Sales POP - Purveyors of Propserity
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17 results
Channel Selling and the Enterprise World

Channel Selling and the Enterprise World

For Sales Pros / Oct 7, 2018 / Brian Sullivan

In the complex world of enterprise selling, we focus keenly on team selling. In selling to and serving major accounts, team selling needs to be much more than just a tagline. It needs to be the way that you do business. In winning, growing and retaining large enterprise accounts, it’s an absolute survival skill. But ... Read More

Mindfulness and the World of Enterprise Selling

Mindfulness and the World of Enterprise Selling

Entrepreneurs / Sep 7, 2018 / Brian Sullivan

How Mindfulness and Enterprise Selling Go Together Mindfulness. We’ve all heard the term but it’s likely that few of us have spent any quality time learning about it. Jon Kabat-Zinn is a professor of medicine at The University of Massachusetts and an expert on mindfulness. He explains it in simple terms as “paying attention in ... Read More

Taking SWOT to the Next Level

Taking SWOT to the Next Level

For Sales Pros / Aug 5, 2018 / Brian Sullivan

Summer, unfortunately, is in its waning days and the calendar year has passed the halfway point. In your selling year, there have likely been many positives and negatives to deal with but with a heavy dose of sales optimism, you know there’s still time to take actions to drive improvement, hit your year-end numbers and ... Read More

Get your Account’s Fingerprints on your Solution

Get your Account’s Fingerprints on your Solution

For Sales Pros / Jul 25, 2018 / Brian Sullivan

The question often comes up regarding defining enterprise selling versus selling into smaller accounts. Given the criticality of pain in selling, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in dealing with large enterprise accounts. Long sales cycles, extensive buyer networks, and sophisticated competitors create problems not ... Read More

Enterprise Selling: Herding Cats

Enterprise Selling: Herding Cats

For Sales Pros / Jun 26, 2018 / Brian Sullivan

Enterprise Selling: The Difference Between Owning a Cat and Herding Cats Herding Cats Winning, growing, and keeping enterprise accounts presents complexities far beyond those offered by small and medium-sized accounts. Unique challenges, such as vast, diverse buyer networks, long sales cycles, and the significant investments that accompany enterprise pursuits create problems we don’t encounter in ... Read More

The Effective Win-Loss Analysis

The Effective Win-Loss Analysis

Sales Management / May 8, 2018 / Brian Sullivan

Selling teams often struggle with analyzing enterprise wins and losses. Human nature in sales, of course, typically motivates rapid movement to the next deal and hopefully, the next win. But hope, as we all know, is not a strategy. But the most important reason that effective win-loss analysis rarely happens, if at all, isn’t about ... Read More

The Quarterly Business Review – It’s All About Value

The Quarterly Business Review – It’s All About Value

For Sales Pros / Apr 25, 2018 / Brian Sullivan

In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and last stage in the enterprise ... Read More

The True Impact of Sales Competition

The True Impact of Sales Competition

Sales Management / Mar 25, 2018 / Brian Sullivan

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. We must know them and account for them. But what do we see in much of the competitive analysis done today? Competitive ... Read More

It’s About the Client

It’s About the Client

Leadership / Dec 27, 2017 / Brian Sullivan

It just popped up in your email, the message from the hotel where you recently stayed. They’re looking for your feedback through their survey and they’re asking for your satisfaction ratings in some very important categories they’ve chosen – food quality, staff friendliness, room cleanliness, shower cap durability, etc. An interesting list, but your room ... Read More

Actionable Account Profiles

Actionable Account Profiles

Leadership / Nov 24, 2017 / Brian Sullivan

In selling, we bundle our accounts into categories – vertical, geographic, by size and other logical groupings. We do this, of course, to be more efficient in winning business. And it makes sense as descriptive information about accounts is always helpful. But what do these groupings tell you about the actual traits and tendencies of ... Read More

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