Selling consulting services to enterprise companies: 8 methods to break into enterprise sales
Want to break into the world of enterprise consulting? Learn how to sell consulting services to enterprise companies with 8 expert sales methods.
8 min read
7 ways to create urgency in B2B sales (and close deals faster)
When selling SaaS products to businesses and enterprises, how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales.
5 min read
Account mapping: Why you need to chart prospect companies
You see a huge conversion opportunity in a prospect. You lead the conversation on the sales call and convince your account contact. You’re elated. However the next day, your prospect gives you a “no.” Ouch. What went wrong?
11 min read
Enterprise sales lessons: How I almost closed Google, Intuit & Oracle
Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. Here’s the story of how it made my first startup go belly-up.From B2C to B2B It was mid 2007. We were a tiny team—just myself as the founder and one engineer.
6 min read
How to shorten the sales cycle (and close deals faster)
Enterprises typically have very long buying cycles. Six months or longer from initial contact to closing a deal are the norm. But there are ways to fast-forward this process and close even large enterprise deals in less time.
3 min read
Enterprise Sales for Startups: How Tiny Startups Can Close Huge Deals (free ebook)
At my first startup, I made a lot of mistakes chasing after enterprise deals.
1 min read
Enterprise sales for startups: Forget "quick experiments"
When a large prospect shows interest in your startup, it’s easy to jump on the bandwagon. But there’s one thing you should consider before exploring a future in enterprise sales.
3 min read
NYC Enterprise Sales Forum: Fireside Chat with Steli Efti
Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you'll still get value out of listening.
53 min read