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[Enterprise Selling]

Whose Value is in the Value Proposition?

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”.

[Enterprise Selling]

Major Account Pursuits – You have to Pay to Play!

We’re all aware of the unique challenges faced by sales teams in complex enterprise account pursuits. As opposed to opportunities with smaller accounts, enterprise deals present much more frustrating pains and complexities to selling organizations. Long sales cycles, wide buyer networks, and highly capable competitors are just a few of the obstacles that must be faced and overcome.

[Enterprise Selling]

Beware the Monkey’s Paw

It’s summertime. Longer days and slower pace. Thoughts of vacation and holiday dance in your head as you revel in relaxation. And then, reality hits. You remember that you’re a sales manager and that summertime means simply that half of your year is gone.

[Enterprise Selling]

Channel Selling and the Enterprise World

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.

[Enterprise Selling]

Whose Value Proposition Is It?

Value propositions. We know all about them, don’t we? Or do we? Let’s think for a moment about definitions. “Proposition” is defined in the dictionary as “a statement or assertion that expresses a judgment or opinion” or as a “scheme or plan of action, especially in a business context”.

[Enterprise Selling]

Mindfulness and the World of Enterprise Selling

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 a particular way, on purpose, in the present moment and non judgmentally”.

[Enterprise Selling]

Taking SWOT to the Next Level

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 close strong.

[Enterprise Selling]

Get your Account’s Fingerprints on your Solution

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.

[Enterprise Selling]

Mindfulness in Enterprise Selling

Mindfulness plays a huge role in both our success and satisfaction. Many significant organizations have achieved game­-changing results through mindfulness programs, for the tenets of mindfulness connect directly to enterprise selling.

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