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Work-Bench Enterprise Sales Masterclass: Technical Founders Selling Technical Products
February 21 @ 1:00 pm - 2:30 pm
Feb 21, 2024 01:00 PM
In today’s market, the challenges for getting an enterprise sale over the finish line have surged — with more stakeholders in play, more alternatives available, and heightened expectations for ROI.
Yet, we’ve found that technical founders selling technical products to enterprises often fall into a common trap during the sales process – over-indexing on product details vs. showing the business impact and value the product can deliver.
So, how can technical founders better sell a technical product? Join us for a Work-Bench Masterclass where our trusted Sales Advisor Kiran Narsu will walk through 5 critical tactics, including:
– MESSAGING: How can you better articulate the value and business impact that your product can bring in a way that’s unique and relevant to your buyers?
– DISCOVERY: What are the right questions to ask to uncover the needs and your product’s value to the end customer? How can you learn these as early as possible to break down the barriers to purchase?
– BUYER/ORG MAPPING: How do you understand who your buyer is (a technical user vs. non-technical businessperson), where they sit in the org, and who has purchasing power?
– DEMO: What should you share in your demo with a technical user vs. not?
– ENTERPRISE READINESS: What are the most critical assets and messages about our enterprise-readiness you should create and use to win the deal?
Speaker
Kiran Narsu
Work-Bench Sales Advisor
With 25 years of sales leadership ranging from startups to the largest global tech companies, Kiran brings excitement and passion when helping guide founders in crafting go-to-market frameworks and building high-performance sales cultures that deliver rapid and sustainable growth.