Enterprise sales in 2018 is a lot like rush hour on an NYC subway: it's noisy, it's crowded, and when it stalls, no one really knows what's going on. And just as the subways are getting worse, sales is getting harder. New competitors, changing priorities, more decision-makers, and the sheer amount of noise buyers have to sift through in order to find the right solution—all of these factors are making sales teams' jobs harder and harder.
Noted sales guru Jeffrey Gitomer once wrote: “There’s no lotion or potion that will make sales faster and easier for you—unless your potion is hard work.” Sure, hard work is important, but we've found something that can make sales both faster and easier
Have you ever followed up with a prospect, only to be told that they're passing on your solution based on abstractions like "lack of cultural fit" or "lack of team alignment"? Huh? What gives?
Ready to storm into your next IT sales meeting and wow the room with a snazzy deck full of slides showcasing how great your product is? That's perfect—if you want to get laughed out of the room. If, on the other hand, you'd like your prospect to take you seriously and progress down the funnel, you should do exactly the opposite.
In the IT edition of our Ultimate Enterprise Sales Playbook series, we caught up with Emissaries from companies like Merck, Kellogg's, Johnson & Johnson, and CVS to find out what the right approach to sales looks like in 2018. These former IT decision makers all told us one thing: the days of product-pushing are over.
The topic of women in the workplace has been a huge conversation in the past 6 months. The Time's Up movement and some of the resulting revelations have sparked a long overdue nationwide conversation about the challenges faced by women in the workplace.
These conversations have created the opportunity for organizations to propel women forward in the professional world, removing stigmas and helping more women shatter the glass ceiling.
Let’s face it – before you can land and expand, you’ve got to understand. This means doing the upfront research about the account you’re selling to and the contacts you’re speaking with before you go about aggressive outreach.
And even with a
Too often sellers charge head-first into a high-stakes sales effort without having insights into what the actual buyers within that organization want or need.
Brian Burns, Host & Founder of top-ranked The Brutal Truth about Sales & Selling podcast, talks with Emissary Founder David Hammer on the biggest problems sellers face today, and his shortcut to selling: