SALES INSIGHTS - HANDLE OBJECTIONS, SALES VS MARKETING, AND RELATIONSHIPS

Friday, January 13, 2023

For the inaugural episode of season 4, RSnake sits down with Kyle Kephart to discuss enterprise sales. They dig into why copier sales is an important proving ground for salespeople, how it translates to enterprise sales, and how the sales process works. They discuss how being technical changes the sales cycle, as does adding value up front.  Kyle talked about how sales comps should be structured, executive pitfalls, how to report to the board, the right kinds of partnerships to go after, how to think about renewals and much more. They also talk about the blame game between sales and marketing, how Kyle thinks about product development, and lastly, how Kyle stays motivated.