Does gifting work in the Enterprise space?
Here's how Ent AE's leverage gifting ⬇️
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- Don't go for any 'quick hacks', your deal cycle is too long
- Leverage gifting to get more seats at the table, if you're gonna cold prospect into a name that was mentioned, bring a peace offering, themed/seasonal gifting works sooooo well here, 'btw, we just released spooky cookies for Halloween, let me know if they scare you off'
- Work with your champion for personalized gift options, you'll learn stuff like, 'They are on a roller-derby team' or 'They are a 5-star chef', now you know what to gift when the timing is right
- Take advantage of long group demos with DoorDash/Uber Eats, if you were onsite, you'd buy lunch, if it's virtual, you have options
- Stay away from branded 'Yeti Mugs' / any random branded item, they don't want your logo on things... send something they will use & remember you for, Pickleball kit or Grill set, my personal favorite is Kitchen items
- Use Experience gifting, like purchasing tickets to a sports event or wine tasting, that's 4-hours they are stuck with you, big money big money
- Let your champion deliver the 'gift link' to the DM, learned that this experience works SUPER well, they already have that relationship, you don't
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Long deal cycles can lead to exhaustion. Gifting is an easy way to keep people engaged while offer them something they aren't getting from your competitors.
On the SMB/Mid-Market side, one timely gift can change the course of your deal cycle. In the Ent space, it's less about 1 timely gift, & more about building it into your sales process for an overall better experience.
Some favorites pictured that go unbranded 👀
ps, you can do all of these things in Sendoso ✌🏾
