Customer Centricity

What Every Enterprise Seller Needs to Know in an Economic Downturn

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.

Enterprise Sales

Databook Infographic: What do Poker, Investing & Enterprise Sales Have in Common?

Enterprise Sales is like Poker and Investing. You're working with limited visibility, and to win, you require an edge that's informational, analytical or behavioral.

Customer Journey

Enterprise Sales and the Customer Journey

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.

Customer Journey

Databook Infographic: The Problem is the Point and the Beginning of the Customer Journey

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.