Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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In enterprise sales, the art of follow-up is a key ingredient to closing deals and building long-lasting relationships with clients. Following up -- in the "right way" -- can go a long way in helping you stay top of mind, showing your commitment to your client's success, and demonstrating your value as a trusted partner.
Read MoreIn the world of enterprise sales, the waiting game is an all too familiar phenomenon -- those long and often frustrating periods of time that sales professionals spend waiting for prospects to make a decision. These waiting periods can drag on for weeks, months, or even years - for large deals.
Read MoreWhen executives put their hiring criteria together, I would implore them to throw out the regurgitated and stale approach so often used and statistically unsuccessful - wait for it - “the rolodex and product experts.”
Read More99.9 % of all businesses in the US fall into the category of small- and medium-sized enterprises. Consequently, enterprise deals are few, and because of all the factors described above, they are hard to win. And with the obvious big win in sight, the risk is high.
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