In Enterprise Pursuits, Make Time your Teammate

Pipeliner

In pursuing complex enterprise accounts, a significant challenge that sales teams face is long, drawn out sales cycles. Working a major enterprise opportunity can take months or even years–and even then it may or may not be won.

6 Macro Trends Disrupting Enterprise Sales Forces

Sales Benchmark Index

Magazine Sales Strategy b2b sales disruption Employment Trends enterprise sales enterprise sales strategy finance trends Geography Trends macro trends sales leader sales strategy

Trending Sources

Rethinking Your Enterprise Sales Strategy

Sales Benchmark Index

Magazine Sales Strategy b2b sales disruption Employment Trends enterprise sales finance trends Geography Trends macro trends sales leader sales strategy

Microsoft Embraces Salesforce: Top Experts Weigh In on What It Means for Enterprise CRM

Pipeliner

The post Microsoft Embraces Salesforce: Top Experts Weigh In on What It Means for Enterprise CRM appeared first on Pipeliner CRM Blog.

Wearables in the Enterprise: CIO Implications

Brian Vellmure

In this post, I’d like to narrow in a bit on the topic of wearables in the enterprise, and the implications this will have on the CIO. Most enterprise wearable deployments haven’t started in earnest yet, and most that have are in the early proof of concept stages.

Maximize SaaS Enterprise Value

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy ceo chief executive officer enterprise value growth strategies growth strategy mark logan saas

Pay Figures for Key Roles On the Enterprise Sales Team

Sales Benchmark Index

Magazine Sales Strategy executive compensation marketing compensation pay figures sales comp sales compensation sales turnover top executive compensation

Rising Stars Inside the Enterprise Sales Team

Sales Benchmark Index

Magazine Sales Strategy enterprise sales rising stars sales leader sales strategy

Why I Am an Enterprise Heurist

Increase Sales

In reading a book recently, I noticed the word enterprise peppered throughout the pages. In areas where another author might have written organization, this writer employed the word enterprise. Now you know why I am an enterprise heurist.

Big Data Collaboration Platforms drive Enterprise Insights

Babette Ten Haken

Good things happen when data scientists collaborate with not only applications developers but with everyone else throughout the enterprise. As a result, software design benefits from a greater diversity of scope and perspective than a single enterprise or corporate culture would offer. What engaged me was that data scientists and developers using the TAP platform found themselves more readily mixing with, and being understood by, non-technical professionals across the enterprise.

Seamless Connected Operations creates Value for the Smart Enterprise

Babette Ten Haken

The post Seamless Connected Operations creates Value for the Smart Enterprise appeared first on Catalyst: Business Growth, Strategic Management and Leadership Development. Seamless connected operations creates translational value for the connected customer. It’s the New Norm.

Enterprise Software Chronicles: A synthesis of the rapidly evolving customer technology landscape

Brian Vellmure

Smaller technology vendors are racing to build point technology solutions that are easily consumable, deployable, and integratable, while major enterprise vendors are racing to add capabilities to provide a one stop shop for business applications.

What midsize enterprises can learn from baseball’s small market teams on Opening Day 2014

Brian Vellmure

There are four lessons to learn from these small market teams, that are immediately applicable to small and mid sized enterprises. The post What midsize enterprises can learn from baseball’s small market teams on Opening Day 2014 appeared first on Value Creator.

Can the CIO role survive and become translational for the IoT enterprise?

Babette Ten Haken

This trend is good news for both mid-market and enterprise level organizations. Will your CIO be willing to champion digital transformation for your enterprise? The type of individuals hired by the CIO will be impacted by the new CIO role as translator of the IoT for the enterprise.

Select the Right Growth Strategies to Maximize Enterprise Value

Sales Benchmark Index

Article Corporate Strategy SBI on Demand corporate growth strategy corporate objective growth strategy high growth mark logan saas

Global CEOs chart the course into unchartered waters for the Next Generation Enterprise

Brian Vellmure

Placing a focus on ethics and values , and establishing a clear purpose and mission while evolving to a more collaborative environment are the primary hallmarks of the next generation enterprise, according to the survey. Courtesy of Jay Cross [link].

Select the Right Growth Strategies to Maximize SaaS Enterprise Value

Sales Benchmark Index

Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video ceo chief executive officer market expansion market exposure marketshare growth revenue growth SaaS Enterprise Value SaaS growth sales leader

Sales Tips: Enterprise-wide View is the Key to Relevance

Customer Centric Selling

Sales Tips: Enterprise-wide Views Are Key to Relevance with Senior Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Arztsamui at FreeDigitalPhotos.net. The role of B2B sellers is rapidly evolving.

Boost Enterprise Value by Targeting Customer Acquisition Costs

Sales Benchmark Index

Companies create significant value by pulling the Customer Acquisition Cost (CAC) lever. Consider a 1,200 employee mid-market company. In this example scenario, the company’s CAC was roughly $100,000 before aligning its sales and marketing strategies. However, the marketing team had.

Enterprise Versus SMB Selling: Do You Have the Right Reps?

Sales Result

Enterprises and SMBs are very different beasts and in order to sell to them effectively, your sales reps need to have certain skills. This blog explores characteristics needed for Enterprise and SMB reps, as well as some main differentiators between these two types of businesses.

Optimizing an Enterprise Channel Strategy

Sales Benchmark Index

Magazine Sales Strategy

Rich Communication and its Impact on the Enterprise

Brian Vellmure

So what does this mean for the Enterprise? Artificial constraints set by the enterprise have a very difficult time holding the line over the long haul. Anything happening inside the “walls” of your enterprise (virtual and physical) can be live streamed. The post Rich Communication and its Impact on the Enterprise appeared first on Value Creator. The year was 1996. I had just signed up for Hotmail – a free email service.

6 Game-Changing Trends in Enterprise Software Sales

The Sales Insider

And nowhere does that apply more than in enterprise software sales. Sales Leadership enterprise software sales Sales Intelligence sales operations The only constant in this crazy world is change. Today we take a look at six game-changing trends that can make or break your sales career.

Enterprise Sales Still Reigns

Sales Benchmark Index

Magazine Sales Strategy

Is Your Business Growth Strategy for an Organization or an Enterprise?

Increase Sales

Now the origins from the word Enterprise are old French “entre” meaning inter plus “prendre” meaning to take. Again the same dictionary defines enterprise as: Project or undertaking that is difficult, complicated or risky.

Sales Tips: The Benefits to Having an "Enterprise" View

Customer Centric Selling

Sales Tips: The Potential Benefits to an "Enterprise" View. When trying to justify expenditures, a seller’s challenge in complex sales is to provide an enterprise view of value. An enterprise view makes the buying decision far easier.

Sale Quiz — Winning Strategies for Large Enterprises

Sell More and Work Less

Selling at the enterprise level is different compared to other levels. The rules governing enterprise sales today have changed…dramatically and you need to be prepared to think like a business person — not just a sales person.

Unlocking Sales Data: Strategies for Connecting the Sales Funnel to the Rest of the Enterprise

Sales and Marketing

Issue Date: 2013-12-16. Author: Danny Smith. Teaser: Frontline salespeople are in a good position to determine what and when customers will buy, but often they are not fully involved in the enterprise’s formal planning process.

Corporate Strategy: Drive the Right Focus on Revenue Growth

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy enterprise value growth strategies growth strategy president

7 Key Deliverables of Highly Effective Enterprise Sellers

Empowered Sales

Effectively selling to the enterprise is not for the faint of heart, as many large transactions have multiple near-death experiences along the journey to “done deal” status. As a proven enterprise seller, I’ve isolated the…. 7 Key Deliverables of Highly Effective Enterprise Sellers.

Forward-Looking Trends for 2017 and Beyond

Sales Benchmark Index

Magazine Sales Strategy aging population b2b sales disruption enterprise sales enterprise sales strategy global connections major transition sales leader sales strategy technology innovation

Microsoft's $26.2 Billion Bet to Boost its Enterprise Player Cred

The 1to1 Media Blog

Microsoft took many people by surprise when it announced on Monday that it had acquired LinkedIn for the eye-popping price of $26.2 billion. LinkedIn CEO Jeff Weiner described the deal as a chance to "change the way the world works." For Microsoft though, this acquisition is another example of the company playing catch-up to its competitors. . There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Engagement Social Media homepage

Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

Associations Enterprise Sales Leadership Salespeople Small BusinessThe most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star.

5 Tips for Women in Sales: Get Ready to Change the Game

No More Cold Calling

Associations Enterprise Referrals Sales Management Salespeople Small BusinessBelieve it or not, women have the advantage in selling. Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall.

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small BusinessWhat makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly.

Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small BusinessDo your salesmen and women sound more like teenagers than professionals? Can your sales reps put a sentence together?

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small BusinessDo your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story.

Buyer 124

The Revenue-Generating CMO

Sales Benchmark Index

Corporate Strategy Magazine Marketing Strategy Sales Strategy SBI on Demand Chief Marketing Officer CMO Customer Lifetime Value increase enterprise value revenue attribution revenue generating cmo revenue growth top cmo

How Social Selling Got Me 21 Meetings in 2 Days

No More Cold Calling

Associations Enterprise Referral Sales Sales Leadership Salespeople Women in SalesNever forget that selling is social. The magic number is 21. No, I’m not playing blackjack.

The challenges of a struggling enterprise for a new Vice President

Sales Tips & Techniques

Few challenges rival the complexity of turning around a troubled enterprise, but the newly-hired VP of sales need not stumble around in the dark. Prudent guidelines are available to help navigate the battered ship out of troubled waters. To begin with, the VP must immediately obtain the “lay of the land”: Are the financials of the company so dire that bankruptcy looms? Who are the firm’s primary customers, and are those accounts in jeopardy?