Sales 2.0
MAY 1, 2020
Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. You are going to have to put in a lot of effort to land an enterprise account. They “touch” an enterprise account in the same way as a 100-person company. Take a look at Stu Heinecke’s books on this.
Sales 2.0
SEPTEMBER 6, 2022
I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection. Insights.
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MEDDIC
JUNE 7, 2020
The book is out. I’m excited to announce the arrival of my new book. You are welcome to call it MEDDIC-The-Book. First Ever Book Written About The MEDDIC Sales Methodology. The book is out. The post MEDDIC The Book, Coming Soon! [UPDATE]: Registration closed. Grab your copy here. No surprise!
Apptivo
APRIL 27, 2022
All About Enterprise Resource planning. ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. Close the books efficiently. The Enterprise asset management module.
MEDDIC
MARCH 28, 2024
If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. They may need a white paper, a book, a connection, or a business case from another client similar to what they do (make sure you are authorized to do so.) Empower them. Analyze the reason.
Sales Hacker
APRIL 6, 2020
This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! In this article, you’ll learn how to use the freemium model to book more enterprise meetings. Leveraging the Freemium Model to Book More Enterprise Meetings.
CloserIQ
NOVEMBER 6, 2018
Succeeding in enterprise requires mastery of many complex and constantly moving parts. But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. You can only look at a small slice of enterprise. The book includes real-world examples, templates, and exercises.
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