Episode 81: 3 Enterprise Sales Strategies That Took us From $0 to $30mil with Ryan Staley

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel3 enterprise sales strategies that took this team from $0 to $30mil:1. Perfect Customer ProfileLanding enterprise deals takes a LOT of your team’s time and resources.So you want to make sure you’re working on the RIGHT opportunities that you can close.Ryan Staley shares a simple 5X5X5 framework to nail the perfect customer profile. Look at:- 5 largest deals you won- 5 fastest deals you won- 5 largest deals you lost2. Referrals For RevenueWord of mouth is the KEY influencers in making B2B purchase decisions.The good news is that 83% of the customers are open to providing a referral... if you know WHEN and HOW to ask for it.The key is to choose a peak moment, do your homework, and make it super-easy for your customer to say yes.3. Sales Operating SystemSales is not about specific tactics, but a proven end-to-end process.Ryan shares two key sales operating systems(1) The Whale Scale – the targeting and sales system to eitherA. Move up market consistently in terms of the average deal sizeB. Focus brand-new enterprise team or enterprise GTM on 80K+ average deal sizes for exponential growth.The beautiful thing is if you implement the move upmarket strategy over 5 years a 2x growth would lead to 36x’ing your deal size(2) Expansion Scale – focused on the Life Time Value and deal expansion. Most $1m-$30m companies walk right by this one because they either have an untrained CSM trying to upsell or an undefined sales process for expansion/upsell revenue.RESOURCESContinue learning: https://www.whalesellingsystem.com/closingsecretsCheck out Ryan’s podcast The Scale Up Show: https://open.spotify.com/show/39FMS44jbijarB1VR55klaAnd reach out to him via his LinkedIn profile: https://www.linkedin.com/in/ryan-staley/