Blog tagged as Enterprise Sales

The secret to selling successfully is knowing who you are selling to and what matters to them. The more complex your sale, the more difficult it is to figure out what is important to each buyer, and the more important it is to do it.

What comes to mind when thinking about a successful sales strategy?
We have all been in meetings talking about coming up with a successful sales strategy when someone says, “We can sit around planning forever, or we can just get going and do something.” And rightly so. Strategy without execution is a...

Do you go to a trade show, listen to a podcast, or read an article, then suddenly find yourself ready to implement something new? Do you get going in one direction then get sidetracked by something new and exciting? Does your team feel like you are continually changing your mind?

If you answer ...

Consistent business growth is the result of careful planning and management.  What is often missing, however, is positioning. It is essential to position your company for growth. You do some of those things already. You position yourself by getting your product developed, hiring the right team,...

If you need consistent, predictable, year-over-year increases in sales, you need a Sales Operating System (SOS) to drive sales.

Most CEOs w...

One important lesson learned in 2020 is the importance of Key Account Management. When getting new business is as difficult as it was for many companies in 2020, maintaining and growing existing accounts is critical. But it's not just crucial in lean years. It is essential all the time. It doesn't m...

The myth undermining your sales misconception that buyers are necessarily 70% of the way through the buying process before engaging with sales. I call this common sales myth the Buyer Journey Fallacy.