Enterprise IT Sales can be a bit of a dark art, and an extremely expensive one at that.
You don’t know what you don’t know
“There are too many unknowns, too many factors that we may not have yet considered. It sums up well that there are many unknown unknowns.”
Source: Donald Rumsfeld
Trial and error is not only expensive, it is a surefire way to become yet another statistic.
“…it’s become increasingly clear that, on average, (SaaS) sales cycles have become longer, more expensive and more challenging”
Source: www.capchase.com
Although the term “Sales” is in common parlance and an accepted aspect of growing revenue, there are no globally accepted process definitions for what Sales actually is.
Enterprise IT sales is typically extremely expensive, and getting even more costly. Many company founders come from a technical background, with often very limited exposure to the domain of Enterprise sales.
Even those within Enterprise Sales cover a very wide spectrum of training, experience, personality and capability.
The expertise
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Average annual growth in revenue achieved for companies over the past decade = 262%
Assisted with 5 successful exits to date
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Bringing the best of experience combined with proven methodologies to meet your specific needs - calling upon established methodologies such as MEDDIC, Sandler, SPIN and TAS.
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The breadth of experience, provides the ability to apply advice and consultative skills to different technologies, geographies, and personas.
Examples:
From UK and I, through DACH, BENELUX, France, Spain, the Middle East, North America, APAC and South America.
Tier 1 Enterprise through to mid-Enterprise
Technologies from Data Mgmt, Infrastructure Mgmt, Business Intelligence, Process Automation, SaaS, Cloud Services and Security
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3 decades in multiple company types, sizes and geographies allows an amalgamation of operational best practices
Examples:
Recruitment, onboarding, nurturing, performance mgmt, nurturing
Meeting efficiency, purpose, structure, tools
Communication effectiveness, frequency, content, clarity KPIs, measures, goals, reporting, tools, forecasting, analysis
Gain the benefit of highly experienced and successful Enterprise IT Sales Executives
After an initial discussion, engage as much or as little as you are comfortable with. Take baby steps if you have time to see if the deliverable meets your aspirations.
Is the potential of:
Increasing your revenues
Having an expert assess where you are
Obtaining practical actions to improve