Enterprise Sales Development with Robert Nash & Nick Manella

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