Tried and true sales and marketing strategies went out the door in 2020 when teams all over the world were forced to quickly adapt to remote environments, new technologies, and savvy customers. Now that the dust has somewhat settled, executives are focused on creating sophisticated sales and marketing systems that will best prepare their teams for what lies ahead.
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?