Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.
SUMMARY:
Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.
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