In this episode of Enterprise Sales Development podcast, we speak with Robert Nash, President and CEO, and Nick Manella, CRO, at Helpware. Robert and Nick share tips, tricks and strategies on how to get into the enterprise and the biggest businesses on the planet. They draw from their experience coming through the ranks to share how to develop the mindset and gameplan that’s required to succeed.
WHAT YOU’LL LEARN
About Helpware and its unicorn clients
How to get into the enterprise and what it takes to be enterprise ready
How to write an offering that will stand out from the other contacts
Their approach to organizing the organization for best success
QUOTES
“Sometimes to latch onto a unicorn, the easiest way to get in is to get in early and to grow as they grow.” -Robert Nash [05:29]
“It’s not just sales on an island building these relationships. Our operations team, our IT team, all of our different support groups also are willing to step in, support and build relationships so that you’re getting these different angles. You’re getting these different perspectives, and you’re getting these different relationships you can tap into during the process.” -Nick Manella [09:25]
“The one thing that we communicated very early is that authenticity always translates, no matter the audience.” -Robert Nash [13:49]
“One of the big changes that we made over here at Helpware is the amount of research we put in before even trying that initial engagement.” -Nick Manella [20:55]
TIMESTAMPS
[00:00] Intro
[00:27] This week’s guests: Robert Nash and Nick Manella
[03:35] About Helpware and its clients
[06:43] What it takes to be enterprise ready
[15:47] Selling to the enterprise compared to the SMB
[20:10] How will you stand out?
[24:10] Clues to look for in research
[30:11] Organizing the organization for best success
[47:13] How to contact Robert and Nick
RESOURCES
Samsara
Vinted
Jam City
Ashley Furniture
CONNECT
Helpware website
Robert Nash on LinkedIn
Nick Manella on LinkedIn
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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Enterprise Sales Development with Robert Nash & Nick Manella | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
