SalesLoft

FEBRUARY 9, 2024

Big growth targets are driving enterprise businesses back down to small and midsize businesses (SMBs), where there are hundreds of millions of dollars in incremental revenue available for the taking. This is especially true given the fact many SMBs are businesses-of-one, so it can be difficult to reach the sole decision maker.

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

Sales 2.0

APRIL 23, 2020

Conversely, this slow time is a great time to plan for the future. One item to seriously consider for your enhanced business plan is how you can add some more enterprise level customers. (I I define enterprise accounts as companies with over 1,000 employees, definitions vary). A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Emissary

JULY 18, 2022

According to Emissary’s survey of our buyer network, including 10,000+ executives, large tech purchases take an average of eight months and involve five or more decision makers from technical and business units. Conversation. Conversion. Beef up your contact list with all possible decision-makers.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

Sales Evangelist

SEPTEMBER 25, 2023

They discuss the complexities and challenges of B2B enterprise selling. Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. It is crucial to adhere to the basics and understand the fundamentals of enterprise selling.

Enterprise 40

Enterprise Enterprise B2B Closing 40

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On top of that, you have multiple decision makers to be looped in. Before you approach an enterprise account, you need to get the space between your ears ready to go for the day.

Enterprise 104

Enterprise Enterprise Prospecting Cold Calling 104

Sales Hacker

MAY 4, 2021

Manager at Enterprise & Strategic Sales Highspot. What to do if someone is no longer needed in the conversation [10:40]. How to handle the decision-maker that doesn’t want to talk to other people [18:14]. How to handle the decision-maker that doesn’t want to talk to other people [18:14]. Advice [40:05].

Enterprise 76

Enterprise Enterprise Scale Decision Maker 76

No More Cold Calling

SEPTEMBER 28, 2023

Mark, a salesman with an enterprise company, invited me to connect on LinkedIn. You’d have a conversation, get to know the person, and then decide if you want to continue the conversation. When you conduct conversations like a person and not a spam bot, you make connections that lead to sales—and referrals.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Bernadette McClelland

NOVEMBER 13, 2022

So, my GO BIG is to bring something fresh, different and new to the sales conversation – and not just rehash solution selling, or provide new hacks for getting appointments, or for it to be ‘same girl, different dress’ (hang on, let me rephrase that in case it is perceived as UnPC – same horse, different jockey!).

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Zoominfo

JANUARY 23, 2021

Yet, it’s also a challenging task for many salespeople — from hunting down contact information to getting a decision-maker on the phone. The key to a great sale is to identify your decision makers – learn how data can help. Prospecting is an early and critical stage in the sales process.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Sales Hacker

JUNE 7, 2021

But what are these insights that will transform the conversations salespeople have? Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition. Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Showpad

JUNE 24, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? Selling an enterprise solution that scales. It can take months or even years to complete an enterprise sales cycle. both present and future.

Enterprise 73

Enterprise Enterprise Scale How To 73

Trinity Perspectives

MAY 30, 2017

Enterprise sales is not actually about selling, it’s about earning the right to move to the next step of the process, until you run out of steps. Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. That’s one of the keys to really understanding enterprise sales.

Enterprise 101

Enterprise Enterprise Intent Decision Maker 101

SBI

JUNE 1, 2021

The Art of Holding Deal Strategy Conversations. Three Impactful Approaches High-Performing Enterprise Sellers Practice for Deal Strategy Conversations. Today, there are an average of 7 decision-makers involved in the B2B buying process. By Les Yuen, DealCoachPro.

Conversion 77

Conversion Strategy Forecasting Coaching 77

Miller Heiman Group

AUGUST 6, 2020

That is, unless sellers bring invaluable perspective to every customer conversation, differentiating themselves in a crowded marketplace by giving buyers a deeper understanding of their most pressing issues and the solutions that will drive recovery. That’s why we’ve developed our diagnostic, the Sales Conversation Metric.

Conversion 70

Conversion Infusion Customer Decision Maker 70

CloserIQ

DECEMBER 19, 2018

As an enterprise sales representative, you may reach a point in your career when you want to switch verticals. Who are the leading decision-makers for potential customers, and what are their top concerns? 4) Ask a recruiter about the new vertical and their ideal enterprise sales rep. 3) Learn your new customer.

Enterprise 80

Enterprise Enterprise Hiring Ideal Customer Profile 80

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Sales and Marketing Management

NOVEMBER 28, 2017

Whether you want to start a conversation over the phone, via social media or email, you need to start your message with something that pertains only to that individual. Alternatively, ask a current customer within that company whether you can use their name as a referral to open the conversation. How to Open Doors.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Tenfold

SEPTEMBER 19, 2017

These days, it is no longer enough to argue that enterprise companies are too big to bother with social media. And, even big enterprises are taking heed. But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Sales Hacker

MAY 23, 2019

Is It Possible to Shorten the Enterprise Sales Cycle? That’s especially true in enterprise deals. Keep reading to learn 8 key tactics to effectively shorten the enterprise sales cycle and manage the close on time. Then Carter, one of our enterprise reps, took a different approach to work his accounts. Reps come and go.

Sales Cycle 67

Sales Cycle Enterprise Enterprise Decision Maker 67

Emissary

OCTOBER 1, 2020

” Meaning better than the typical enterprise sales cycle. 2020 surely left a mark on enterprise sales and marketing: huge hits to pipeline, prolonged sales cycles, and heightened expectations from newly pressured buyers. Yes, you read that correctly. We said “the best.” So, how exactly is this good news to sellers?

Sales Cycle 52

Sales Cycle Enterprise Enterprise Face-to-face 52

Hubspot Sales

MARCH 3, 2020

The questions a buyer needs to consider when purchasing enterprise software can go on and on. An enterprise deal typically starts with discovery, where you hop on a call with your prospect to understand their pain points, what goals they are looking to achieve, and what timeline they are working towards.

Enterprise 88

Enterprise Enterprise Customer Sales Cycle 88

Showpad

JUNE 23, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. Enterprise-level organizations have hundreds or even thousands of employees, several office locations globally, bring in billions of dollars every year, and may have been around for decades.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Zoominfo

JANUARY 11, 2021

Decision makers are often only interested in sellers that know exactly who they are and what they want. Creating customer profiles benefits marketing teams who are suffering from low conversion rates, wasted product marketing resources, and low-quality leads. The Benefits of Creating Customer Profiles.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Sales Hacker

OCTOBER 30, 2019

In my early years as a leader, I remember one of the first eye-popping conversations I had with an account executive (AE) on my team. Now, if you’re shaking your head and thinking of all the things you would say, whether as a leader or an Enterprise seller, I’m with you. How do I get promoted from SMB/MM to enterprise?

Enterprise 43

Enterprise Enterprise Decision Maker Commence 43

Vengreso

APRIL 4, 2022

This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business. Simply put, we help B2B sellers create more sales conversations and keep their sales pipelines full of high-quality leads. M_3Jr Click To Tweet.

LinkedIn 71

LinkedIn B2B Conversion Training 71

Janek Performance Group

JUNE 21, 2023

With the widespread use of automation, LinkedIn users receive a flood of messages, making it difficult for salespeople to connect with decision-makers. Developing the skill to effectively engage with individuals who initially show little interest in conversing with you is crucial in sales.

LinkedIn 62

LinkedIn Ideal Customer Profile Strategy Decision Maker 62

Gong.io

JULY 16, 2021

Here’s how to track, counter, and neutralize these top 3 deal risks: Deal Risk #1: No decision-maker (DM) involved. Gong labs data shows that deals are 80% less likely to close without a decision-maker directly involved in meetings. Enterprise deals sans DMs? You need to sell to power. We’ve all heard that before.

Pipeline 118

Pipeline Decision Maker Top of Funnel Forecasting 118

DiscoverOrg Sales

MAY 26, 2017

In 2005, just two years after DiscoverOrg was launched, a client contacted us with a request: “We love what you do in midmarket and enterprise companies, but need support for our small-business and start-up efforts, too. Decision-makers only. Can you help?”. The problem? According to the U.S. census, there are 5.8

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

Alice Heiman

SEPTEMBER 13, 2023

Scratchpad has a unique bottom-up sales model where—on the one hand—the end-users of the software (sales reps) are not the buyers, but—on the other hand—the end-user experience is instrumental in getting sales conversations with decision-makers at large companies.

Marketing 88

Marketing Decision Maker Outbound Software 88

No More Cold Calling

APRIL 27, 2017

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. Strategic accounts are the ones where you have room to grow and access to decision-makers, and where you provide real value. Another Criteria for the List.

Account 185

Account Lead Rank Lead Scoring Decision Maker 185

DiscoverOrg Sales

OCTOBER 3, 2017

Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company. That is a tall order.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Andrew Dickelman , Co-Founder and Head of Enterprise Sales at Structurely , has been responsible for millions in revenue through cold outreach.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

Zoominfo

SEPTEMBER 29, 2022

It can also enhance the customer and prospect experience, elevate the conversation, and ultimately help close more deals. At ZoomInfo, we use conversation intelligence and call recordings through Chorus to review all our sales calls, but ultimately that’s a shortcut,” Schuck says. Schuck’s advice?

Engineering 130

Engineering Scale Call-back Decision Maker 130

Gong.io

NOVEMBER 16, 2022

It can take several conversations to fully understand a prospect’s position and identify if they really do meet your ICP. They need to identify every stakeholder and decision-maker and involve all of them in the process. . Enterprise-level deals involve more people and require your sales reps to pitch to multiple stakeholders.

Pipeline 118

Pipeline Ideal Customer Profile Top of Funnel Decision Maker 118