customers have a material advantage to optimize their enterprise revenue
1:05.8	process across all teams, from rep to the boardroom, by leveraging the world's largest and fastest growing
1:11.9	AI reservoir of enterprise revenue expertise. More than 1,500 organizations, including Octa, Adobe,
1:19.1	workday, Zoom and Finastra, run revenue on Clary to improve win rates, prevent slip deals,
1:24.8	forecasts with accuracy, and boost the productivity of all revenue-critical
1:28.9	employees. To learn more about how you can create, convert, and close revenue with Clary, visit
1:34.2	clary.com. You have now arrived at your destination. Ben, I am so excited for this, dude. I have
1:40.4	heard so many wonderful, but also interesting things through many mutual friends.
1:45.0	So thank you for agreeing to do this.
	...

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