Revenue Ops & Automation Blog

Enterprise sales is vastly different from selling to mid-sized or small companies. The metrics are different. The teams and processes are structured differently. And in a lot of cases, it is exponentially more complex than SMB sales. However, most sales leadership advice is geared toward selling to consumers or smaller companies.

So, how can you set your enterprise sales team up for success in today’s environment?  How do you tackle issues such as sales and marketing alignment and become an expert on your prospects' growth strategies?

HubSpot was founded in 2005 with zero customers. Today, over 78,000 businesses in 120 countries use HubSpot to grow. With the company pulling in $675 million in revenue last year, HubSpot is one of the most impressive growth stories of the past 15 years - from the raw numbers and thought leadership, to their culture and transparency.

What would you ask someone who was in the room that first year and has been instrumental at the company every step of the way since?

Every one of us knows a rock star salesperson. You can usually find at least one on every sales team. These top performers have found a way to build strong relationships, ask the right questions, and close more profitable deals than those around them. 

Certified HubSpot Partner, Pipeline Ops, is leading a HubSpot Reporting and Analytics Workshop for the Phoenix HubSpot User Group on Tuesday,  July 7, 2020.

Your HubSpot CRM and marketing software only work to grow your company if it is set up for your specific business. For instance, start-ups are set up very differently than enterprise-level businesses. A real estate company needs a different configuration than a SaaS software provider. 

Traditionally, marketing and sales departments have a friendly, but hands-off relationship. If there is a problem with your marketing strategy, sales stays out of it and marketing tries to fix it. If there is a sales problem, sales does not want marketing involved in the solution process.

Let’s flashback to your sales team in the year 2019...

If you think your business’ data is simply about numbers or charts, you’re not seeing the full picture. And, if you think data is about looking backwards and creating important-looking slides for your next presentation, you are missing a big opportunity. 

Whether you grow your business by cold calling and pounding the pavement, you primarily use an account-based marketing approach, or you generate leads through inbound marketing, content is at the center of your growth strategy.

Even digital entrepreneurs, who claim that you don’t need to create a lot of content to generate leads and sales, still produce a lot of content to spread their message, build a community, and attract new buyers.