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

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 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.

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 170

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.

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.

Enterprise Sales Still Reigns

Sales Benchmark Index

Magazine Sales Strategy

Optimizing an Enterprise Channel Strategy

Sales Benchmark Index

Magazine Sales Strategy

7 Must-Have Automated Documents for Sales Success

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

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

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?

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

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.

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.

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.

Leveraging Enterprise Sales Expertise to Accelerate out of the Start-Up Phase

Sales Benchmark Index

Joining us on the hbspt.cta.load(23541, '4e7a7e0e-dade-48a6-952f-c74186299010', {}); is Ryan Mang, Chief Revenue Officer for Axial. Axial is a private network that connects members through an online platform, intimate events, curated introductions, and the most sophisticated deal-oriented matching engine in.

4 Marketing Predictions for the Enterprise in 2018

Sales and Marketing Management

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).

Secure Overlay Resources to Accelerate Complex Enterprise Deals

Sales and Marketing Management

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.

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

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.

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

The Enterprise Sales Process I’ve Used to Close $100,000,000+


As a startup at the expansion stage , there’s no doubt in my mind that you will look towards the enterprise market if you haven’t already. However, as an enterprise sales person for over 20 years, I’ve got to tell you – you really only get one shot at this market.

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.

Mindfulness and the World of Enterprise Selling


How Mindfulness and Enterprise Selling Go Together. And those of us in the hectic world of enterprise selling are even less likely to know much about it. And its fundamentals align directly with enterprise selling. Let’s think first about some of enterprise selling’s unique challenges: Extended sales cycles. Then, there’s the stress, that constant anxiety that’s part of chasing the numbers in the enterprise world.

A Short and Sweet Case for Enterprise SPM


Download "The Enterprise Guide to Sales Performance Management (SPM),"to discover sales compensation best practices, the benefits of enterprise SPM solutions, and how Xactly can help you unleash sales attainment potential.

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.

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?

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.

10 Best Practices for Enterprise Sales Team Management


For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. Below are 10 of the best practices for enterprise sales team management solely geared towards sales management. Employ the Enterprise Selling Process.

3 Strategic Rules to Increase Your Enterprise’s Market Share

That’s always the focus of an Enterprise no matter the prevailing economic climate. The concept of seeking a blue ocean vs. a red ocean doesn’t apply to all enterprises or business. Sales ai artificial intelligence Enterprise Market Share Operational ExpensesGrow or die. I often receive variations of questions related to market share expansion, and despite the nuances of a thousand variables, there tends to be a single answer people focus on: Grow your market share.

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.

PODCAST 17: The True Secrets to Successful Enterprise Sales

Sales Hacker

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. The only plan that really matters when you’re selling to a enterprise is power’s plan.

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.

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.

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

Sales and Marketing Management

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.

Funnel 390