I was speaking at a business group of local technology companies, start-ups and established businesses. They told me that a key priority was more quality appointments with influencers to help build more productive and higher-convertible pipelines.
When SAP© hired London-based Loudhouse, the research division of Octopus Group specializing in B2B “brand to sales” technology, to produce their “What’s the Future of Sales” study and paper, I was skeptical on whether there would be significant insight to help predict the future.
For the clear majority of Vendors, irrespective of their products or markets sold into, new accounts are the growth engine. Especially in Enterprise sales, there are several reasons why it’s so challenging to break into new accounts.
The executive has granted you a meeting because they believe you will bring some insight or guidance on how they can do a better job in dealing with their top issues or initiatives. Plain and simple! You must be a consultative, value-based sales resource
Effective business communication sits above the spoken word more than it does on the written word. Above the spoken word is an even greater power in the art of influencing which is based not on how they talk…. but how they...
Regardless if you are selling for an Enterprise leader, SMB company, or well-funded Startups; your Target Account sponsors or stakeholders all struggle with making an effective business case on buying from you irrespective of what you sell.
There are six important tasks that most “A Player” sales reps perform before they meet with a prospect, whether an important, strategic one, or just opening a new opportunity.
Behind every enterprise or corporate project involving buying software, hardware, products, services, outsourcing, the cloud, etc., there are underlying currents of RISK impacting the decision-making process.