E94 Part 2 - 3 Top Ways to Not Lose Enterprise Deals with Jon Festejo

This episode of Tech Sales Insights is the second part of our conversation with Jon Festejo, Co-Founder and CEO of Salesbricks. He talks about the three main aspects to think about in order to secure enterprise transactions, namely transparency, flexibility, and building trust. Jon also shares different insights and analogies when it comes to software sales and being a salesperson in general.

 

HIGHLIGHTS

• 3 things to consider when leading enterprise sales deals
• Being the Shopify of B2B SaaS companies
• The "If you give a mouse a cookie" analogy

 

QUOTES

The importance of flexibility - Jon: "What a lot of people don't really understand is, not every deal is going to look exactly the same. Your one million dollar deal, your nine million dollar deal, your fifty thousand dollar deal, there's a lot of permutations and a lot of things that are very different."

Building trust is also about telling the truth - Jon: "There's going to be times in your career and sales cycle where you need to stop pushing customers and say 'you gotta trust me.' That's important, right? To be able to have that painful conversation."

What selling software could look like in 10 years - Jon: "A lot of these industries that invest in technology, focus on customer experience and accessibility, and democratizing the product, those industries, and companies, in particular, are going to win the race. If you see what Netflix did to steaming media and what Expedia did for travel agencies, we want to do the same exact thing for software sales."

 

Find out more about Jon in the links below:

• LinkedIn: https://www.linkedin.com/in/jonathan-festejo-59233b23/
• Website: https://www.salesbricks.com/

 

Send in a voice message to us: https://anchor.fm/salescommunity/message

This episode of Tech Sales Insights is sponsored by: 

SaaStr | https://www.saastr.com