Revenue Interview: Khris Fenton at WealthEngine

The Interview

Kluster's Take

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.