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Enterprise Sales, Sales Strategies

Enterprise Sales Strategies: Why C-Suite Selling is Critical

Remember when a company’s tech spend was in the hands mid-level IT managers? These people were relatively easy to reach, spoke the language of vendors and had a narrow focus on what tech projects were needed for their silo.

Sharon Gillenwater
By Sharon Gillenwater
on May 2, 2017 9:02:42 AM
   
Enterprise Sales Strategies: Why C-Suite Selling is Critical

Remember when a company’s tech spend was in the hands mid-level IT managers? These people were relatively easy to reach,...

Sharon Gillenwater
By Sharon Gillenwater
on May 2, 2017 9:02:42 AM
Client Relationships: Don’t Treat Me Like a Vendor and I Won’t Treat You Like a Prospect

There is a lot of thought-provoking content on Twitter about client relationships. This simple but profound tweet by Databox...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 27, 2017 10:15:26 AM
Enterprise Sales Strategies: Salespeople Need to be Generous Know-It-Alls

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 27, 2016 2:43:01 AM
CXO Engagement: The Five Biggest Goofs Sales Teams Make with CXOs

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 18, 2016 7:48:37 PM
Busting Two Big Sales Myths

Editor’s Note: This week we are proud to publish a guest post from Dianne Turner, a longtime enterprise sales professional....

Dianne Turner
By Dianne Turner
on Oct 7, 2016 6:19:00 PM
Successful C-Suite Selling: Get Down to Business. Their Business
 
Don't waste their time. Don't waste your time.   

Enterprise sales teams are under more pressure than ever. Customer...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 30, 2016 6:46:12 PM
CXO Selling: Three Things Enterprise Salespeople Can Learn from Management Consultants

Enterprise sales teams struggling with CXO selling should take a page out of the management consultant’s playbook. Because...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 16, 2016 12:42:42 PM
3 Crucial Takeaways from Your Marketing and Sales Systems

Customer Relationship Management (CRM) systems enable you to compile details about leads and customers so you can target...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 29, 2015 8:10:00 AM
3 Key Sales Triggers That Signal Your Prospect Is Ready to Buy

Your database is full of potential customers, some with a higher closing probability than others, but they all have one...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 9, 2015 4:20:00 PM

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