The Pipeline

JULY 23, 2015

The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker. Reps come in unprepared in so many ways.

Decision Maker 120

Decision Maker Objections Case Study Face-to-face 120

Gong.io

DECEMBER 10, 2020

I’m talking about Decision Makers. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Check it out… Enterprise deals rely on DMs. And enterprise deals that don’t involve DMs drive right off it (RIP). . Look at your pipeline.

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

Sales and Marketing Management

JULY 7, 2022

When selling enterprise software and software as a service (SaaS), a proof-of-value exercise (POV) can be an accelerator for the decision maker, especially when working with a prospect that has complex requirements.

Software 334

Software Software Sales Process Decision Maker 334

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

Emissary

FEBRUARY 1, 2023

There are more decision-makers involved than ever before, longer sales cycles, and more demanding buyers. We connect enterprise sales and marketing professionals directly to our community of over 12,000 talented executives with recent experience in your most important accounts.

Enterprise 96

Enterprise Enterprise Account Decision Maker 96

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. Enterprise sellers get delegated to who they sound like.

Decision Maker 87

Decision Maker ACT ROI How To 87

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. This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Here are our top 5 actionable strategies: 1.

Enterprise 52

Enterprise Enterprise Account B2B 52

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

Sales 2.0

APRIL 23, 2020

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). Enterprise companies have cash reserves and can weather this storm by reallocating resources.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

DiscoverOrg Sales

APRIL 16, 2019

Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Uncovering enterprise buying centers. Enterprise sales are also known as complex sales for a reason. Multiple stakeholders = multiple decision-makers.

Enterprise 120

Enterprise Enterprise B2B Data 120

Hubspot Sales

APRIL 12, 2021

However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. Below, we'll detail the specifics around sales processes and how enterprise sales differs from SMB and mid-market sales. Of all the types of sales, enterprise sales are the most lengthy and complicated.

Enterprise 95

Enterprise Enterprise Marketing Buyer Persona 95

Emissary

OCTOBER 27, 2022

With the economic uncertainty of the coming months, enterprise marketing teams will want to focus on strategies that help them remain flexible and adjust to unpredictable market forces. Advisors help craft messaging with the voice of the buyer, reach executive decision-makers, and implement effective ABM strategy.

Enterprise 52

Enterprise Enterprise Account Based Marketing Strategy 52

Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And writing an article on it, almost an impossible task for an enterprise newbie like myself. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” This is how I make the best out of Enterprise sales–”.

Scale 124

Scale Enterprise Enterprise How To 124

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. Enterprise sellers get delegated to who they sound like.

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. Enterprise sellers get delegated to who they sound like.

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. Beef up your contact list with all possible decision-makers. Plus, buyers are getting harder to impress.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

Customer Centric Selling

JANUARY 11, 2017

Sales Tips: Maintaining Contact with Decision Makers. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. That said, many sellers get delegated but in the hand-off lose contact with decision makers. Larger transactions are likely. Shorter buying cycles will often result.

Decision Maker 40

Decision Maker Buying Cycle Maximizer Enterprise 40

Sales Hacker

MAY 4, 2021

Manager at Enterprise & Strategic Sales Highspot. How to handle the decision-maker that doesn’t want to talk to other people [18:14]. The post Multi-Threading Deals: How to Give Your Enterprise Team What They Need appeared first on Sales Hacker. Panelists: Brahm Heyman – Sr. Executive engagement [26:37].

Enterprise 76

Enterprise Enterprise Scale Decision Maker 76

Emissary

JUNE 6, 2022

In the beginning, account-based marketing for enterprise tech marketers was simply an account list and a high-value direct mail campaign. In reality, ABM—when matured—is a more complex and more impactful motion involving constant decisions. Need Help Optimizing Your Team’s Account Based Marketing for Enterprise Tech?

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

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

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Pipeliner

OCTOBER 16, 2020

But with enterprise accounts, the win is just the beginning. Enterprise pursuits can be long, challenging and costly. The dreaded hand-off is simply unworkable with enterprise accounts. That’s the enterprise world. In winning enterprise deals, you often partner with firms whose capabilities enhance your solution.

Enterprise 59

Enterprise Enterprise Account Apparel 59

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. Why Divide Enterprise and SMB Sales?

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

criteria for success

FEBRUARY 5, 2020

Having a strong enterprise sales process is a sure-fire way to ensure some type of sales success. That’s why we dedicated an entire blog post to building a sales process for enterprise sales teams. That’s why we dedicated an entire blog post to building a sales process for enterprise sales teams. Keep these steps in mind: 1.

Enterprise 49

Enterprise Enterprise Sales Process Strategy 49

Openview

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc. Rigorous security requirements.

Enterprise 93

Enterprise Enterprise Customer Churn 93

Pipeliner

MAY 2, 2019

What is Sandler Enterprise Selling?”. What is enterprise selling itself?”. So, we define enterprise selling in terms of the unique pains and challenges faced by organizations selling to large enterprise accounts versus small and medium-sized businesses – SMB’s. With enterprise accounts, seasons pass in sales cycles.

Enterprise 75

Enterprise Enterprise Sage Lead Rank 75

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

RAIN Group

OCTOBER 20, 2021

At the time, some believed that enterprise-level decision makers couldn’t be reached on social platforms. Once upon a time, there was a notion that social media was unnecessary for selling; it was a novelty and not a staple. Now, however, social media is a necessity to establish credibility with potential buyers.

Social Selling 135

Social Selling Social Media Decision Maker Enterprise 135

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

SugarCRM

JUNE 6, 2023

As a learning lesson of our ample collaboration with such enterprises, we have insights into the niche that might help companies in such verticals better implement CRM tools, which is why we put together this CRM playbook. This dynamic, above all, can be translated into a partnership between two (or more) enterprises.

Enterprise 26

Enterprise Enterprise CRM Territories 26

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

Showpad

JULY 15, 2019

Silos naturally occur within enterprise environments. As enterprise companies can have hundreds (or even thousands) of employees spread across several offices around the world, effective communication can be a struggle?creating Enterprise Sales Enablement is Essential. Proving the Value of Enterprise Sales Enablement.

Enterprise 65

Enterprise Enterprise Sales Enablement How To 65

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

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

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

No More Cold Calling

AUGUST 27, 2010

Unless you get a meeting with your decision maker, nothing else matters. Referral Selling Articles for Enterprise Organizations. Below, you’ll find a collection of referral-selling articles specifically targeted to and about enterprise organizations. But how do you open doors in the first place? Get referrals!

Referrals 120

Referrals Enterprise Enterprise Decision Maker 120

Pipeliner

JUNE 26, 2018

Enterprise Selling: The Difference Between Owning a Cat and Herding Cats. Winning, growing, and keeping enterprise accounts presents complexities far beyond those offered by small and medium-sized accounts. And, to address those unique challenges of the enterprise world, you need to engage all of your assets in the selling process.

Enterprise 49

Enterprise Enterprise Decision Maker Groups 49