You just got a patch of Enterprise Accounts. Your team just arrived at the fantastic 40 for the coming quarter. You check them out in Vieu, and you find great connections at the operational and strategic layer.
Should I just punch ahead with the introductions and get that meeting set up? Please don’t.
You don’t get a second chance to make the first impression. Do yourself a favor and follow this workflow for maximizing your chance to land a revenue outcome. We worked with over 100 Major Account Executives who are top Enterprise Sellers in their respective companies to create this ritual. We insist you follow this too :-)
If you are a Vieu user, you probably target Enterprise Accounts. You aim for a six-figure Annual Contract Value (ACV). 6 figures (or higher ACVs) seldom rely on just technology. Your buyer has business accountability. They do not buy a tool for a tactical win. Instead, they invest in technology to create a business outcome. That’s why Vieu places immense focus on helping you understand the business priorities, board level agenda, and what’s top of mind for the C-level executive your buyer rolls-up to. When you meet your buyer, talk like you just came from their board room. As a result, you grab their attention.
It’s common knowledge that Enterprise Selling is a people’s game. Your product might be the fanciest, but it is of no use without any support from your buying committee. It is imperative to know your buyers, influencers, and champions. Some write the check, some influence through whispers, and some actively push your product into the account. Vieu plays a part here by using your ICP to automatically locate them and arrange them around BRANT (Budget, Reachability, Authority, Need, and Timing). Review the buying committee and confirm that you have the right blend across the decision hierarchy.
This is uniquely Vieu. Our multimodal LLMs and proprietary graph algorithms make us the #1 source to connect your company with your target. We connect at three levels, and we recommend that you traverse in this order:
Congrats, you have arrived. You are in front of the buying committee. Let’s be clear, don’t blow it on introductions. Don’t blow it on discovery. There is never a meeting to just say hello or just learn your account. Your buyer looks to see how you stand out and how you add value. Yes, from the very first meeting onwards. Check out the deep Vieu profile on each person you meet, understand the opportunities, learn about competition, partners, and technographics. Create buyer-seller alignment on Day-1. How differentiated would it be telling your buyer about their strategic priorities vs. a mindless barrage of “discovery questions”.
75% of our Enterprise AEs report the phase of “active hold”. You give an excellent presentation, your buyer is happy, you are in consideration, and you are on hold waiting to hear back. If you just wait to hear back, you will hear a No. Even if the customer says the ball is in their court, do not be a bystander in the game. Engage on social media, showcase recent customer wins, comment on their product launch, tune into their changing priorities, pay attention to compete and co-sell signals. Vieu gives you week by week nurture feed that you can act on while waiting.
Alright folks, got to close. Happy selling. BTW, our Sales team is always at your service to show you how Vieu uses Vieu. Take us upon that.