Sales Strategy Databook Infographic: From Carrier Pigeons to Machine Learning, Developing an Informational Edge From carrier pigeons to ticker tape machines to machine learning, investors always look for their informational edge. Enterprise Sales is no different.
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.
Enterprise Sales Poker, Investing and Enterprise Sales: Always Play Your Edge 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.
Enterprise Sales Databook Infographic: Enterprise Selling is Teamwork--What Role Do You Play? Enterprise selling is similar to skyscraper construction. Architects, Engineers and Designers plan; Project Managers, Contractors and Sub-Contractors build; and Managers and Tenants use.
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.
