Sales 2.0

MAY 1, 2020

We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic. One reason you may forget this lesson is because big customers are not easy to win.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Sales 2.0

AUGUST 1, 2023

I believe we are at another inflection point in the evolution of professional selling. Ironically, this next wave of tech-powered selling may seem to some like a step backwards. So how do we get to this new era of AI-enabled personal selling? Are you authentic? SDRs And AEs, Do We Have Things Backwards?

Scale 195

Scale Enterprise Enterprise Outbound 195

Sales Hacker Training

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. 1) Marketing: Does your marketing appeal to enterprise orgs?

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? There’s a crucial factor that these velocity-oriented strategies miss: How “sticky” can you expect a deal to be, if the urgency only exists on your end?

Hiring 92

Hiring Promotion Sales Cycle Territories 92

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. To do so, they need to get to know their reps well, they must have visibility into performance and behavior data. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

InsightSquared

MAY 22, 2019

Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. I have assumed that your product is enterprise-ready and that you have determined relevance in this new segment. Having the Right People in Place.

Enterprise 94

Enterprise Enterprise Engineering Hiring 94