Jason Smith

Enterprise Sales ≠ Normal Sales. The difference between a $50K deal and a $500K+ deal? It’s NOT fancy negotiation tactics. It’s business acumen, at a VP level. — 1️⃣ AEs Don’t Close Alone—They Lead Teams Big deals need teamwork. Great AEs pull in the CEO, product heads, and exec sponsors to push deals over the line. 2️⃣ Big Deals = Project Management In enterprise sales, you’re more like a project manager than a seller. Sales is 50% selling, 50% keeping things organized. Top AEs align stakeholders, keep momentum, and handle every detail smoothly. 3️⃣ AEs Master Buying Want to sell better? Learn how buyers think—budgets, approvals, politics. Empathy and business understanding win. 4️⃣ It’s a Buying Process (Not a Sales Process) Buyers don’t care about your sales stages. They care about their internal mess. Smart AEs stay flexible and move deals forward strategically. 5️⃣ Sell Transformation, Not Band-Aids Execs won’t spend $1M to fix small problems. They’ll spend it for game-changing impact. Always link pain points to bigger business value. Enterprise AEs think and act like business leaders. That’s how you earn trust—and close 6-7 figure deals. 👉🏻 Follow Gal Aga for more such amazing content 👉 Follow Sales Tips for no-fluff sales tips.

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BIGGEST SALES ONBOARDING RED FLAG 🚩 Spending too much time on deep-dive demos with new hires. Yes, product knowledge is crucial, but here’s the trap: Onboarding teams often focus too much on features, and guess what? Reps will take that same approach with buyers. 😬 Instead, teach your reps to SELL VALUE - not features. Focus on who they’re selling to, and why those buyers need your product. Give them talk tracks that highlight value, then certify them on using it in real conversations. Don’t let feature-dumping slow down your reps (or your deals).

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Be honest: how much of your CPQ setup is just…workarounds? Pricing rules layered five-deep. Approval paths no one remembers creating. Manual steps patched in after every launch. What started as a clean, efficient system is now holding too much together. CPQ hasn’t kept up with how revenue management has evolved. Revenue Cloud Advanced (RCA) gives teams a way to realign and adapt—without starting from scratch. On Sept 17, join Coastal, ideaHelix, and Salesforce to learn: - Where CPQ complexity shows up first - What to watch for in an RCA migration - Tools that reduce risk and shorten timelines 📅 Secure your spot → https://lnkd.in/g8f6xkEF

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From scripts to signals, the outbound SDR role is evolving fast. In 2025, SDRs are leveling up with AI and multichannel strategies. Why it matters: ⏱️ Speedy follow-up makes leads 9× more likely to convert 🎯 Personalized outreach drives 2–3× higher reply rates 🔍 Intent data targets buyers actively researching solutions Explore the shift in outbound sales. 👉 https://lnkd.in/dRb6zVHu #OutboundSales #SDR #SalesStrategy #AIinSales #SalesEnablement #LeadGeneration #B2BSales #SalesTips #SalesTech #PersonalizedOutreach

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RepVue CEO Ryan Walsh explains why CEOs should love writing big checks to their sales team 💰 See where sales pros are hitting quota and getting paid: https://lnkd.in/gsd3Dz9Y

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Sales teams lose deals every day, not because of lack of effort, but because they’re not getting the coaching they need in the moment. Imagine a world where reps practice selling skills through AI-powered role plays triggered by real behavior, not hypothetical scenarios. Introducing Accelerate AI by Richardson—a real-time, scenario-based skill development engine built directly into the flow of work. No friction. No extra setup. Just performance at scale, when it matters most. In this video, discover how enablement teams can finally scale expertise, how managers can ensure coaching consistency, and how sellers get better—fast. Learn more about AccelerateAI at the link in the comments below 👇 #Richardson #AccelerateAI #salestraining #salesenablement #salescoaching #AIcoaching #AIinsales

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