Scaling Enterprise Accounts Through Trust

What if your biggest competitive advantage is hiding in plain sight in your competitors' customer complaints? While most B2B executives chase the latest growth tactics, strategic leaders are systematically mining competitor trust gaps to win enterprise deals. In today's procurement environment, trust isn't just a vendor evaluation criterion—it's become the decisive factor in contract decisions worth millions. The reality of enterprise buying is stark: procurement teams have stopped believing vendor promises. They demand transparency in pricing models, proof of service delivery capabilities, and verification of product claims. Most vendors fake this transparency with polished sales decks and case study theater. The winners convert their competitors' credibility deficits into contract wins. Here's how B2B growth leaders are operationalizing trust to capture enterprise market share: Audit Competitor Credibility Gaps. Deploy systematic analysis of competitor RFP losses, customer churn patterns, and service delivery failures. Every trust breakdown in their client base represents a qualified prospect for your pipeline. Engineer transparency into your sales process. Move beyond vendor presentations. Provide independent verification of ROI claims. Offer transparent pricing with no hidden implementation costs. Make radical honesty your competitive differentiation in the procurement process. Align revenue operations around building trust. Tie sales comp, customer success KPIs, and product delivery SLAs directly to trust-building behaviors. When trust becomes measurable in your CRM and tied to quota attainment, it becomes operationalized. Build enterprise trust intelligence. Create account-level dashboards tracking trust indicators across your target prospect base. Monitor competitor service failures, contract disputes, and client satisfaction scores to time your outreach perfectly. The enterprise opportunity is massive: procurement teams are actively seeking vendors they can trust with mission-critical initiatives. While competitors struggle with credibility issues, you capture their displaced enterprise accounts. Ready to transform competitor weaknesses into enterprise wins? Start with a systematic audit of trust vulnerabilities among your top 50 target accounts. The pipeline impact could be transformational. Read more: https://lnkd.in/eRV9sWAK __________ For more on growth and building trust, check out my previous posts. Join me on my journey, and let's build a more trustworthy world together. Christine Alemany #Fintech #Strategy #Growth

Most enterprise deals don’t start with sales decks — they start with behind-the-scenes conversations.  When execs are scouting vendors, they’re not browsing ads.  They’re swapping names in private Slack channels, group chats, and closed-door dinners.  The key currency in these conversations?  Trust.  And trust rarely comes from a case study. It comes from familiarity. From being known and liked by the right people. But if you’re not a household name, how do you earn that trust? You build real relationships - by showing up where your buyers are, offering value with no strings attached, and getting talked about in the rooms you’re not in. In-person connection is gold, but it doesn’t scale.  So, here’s how execs can build trust at scale: ➔ Partner with respected voices to create content (webinars, podcasts, etc.)  ➔ Host intimate, invite-only dinners — fewer people, more impact  ➔ Publish research that your buyers want to share internally  ➔ Create small, private peer groups with zero sales agenda  ➔ Spotlight your most passionate users at industry events  ➔ Host off-the-record virtual roundtables with meaningful conversation  ➔ Build an executive voice in channels where your audience pays attention Trust travels. Make sure it’s going in your direction! #B2BMarketing #B2B #Trust #MarketingStrategy 

“You’re the one who closed it. You’re the one who owns it.” That’s what I was told after closing my first seven-figure enterprise deal—into a market our company had never sold into before. I assumed there’d be a handoff. Instead, I became the face of the partnership. Onboarding. Product delivery. Executive alignment. Renewal strategy. All of it. We had committed to roadmap work and new workflows. Expectations were sky-high, and we were building as we went. There was no process for handling escalations. So I wrote one. There was no precedent for how to communicate when we missed. So I set the tone. I remember one of our first post-sale calls. The customer asked me to send a recap. I had taken notes—but I hadn’t expected to be the one sharing them. That moment reshaped my thinking. In the post-sale phase, the expectations aren’t lower. They’re higher. The details matter more. And how you follow through becomes the measure of trust. Then came the moment I’ll never forget. At the customer’s annual conference, one of their daily users approached me during a happy hour with a list of concerns. I listened, acknowledged, and promised to follow up. She kept going—not because she didn’t believe me, but because she needed to believe someone would act. That’s when her CEO stepped in and said: “If Sarah says she’ll follow up, she will. I’ve seen it firsthand—she delivers.” That moment stayed with me. Because trust may begin in the sales cycle, but it’s earned through execution—especially when things don’t go according to plan. Years later, at another event, a different end user from that same customer came up to me and said: “Thank you. What we’re doing together is making a real difference in people’s lives.” I managed that relationship for over a decade. What started as a new market experiment became a flagship account and a defining chapter in my career. Here’s what I’ve learned: * Set the tone early. The way you show up during the sales process shapes how customers experience everything that follows. * Think long-term. It’s not just about the close. It’s about building value that compounds over years. * Own the outcome. When issues arise, don’t deflect—lead. Be the steady voice that drives solutions. * Build trust that lasts. Trust is earned through consistency. Deliver on what you say, especially when it’s hard. Because the best sellers don’t just hit quota. They lead. They deliver. They become the reason customers stay.

You’re about to get an all-access, behind-the-scenes look at how a nine-figure enterprise deal came to life through a long-tail social selling strategy. This wasn’t luck. It was long-tail social selling executed with precision, patience, and purpose. 🔑 Step 1: Start with Social (the Right Way) I sent 500+ requests to senior leaders. Built a 250+ contact map inside the org. Used insights to craft value-driven outreach. One message landed a meeting with their President. I brought my CEO's book, questions, curiosity—not a pitch. And it clicked. 🎯 Step 2: Scale + Consistency = Trust Kept engaging through posts, events, DMs, and calls. Stayed top of mind through reorgs and leadership changes. Created a network across every business unit. When we held an Executive Briefing, they said: “You already know everyone here.” That was scale. That was strategy. 🔄 Step 3: Adapt or Die Two years in, priorities shifted. My role changed. I no longer owned the account. But the deal still closed. Because trust scaled beyond me. Champions carried the torch. The fortress of value we built held firm. 💡 My 4 Takeaways You Can Use Today ✅ Play the long game. Think probability. ✅ Build wide and deep relationships. ✅ Social is a multiplier, not a replacement. ✅ Stay steady—because chaos is coming. Social Selling isn’t selling. It’s helping, mapping, listening, and showing up with value—over time. #SocialSelling #SalesStrategy #TrustWins #ModernSelling #LinkedInSuccess #EnterpriseSales #DigitalSelling #SalesLeadership #CarsonatorPlaybook

Here’s the hard truth: Most partner enablement efforts fail not because the idea is bad… But because they’re trying to scale too soon. So many teams think: 👉 “We built the portal.” 👉 “We uploaded the one-pager.” 👉 “We recorded the webinar.” And then they wonder… “Why isn’t anyone using it?” Because enablement isn’t about content. It’s about connection. The early stages of enablement aren’t scalable. They’re manual. Messy. Personal. ✅ Sitting in on sales calls ✅ Talking 1:1 with reps ✅ Repeating the same story 10 different times ✅ Building trust from scratch But here’s the magic: Once you’ve built awareness and trust manually, then you can scale. Scale what already works. Not what you hope will work. Here’s How Real Enablement Scales: 1️⃣ Start with the 20% of partners who are already active 2️⃣ Learn what’s working. What’s their better together story? What keywords are triggering action? 3️⃣ Package that knowledge into assets after the message is proven 4️⃣ Roll it out to the rest with confidence, because now you know it works PRMs, portals, and playbooks are powerful, but only when they’re built on real insights. If your partner enablement feels like it’s not landing… You may be trying to scale something that hasn’t been validated. Talk first. Train later. Then scale.

So many companies pour everything into product, sales, and marketing… Then drop the ball when it comes to actually delivering with the same urgency for their customers. Great enterprise deployments aren’t built on code alone. They’re built on trust, collaboration, and driving impact. That means: ✔️ Being in the room when it matters (and going in person) ✔️ Training and enabling - not just sending docs ✔️ Doing the unscalable work to expedite time-to-value ✔️ Acting as a true extension of your customer’s team It has to be a partnership. Not a vendor relationship. A team that drives outcomes and returns the trust your customer placed in you, many times over, through their success. That’s how you build trust at the enterprise, create internal champions, and turn customers into advocates who fuel your next wave of growth. There are no shortcuts. World-class software and innovation is foundational to succeed, and it gets you in the door. Being a trusted partner keeps that delivers keeps you there, and creates customers for life.

“Our pipeline is full… but nothing is closing.” A B2B founder told me this during a call. It wasn’t a strategy session. It was a vent. 😅 They had over 110 leads. Decision-makers. Banks. Logistics firms. Demos done. Decks sent. Follow-ups in clean English. Zero deals in 6 weeks. They blamed the rep. Rewrote the deck. Ran LinkedIn ads. Still, nothing. Here’s what I told him (from experience): B2B sales isn’t about more leads. It’s about more clarity. I’ve been there. You can’t out-hustle a fuzzy offer. You can’t close enterprise clients with “we’re the best” energy. We reviewed his process: - 87% of follow-ups were generic - No industry relevance - No timeline triggers - Offer? “Request a demo.” 😬 We fixed 3 things: ✅ Industry-specific value stories ✅ Smart LinkedIn + Apollo outreach ✅ ROI-based messaging In 3 weeks: → Closed 4 new clients → Cut sales cycle by 28% → CAC dropped by ₦71k Another founder DMed me: “How do I scale B2B sales without spending like I raised $10m?” My honest answer: Scale trust, not noise. B2B in Africa is different. Buyers don’t care about your carousel. They want operational efficiency, compliance, revenue protection. Look at Moniepoint. They scaled using agents. Built trust. Solved a local pain point. $182B+ in annual payments. Now a unicorn. They didn’t do buzz. They did deep work. And the biggest question I get: “Is the problem with the rep, the offer, or the market?” Here’s my take: ✔ If one rep is closing → fix enablement ✔ If no one is closing → fix messaging ✔ If the market’s cold → you sound like everyone else You’ve got seconds to stand out. Nobody is waiting to be “nurtured” for 6 months. Here’s what I’ve learned the hard way: → B2B isn’t about being liked. It’s about being needed → Nobody cares if you’re nice. Be relevant → If your pitch needs explaining, you’ve lost already I’m Temitayo. We are building what's next for B2B sales in Africa Let’s connect. #B2BSalesAfrica #RevenueExecution #AfricanStartups

Most of your accounts are stuck. You fold and hide behind sending more outreach. But, sellers who close 8-figure deals obsess over the broken details no one else will touch. Your next big deal? Buried under failed implementations. Burned by the last rep. Got garbage service that left execs bitter and distrustful. And your manager? Telling you not to waste time on them. Do more outreach. Work harder. Sound familiar? You stare at Salesforce and wonder where the gold is. Which account can actually move? Who has budget? Who do the execs actually trust? What’s the one initiative that makes or breaks their year? If you can’t answer those questions, you’re not in the game. You’re just playing dress-up. The reality: Trust isn’t built when things are smooth. It’s forged when you dive into the ugliest problems—billing disasters, broken integrations, failed rollouts—and rally an entire org back from the brink. Think about it: The most efficient room in the hospital isn’t surgery or recovery. It’s the emergency room. Because when lives are on the line, there’s no time for BS. Enterprise selling is no different. That’s how I closed $13.75M after the Silicon Valley Bank collapsed in a brutal market. Everyone else avoided the account. Management told me to move on. Instead, I fixed the billing issues. I cleaned up the failed implementation no one else wanted to touch. That’s how I uncovered the CIO + CFO’s obsession with scalable systems to onboard acquisitions while cutting costs and earned respect. That’s how I got to the people who matter. And here’s the truth: Execs don’t care about features. They care about scaling and survival. AI prompts, automated sequences, spray-and-pray cadences? That’s loser behavior. A prompt won’t get you into the boardroom. A prompt won’t get you an 8-figure deal. A prompt won’t get you $100K commission checks. Obsession wins. I had 15 accounts. I spent 90% of my time on one. I embedded myself everywhere—IT, finance, HR, dev teams, project managers. I wasn’t just a rep. I was a shadow Deloitte consultant with a hunter’s mindset. And that’s what it takes. Because when you bring a vision they can’t unsee— The customer stops evaluating you… And starts chasing you. That deal I closed? It died 12+ times. Compliance roadblocks. Lawyers nitpicking. Execs leaving. Even my own manager gave up on it. Wrong. I keep fighting. Always. Top reps are Neo in the Matrix—dodging bullets in slow motion while everyone else gets deleted. Takeaway for you: → Know the execs’ agenda better than they do. → Fix the ugliest problems no one else will touch. → Bet big on one account with massive upside. → Craft a vision that transforms their reality. → Treat every detail like life or death. Most reps fold. The elite close 8-figure deals. #CohortKiller #DaddysHome