Sales Best Practices with Mark Wendling

Mark Wendling is the Global VP of Data Cloud Sales and Alliances
at Snowflake. He has a successful career in sales and has held
various leadership positions in companies like S.C., Michael Page
International, East Search Vision, ClearSlide, and Sumo Logic.
Mark has been with Snowflake for the past seven years and has
played a crucial role in scaling the company's sales
organization.


In this episode, Mark shares insights into how Snowflake
organizes its commercial sales teams and the key skills young
sellers need to learn. He emphasizes the importance of focusing
on the customer's pain points and metrics, rather than just
selling the product. Mark also discusses the significance of
memory in sales, the value of being coachable, and the power of
creating a vision for customers. He highlights the importance of
tracking meaningful metrics and shares his approach to
negotiation and pricing. Additionally, Mark provides advice on
scaling sales teams and the importance of focusing on the ideal
customer profile.


Tune in and learn more about this episode of the Revenue Builders
Podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:03] Overview of Snowflake's commercial sales
organization
[00:11:08] Command of the message framework for social
selling
[00:12:07] Focusing on positive business outcomes and creating a
vision
[00:15:08] Drive, memory, and coachability as important
characteristics
[00:18:04] Using MEDDICC for qualifying and forecasting
[00:21:21] Coaching reps to understand and influence
metrics
[00:23:02] The importance of reps knowing how they are
measured
[00:24:45] Focusing on the answers you need, not just want
[00:27:29] Focusing on what you receive, not what you send
[00:28:20] Top reasons for deals going awry: lack of a champion
and failure to identify pain points
[00:31:45] Understanding what matters to the customer and
prioritizing give-get scenarios
[00:34:10] The importance of memory and being prepared with
give-gets
[00:37:08] Need for exit criteria before moving to the next
stage
[00:39:53] Importance of having multiple paths to reach sales
targets
[00:48:22] Importance of equitable division of potential
accounts
[00:56:49] Educating reps on the risks and challenges of career
advancement


ADDITIONAL RESOURCES


Learn more about aligning customer-facing teams to improve
execution: https://forc.mx/48o1jyP


Connect and learn more about Mark
Wendling.
https://www.linkedin.com/in/marc-wendling-0b1503/
https://www.linkedin.com/company/snowflake-computing/


HIGHLIGHT QUOTES
[00:19:50] "It's not about the answers you want, it's about the
answers you need."
[00:25:02] "It's not about what you say. It's about all the
signals that you receive and what you do with them."
[00:32:45] "If you try to sell Snowflake, you're going to fail.
If you sell change, you are going to succeed."