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

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Maximize SaaS Enterprise Value

Sales Benchmark Index

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Rising Stars Inside the Enterprise Sales Team

Sales Benchmark Index

Magazine Sales Strategy enterprise sales rising stars sales leader sales strategy

7 Must-Have Automated Documents for Sales Success

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

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 210

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

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.

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!

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.

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.

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

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.

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.

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.

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%.

How to Successfully Prospect Enterprise Clients

Smart Selling Tools

How to Successfully Prospect Enterprise Clients. Key Takeaways from the Webinar: Strategies to win at enterprise sales prospecting. REGISTER NOW. WHEN: FRIDAY, 10/25 AT 8AM PT. How to prospect C-level executives for effective ABM closure rates?

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.

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.

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

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.

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 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.

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.

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?

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.

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.

The Importance of Price Governance in Capturing Enterprise Value

Sales Benchmark Index

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Pay Figures for Key Roles On the Enterprise Sales Team

Sales Benchmark Index

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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.

13 Things to Expect During the Enterprise Sales Interview Process

CloserIQ

The job market for enterprise sales professionals is tough, and you can expect a rigorous interview process. Companies want to know that their enterprise sales reps take the QBR process seriously as a means for self-assessment and improvement.

Sandler Enterprise Selling: Complex Decision Structures

Sandler Training

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

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.

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

Economic Globalism is Important for Enterprise Growth

Cincom Smart Selling

Globalism is still a key element to enterprise growth. Trade wars, tariffs, reshoring, resurgent nationalism and the political manifestations of … Continue reading "Economic Globalism is Important for Enterprise Growth".

InsideSales.com Experiences Significant Enterprise Customer and Solutions Growth in 2019

InsideSales.com

SILICON SLOPES, Utah–(BUSINESS WIRE)–InsideSales.com, the only AI Sales Platform powered by Collective Intelligence, today announced strong momentum among enterprise clients in the first half of 2019.

How to Overcome the Enterprise Sales Challenge: Measuring Success

Showpad

Kicking off an enterprise Sales enablement program takes significant time and effort, as described in our previous enterprise blog posts. Metrics for Enterprise Sales Enablement Success. Observe & Report Enterprise Sales Enablement Activities.

MindTickle’s Integration Platform for the Enterprise Tech Stack

Mindtickle

MindTickle today has a comprehensive integration platform with over 60 pre-built connectors to some of the most commonly used tools in the enterprise technology stack. The post MindTickle’s Integration Platform for the Enterprise Tech Stack appeared first on MindTickle.