Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

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

Do you need an Enterprise Selling Plan (ESP)?

Sales 2.0

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. Here are some approaches you can try to land that all-so-important initial meeting at an enterprise account. Don’t panic. We will return to normalish, at some point.

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

7 Must-Have Automated Documents for Sales Success

Identify data stored in enterprise resource. The 7 must-have automated.

Rising Stars Inside the Enterprise Sales Team

Sales Benchmark Index

Magazine Sales Strategy enterprise sales rising stars sales leader sales strategy

Top 5 Challenges of the Enterprise Sales Team

Sales Benchmark Index

Magazine Sales Strategy broken sales process cost of sales enterprise sales enterprise sales challenges forecasting accuracy sales process sales turnover Selling time

Track the Right Metric to Increase Enterprise Value

Sales Benchmark Index

CEOs can guide the decision-making required to increase enterprise value by comparing customer acquisition cost (CAC) to customer lifetime value (CLTV). In particular, Corporate Strategy Magazine CAC ceo CLTV Customer Acquisition Cost Customer Lifetime Value increase enterprise value revenue growth revenue growth strategyFocusing on the CAC:CLTV ratio enables you to reduce churn, boosting customer satisfaction and share of wallet.

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

Trends 154

How One Enterprise Leader is Accelerating Digital Transformation

Sales Benchmark Index

Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will.

In the Race to Win More Customers, Sales Needs Digital Transformation

primary reasons that employees across the enterprise have to. Contracting is another area of the modern enterprise where. astonishing gap in enterprise efficiency for 55% of responding. In response, many enterprises surveyed already have automation.

How a Sales Leader Moves Upmarket from SMB to Enterprise Customers

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?

Sales Benchmark Index

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise.

New SBI Research Reveals Why CEOs With Sales Experience Outperform Their Peers to Maximize Enterprise Value

Sales Benchmark Index

August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.”

3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales

DiscoverOrg Sales

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. Uncover more enterprise opportunity for your product or service. Basically, corporate hierarchy lets you be a lot more strategic with your sales approach, penetrate the enterprise more broadly – and sell more.

Enterprise Sales Still Reigns

Sales Benchmark Index

Magazine Sales Strategy

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 leaderJoining us for today’s show is Mark Logan, a Chief Executive Officer that every executive from a company with aggressive growth goals should tune in to watch. Today’s topic is developing corporate strategy objectives, and to follow along download our.

Optimizing an Enterprise Channel Strategy

Sales Benchmark Index

Magazine Sales Strategy

Selling to the Enterprise? Avoid these 3 Lurking Deal Killers

Sales Hacker

The post Selling to the Enterprise? Avoid these 3 Lurking Deal Killers appeared first on Sales Hacker. Closing Webinars

The Critical Building Blocks of an Enterprise Sales Engine


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. My time at Electronic Data Systems (EDS – HP Enterprise) exposed me to the most extreme end of enterprise sales resourcing. Enterprise is a completely different kettle of fish.

The Importance of Price Governance in Capturing Enterprise Value

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy administration board ceo committees corporate decision making diffuse directors ethics executives fiscal duress governance mission policy pricing responsibility rules staff

Grow Enterprise Value with Customer Success

Sales Benchmark Index

Our guest on SBI TV is Gaye Gilbert, Executive Vice President of Customer Success at First Advantage. Gaye has already implemented customer success initiative while most companies are just now starting to think about getting started. Anyone in customer success in.

How to Navigate a Career Change in Enterprise Sales


It’s a great time to be in enterprise sales. Companies in these industries will thus need skilled salespeople to work on enterprise sales. So if you want to enter enterprise sales , there are many opportunities available to you. Research the current enterprise sales landscape.

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. Corporate Strategy Magazine Sales Strategy CAC Customer Acquisition Cost strategic alignment

Understanding Enterprise Sales Process and Strategy

criteria for success

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. Because an enterprise sales team means selling large, complex deals with long sales cycles to large companies. Key Factors in an Enterprise Deal: Enterprise sales deals involve developing relationships with sophisticated buyers.

In Enterprise Selling, Losing Happens


In the world of enterprise selling, the simple fact is that losing happens. It’s amazing, though, that some of the most sophisticated enterprise selling organizations do a lousy job of performing post-mortems. In Sandler Enterprise Selling, we use the Pursuit Navigator framework, which breaks down an opportunity issue into three categories – Client Issues, Selling Team Issues, and Finance/Contract Issues. Enterprise selling – you win or you learn!

Sandler Enterprise Selling: Team Selling

Sandler Training

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling. Watch Time: 4 Minutes. Sales Process

Switching Verticals as an Enterprise Sales Representative


As an enterprise sales representative, you may reach a point in your career when you want to switch verticals. 4) Ask a recruiter about the new vertical and their ideal enterprise sales rep. But to really learn more about what companies want in enterprise salespeople, talk to a recruiter with experience in your new vertical. The post Switching Verticals as an Enterprise Sales Representative appeared first on CloserIQ Blog.

Sandler Enterprise Selling: Sophisticated Competition

Sandler Training

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling.

How the SVP of Sales Executes in the Enterprise

Sales Benchmark Index

Stephen has led several enterprise sales forces and is the perfect guest to discuss how to execute in the enterprise. Sales Strategy Video B2B sales org buyer insight customer segmentation engagement process execute in the enterprise inside sales lead production Marketing Organization Design outside sales produce sales leads prospecting prospecting efforts Sales Force sales org design sales reps sales strategy sales team svp technology platforms XPO Logistics

Cold email teardown session from Enterprise Rising

Watch this cold email teardown session I conducted at Enterprise Rising in April 2018. Enterprise rising is a conference for enterprise tech startups in the Midwest. Want to write better cold emails? In addition to speaking at the event, I also offered to review the outreach emails of a couple of startups that attended. Here's the full recording of this session.

The Difference Between Sales at Startup vs. Enterprise Companies

Hubspot Sales

A large enterprise with five floors of office space in a skyscraper probably isn't going to have similar clientele and sales operations to a startup operating out of a room in an incubator. Being a Salesperson at a Startup vs. an Enterprise Company.

The CEO’s Key to Unlocking Enterprise Value

Sales Benchmark Index

Unfortunately, as seen in our Q1 Research Report on Execution, this is where most companies come up short. They are unable to execute the growth strategy they have embraced fully. A 2017 article in the Harvard Business Review noted that 67%.

Podcast 140: True Enterprise Selling With Ian Koniak

John Barrows

What is true enterprise selling really like? This is true enterprise selling, very long deal cycles and multi-million dollar deals that are long term contracts. Sales reps in any industry, with any deal size or length can learn from how enterprise selling really works. How to Approach Enterprise Selling. John: You took what you knew at Xerox and it was a numbers game, but now you’re doing enterprise selling. How to Approach Enterprise Selling.

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

TSE 1345: How to Reach Decision-Makers When Selling to Enterprises

Sales Evangelist

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?

Inside Drift: Meet Kahlil Trocmé, Enterprise BDR


Kahlil is an Enterprise Business Development Representative who joined Drift back in January 2019. Hey everyone ?? I’m excited to introduce you to another member of the Drift team.

The Top Five Challenges in Enterprise Sales

Miller Heiman Group

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. They may be, if you haven’t addressed these five challenges that plague many enterprise sales organizations. According to the 2018–2019 Sales Performance Report , only 34% of all salespeople regularly document their strategies for enterprise sales.

Sandler Enterprise Selling: Extended Sales Cycles

Sandler Training

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles. Watch Time: 3 Minutes. Sales Process

No Happy Storybook Endings in Enterprise Selling


I hate to provide such a negative title for an article but I’m a big fan of being real, especially when it comes to selling, especially enterprise selling. For in selling to and serving large enterprise accounts, ending with stages such as these would, no doubt, be the final step. So, what about enterprise selling and its complex world of long sales cycles, wide buyer networks and sophisticated competitors? In truth, enterprise selling has no end.