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

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

Rising Stars Inside the Enterprise Sales Team

Sales Benchmark Index

Magazine Sales Strategy enterprise sales rising stars sales leader sales strategy

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

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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).

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

Enterprise Sales Still Reigns

Sales Benchmark Index

Magazine Sales Strategy

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

Enterprise Selling: Herding Cats


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. Unique challenges, such as vast, diverse buyer networks, long sales cycles, and the significant investments that accompany enterprise pursuits create problems we don’t encounter in other selling environments.

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. Our guest on SBI TV is Stephen Mohan, SVP of North American Sales for XPO Logistics.

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.

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?

From Due Diligence to Post-Acquisition Integration – Creating Enterprise Value

Sales Benchmark Index

In today’s show we’re going to demonstrate how the acquisition of a smaller company can help spark organic growth and the steps to achieve maximum value from the investment. Our guest is Gary Schwake, Vice President Business Development at ACTIVE.

4 Marketing Predictions for the Enterprise in 2018

Sales and Marketing

That’s a question all enterprise marketing leaders must ask themselves as they head into this new year, develop a new plan and set new goals. What we’re seeing from enterprise customers like Microsoft, Red Hat, GE Digital and many more is a renewed focus on better managing their budgets to optimize the impact of every dollar spent. Author: SAM MELNICK VP OF MARKETING, ALLOCADIA At Allocadia, we’re keen on asking the following question: Where will you focus your time in 2018?—?running

Transforming Sales Compensation into an Enterprise Strategy


Sales compensation is one of the most costly investments enterprises make every year. Of course, it’s money enterprises have to spend in order to grow, but the problem is that this cash is often burned without much thought.

Transforming Enterprise Sales Organizations With AI/ML


Register for the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover sales performance management opportunities by leveraging artificial intelligence (AI) and machine learning (ML).

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.

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

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

Secure Overlay Resources to Accelerate Complex Enterprise Deals

Sales and Marketing

Issue Date: 2016-10-17. Author: Lesek Demont and Cynthia Spraggs. Teaser: Landing a large, technical sale is like going deep-sea fishing and hooking a really big marlin.

4 Ways Enterprise Sales Reps Are Penetrating Accounts


Securing a new enterprise client requires a smart sales team with great strategies. But penetrating large enterprise accounts requires a different approach than the methods you would use to secure small or medium-sized business accounts.

How Enterprises Are Adopting Social Selling


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. B2B Enterprises and Social Selling. Enterprise Adoption of Social Selling.

Enterprise vs. Small Business: The Difference in Commission Structure


Whether a company is trying to grow or has reached the Enterprise level, the right sales commission structure can be the difference between hitting your goals or falling flat. Commission Structures for Enterprise Businesses.

Enterprise Accounts – The Seeds of Growth


Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. Enterprise pursuits can be challenging with their complex buyer networks, long pursuits, formidable competitors and other frustrations, demanding that selling teams be their very best. That’s the enterprise world.

Referral Selling in Enterprise Organizations

No More Cold Calling

Referral Selling Articles for Enterprise Organizations. Below, you’ll find a collection of referral-selling articles specifically targeted to and about enterprise organizations. Advanced Category EnterpriseWhether you sell technology, professional services, or financial services, the complexity of your client’s business issues as well as your proposed solutions are game changing.

Pro Tips on Scaling an Enterprise Sales Organization


As part of our recent Go-to-Market Forum, I had the opportunity to sit down with sales leader, Mike McGuinness , and pick his brain about his best advice for successfully scaling enterprise sales organizations. Scaling a sales organization is both exciting and a little terrifying.

Making Enterprise-Grade Marketing Automation for Everyone


Salesfusion has spent the last year developing a roadmap so we can deliver an enterprise-grade marketing automation platform for everyone regardless of experience, budget or resources. The post Making Enterprise-Grade Marketing Automation for Everyone appeared first on Salesfusion.

Enterprise Accounts: Early Acceleration or Early Exit?


A sales manager is approached by a sales rep pushing strongly for the pursuit of a large enterprise account opportunity. “It’s Of course, as she states, the financial costs of pursuing an enterprise opportunity can be immense. Your ability to make these decisions in a logical, measured way is truly fundamental in the enterprise world. As mentioned earlier, in the world of enterprise selling, sound, organizational Go/No-Go decision-making is a survival skill.

How Large, Innovative Enterprises Are Using Their LMSs for Modern-day ‘Revenue Enablement’


The post How Large, Innovative Enterprises Are Using Their LMSs for Modern-day ‘Revenue Enablement’ appeared first on MindTickle.

We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.


In this article, I’m going to condense the study down to its key elements to give a data-backed picture of how enterprise SaaS companies like Salesforce, New Relic, and HubSpot chase big deals.

How To Crush Your Enterprise Sales Process In A Growth Hacking World


But while growth hacking makes sense in some situations, it’s no substitute for a well-defined enterprise sales process. The post How To Crush Your Enterprise Sales Process In A Growth Hacking World appeared first on Sales Enablement Software | Veelo.

What 300 Enterprise Clients Taught Us About Sales Skill Adoption


Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in behavior change. After many client engagements around the globe, we found several key factors that drive behavior change and adoption. Here are the top five: Sales Training

Everything You Need to Know About LinkedIn Sales Navigator Enterprise

Hubspot Sales

High-powered sales organizations now have a third option: Enterprise. What is LinkedIn Sales Navigator Enterprise? Every Enterprise Edition comes with 1,000 seats of TeamLink Extend. How much does LinkedIn Enterprise cost?

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.

The 4 Major Differences Between Forecasting for Enterprise Sales and SMB Sales


Is your ideal customer a massive Fortune 500 firm, a tiny mom-and-pop store or maybe… The post The 4 Major Differences Between Forecasting for Enterprise Sales and SMB Sales appeared first on Datahug

4 simple steps to understanding enterprise sales

Trinity Perspectives

Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These sales cycles tend to be long, complex, and high in value, but also high in risk - and are regarded by many as the the most difficult challenge of all for sales professionals. Psychology of Buying Sales Tips and Tricks

Freedom and the Free Enterprise System

Tom Hopkins

As we celebrate the birth of the United States this year, I’m so grateful to live in a country that protects freedom and the free enterprise system. It’s because of our free enterprise system that I’ve so enjoyed my career in sales.

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.

OpenText Enterprise Content Management IWP

The ROI Guy

OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program.

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.

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