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Selling to the Enterprise is very different than selling to small and medium businesses (SMB). Typically, an enterprise business has at least a thousand employees, well defined policies and procedures, and does over a billion dollars a year in revenue. Conversely, small and medium businesses have less than a thousand employees, with revenues short to well short of a billion dollars a year. These two types of accounts have different mindsets, and sales reps need to understand the differences to approach them for better results. 

Studying wins and losses is a valuable sales and marketing activity that is often overlooked in sales organizations. The best way to improve your win rates, up to 50% according to Gartner, is to align your strategies with your prospect’s buying process, needs, and goals. This can be done through a post-sale interview with the new client or lost prospect, often called a Win/Loss Interview, Report or Analysis.

You've probably heard Winston Churchill's timeless advice "He who fails to plan is planning to fail." - Same principle applies to cold calling. I'm not talking about just reading through your generic cold call script and having a prospect list in front of you, I'm talking about preparing. your mindset, your plan, your knowledge, and your research. 

If you expect your prospect to give you five minutes of their time out of the blue, don't you owe it to them to know something about them? The five hacks in this post are:

Account management is an important process that requires intentional and strategic planning and execution. This infographic contains a few hacks to improve your account management process, and hopefully think about account management in different ways. Ultimately, account management is about a deep understanding of your customer, their goals and objectives, and providing exceptional value to the account so that a true partnership can develop.