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. Listen Time: 40 Minutes. Professional Development

Rethinking Your Enterprise Sales Strategy

Sales Benchmark Index

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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.

Maximize SaaS Enterprise Value

Sales Benchmark Index

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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

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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.

6 Macro Trends Disrupting Enterprise Sales Forces

Sales Benchmark Index

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Top 5 Challenges of the Enterprise Sales Team

Sales Benchmark Index

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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).

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.

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

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.

Select the Right Growth Strategies to Maximize SaaS Enterprise Value

Sales Benchmark Index

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Optimizing an Enterprise Channel Strategy

Sales Benchmark Index

Magazine Sales Strategy

Enterprise Sales Still Reigns

Sales Benchmark Index

Magazine Sales Strategy

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.

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.

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.

In Enterprise Selling, Losing Happens

Pipeliner

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. Enterprise selling – you win or you learn!

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%.

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.

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.

Switching Verticals as an Enterprise Sales Representative

CloserIQ

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. Getting Hired candidate enterprise sales sales

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 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.

The Critical Building Blocks of an Enterprise Sales Engine

InsightSquared

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.

Cold email teardown session from Enterprise Rising

Close.io

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?

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.

The Importance of Price Governance in Capturing Enterprise Value

Sales Benchmark Index

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Sandler Enterprise Selling: Focus on Business Value

Sandler Training

In enterprise selling, there is a heavy focus on business value. Watch to see how Brian Sullivan, VP of Sandler Enterprise Selling, addresses this challenge through the Sandler Enterprise Selling Program.

Pay Figures for Key Roles On the Enterprise Sales Team

Sales Benchmark Index

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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.

Hiring the Perfect Enterprise SDR for You and Your Company

Sales Hacker

The longer and more complex the sales cycle is (like in enterprise sales), the longer and more complex the onboarding and training process will be. I’ll walk you through my process to identify these difficult-to-teach skills, and how you can use that to find your perfect enterprise sales rep.

No Happy Storybook Endings in Enterprise Selling

Pipeliner

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.

Two Sides to the Enterprise Selling Coin

Pipeliner

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.

Select the Right Growth Strategies to Maximize Enterprise Value

Sales Benchmark Index

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How to Navigate a Career Change in Enterprise Sales

CloserIQ

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.

Enterprise sales lessons: How I almost closed Google, Intuit & Oracle

Close.io

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. We didn’t know about enterprise sales. So we did it: we decided to go B2B and try the enterprise sales route. We obviously had no f **g clue about enterprise sales.