We are facing a lot but one thing we have successfully endured in years past is the bear market. It's important that we take some time to understand what our current economic downturn means for businesses—and what you, as a seller, can do to mitigate risks and maintain momentum.
Whether it’s carrier pigeons in the 19th century, stock tickers in the 1920s or Bloomberg terminals in the 1980s, banks and financial institutions have always invested heavily in technology that provides accurate information quickly. Enterprise Sales is similar—here's how.
The world's most successful fund managers will tell you that they will only make an investment if they can identify an edge that provides them with an advantage over the party on the other side of the deal. The same is true of Poker and Enterprise Sales.
The enterprise customer journey is often misunderstood, and the effect on enterprise sales can be massive. In this three-part series, Databook shines a light on the customer journey, its impact on the sales cycle, and how understanding this can help you accelerate complex sales.
The customer journey begins with with an executive initiative that results in a business problem. The buy-cycle begins when a decision maker empowers a buyer to find a solution. The sales cycle begins when the buyer has a requirements list and a short list.