Tom Spoke with Khris Fenton, VP of Sales Development and Partnerships at Wealth Engine. His core belief is you should progress or discard opportunities as fast as possible.
Khris had a number of Account Executive roles before transitioning into Sales. He realised they are similar because you have to be qualifying conversations. You need to have a good threshold for whether they matter.
Khris assesses the impact of conversations and if they are a priority. He considers effort versus reward, quantifies outcomes and ties back to business objectives. He stresses stakeholder buy-in is a key component, that way time and effort isn't wasted. Khris actively looks for problems and inefficiencies, focussing on friction and direction.
Khris explains that within a small company, things are more scrappy. Whereas in a bigger company they are more established. What works best depends on your personality and your confidence to figure things out.
He believes there are 2 key reasons why new businesses fail. They try to be everything for everybody and don’t build a strategy where you are involved in the customer's day.