The Five-Billion Dollar Playbook w/David Rudnitsky @InsideSales.com

The Sales Acceleration Show

Follow @GabeLarsen and @SteveEror on Twitter

and LinkedIn: Steve Eror - Gabe Larsen

David Rudnitsky, SVP of Enterprise Sales at InsideSales.com, discusses the principles he's learned over his sales career to close large enterprise deals. Dave's methodology has been honed over the years and was featured in Marc Benioff's book, Behind the Cloud, to describe how Salesforce.com was able to achieve unparalleled success in the enterprise space.

1) Think Big; Have Attitude, Go High

-Thinking BIG and having a winning attitude inspires confidence

-Thinking BIG and having a winning attitude allows you to play high

2) No Deal is Won or Lost Alone

-Enterprise Sales is a team sport, not a spectator sport; it’s a contact sport

3) Connect the Dots: Never Dial for Dollars! Never Cold Call!

-Always call with a plan; social due diligence = never having to cold call

-Always call/connect as high as possible in an organization

4) Focus on "Why Not"

-Find 5 to 6 reasons/red flags why it might not work – always challenge yourself

-WHY’s are table stakes, WHY NOT’s win deals

5) Always Take the Deal Off the Table

-If a deal is ready, close it; increase deal velocity

-Time is the enemy of all deals, work with a sense of urgency

6) Get Your Face in the Place - Walk Their Halls Frequently

-Know your customers better than they know themselves

-Walking the halls, physically or virtually, builds trust and confidence; get badged

7) Fun Fact Build Instant Credibility

-Be a student of our customers’ fun facts

8) Be a Master of Your Business; Be Consultative; Be Prescriptive

-Be a trusted advisor; ensure professional services/consultants are involved