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Identifying and supporting anti-champions during the sales cycle helps enterprise software startups close more deals. Continue reading Winning enterprise sales teams know how to persuade the Chief Objection Officer
It wasn’t so long ago that sales meant just showing up with a deck and a smile. These days, it seems that sales leaders almost need a PhD in statistics just to get through the typical day managing a sales funnel. From SQLs and MQLs to NDRR and managing overall retention, the roles of VP […] Continue reading How to move from VP of Sales to CRO with leading exec recruiter David Ives
For early- to mid-stage B2B software and SaaS companies, selling in to the enterprise is hard. Getting enterprise customers to pay for your solution on a repeated and long-term basis without seeing your sales growth stall out? That’s really hard. Welcome to the challenging world of enterprise sales. Many factors are in play, including competitive challenges, timing issues and product… Read More Continue reading The 3 biggest sales mistakes enterprise software companies make