Enterprise Sales

We look to loop in executives when there's a clear business issue, real momentum, and a reason their involvement will change the outcome of the deal. As much as possible...

Enterprise sales is challenging because you're not just selling a product, but a complex process with 3x as many stakeholders as you think. As such, you need to stay anc...

Our top reps excel at spotting potential opportunities. Since we're focused on run-rate tactical deals in the form of additional license, new initiatives, and pilots, our...

One of the hardest things to do in Enterprise sales is to displace an entrenched incumbent. You won't win deals in the Enterprise by saying "our product is better", becau...

We monitor average order value (AOV), win rate, and sales cycle Length, along with essential sub metrics like discount level and pipeline conversion at each stage. Improv...

The top objections we have faced this year fall primarily into three areas: cost and perceived Value, risk and trust (especially during vendor displacement), and timing a...

The wrong technology investment in enterprise sales results in expensive and low adoption. Our approach to prioritizing tools must be strategic and focused on measurable ...

There should be a well-defined process on when to involve internal resources. But of course sales is a dynamic process and you should allow alternations. Depending on th...

We must shift our focus from presenting broad data to delivering actionable, financially quantifiable strategic impact. Every insight must be tailored to the specific use...

The most exciting part of technology is also the scariest, it is always changing. I cannot be an expert in everything but if I stick to the foundation of what I do well ...

To set the right expectations and build excitement for new customers, it's important to communicate clearly and honestly about what they can expect from account managemen...

When there are multiple opportunities at an enterprise organization I lean on strategic account planning and account mapping. Are all internal resources that may be inv...

By confirming the skeptic(s) as soon as possible. At the end of every sales call the most common thing is for the prospect to say, "Taking it back to the team". Well, w...

When a seller asks for help in my network, I want to make sure I understand the full context and history of the account. Why does the seller think that my contact may be...

Generally matching the value proposition of the solution with real existing business issues of the prospects is extremely satisfying.  Engaging with customers and realiz...

Good question as it is important to understand specific industry challenges to tailor made your solution to your customer. The more compelling your story is the more like...