MarketStar Blog

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There is a lot about enterprise sales that has changed, especially since the pandemic. Buyers have come to prefer the digital sales process, and more B2B sales are being handled remotely. According to McKinsey, between 70 percent¹ and 80 percent of B2B decision makers prefer self-service or remote sales transactions. 

Key Takeaways:

In the midst of a rapidly changing business environment, Software as a Service (SaaS) has witnessed a boom like never before.

Key Takeaways:

While it is easy to think that they work in silos, both the customer success and sales teams have quite a few overlaps in their day-to-day activities. What binds them together is their ability to nurture relationships with their customers.

Key Insights

2020 emerged as one of the most challenging years in recent years. With catastrophic health and economic challenges, the whole world looked for ways to respond and adapt.

When validating sales prospects, you want to make sure that pursuing a potential prospect will yield profits. To determine the potential returns from any new lead, you must start by calculating the customer acquisition cost (CAC). 

Every customer journey starts with your sales team. Stop. Please ask yourself if you are liking the results. Are you accurately defining success for this team? How does your definition translate to the larger enterprise clients’ sales experience?

Key Takeaways

In response to the demands of physical distancing and work from home that came with the onset of the current pandemic, many sales organizations were quick in adapting to a virtual sales model that they hoped would only be a holding pattern until the situation “returns to normal.” However, what we are looking at is not a temporary disruption to the sales process and methodologies, but a thoroughgoing restructuring. While many of the digital shifts were already in play before the pandemic, the new normal requires companies to adopt them within much shorter timeframes. Sales enablement has a vital role in all of these changes as it provides a robust framework to support remote sales training and coaching, virtual selling, and the implementation of a virtual sales model that is appropriate for the emerging digital world. 

No sales rep succeeds on their own. Successful sales performance is the result of many factors. You need the right leads, the right sales pitch, the right conversion tools, the right customer service, and more. Sales success is the result of solid sales enablement, which is why successful companies are more focused on developing a frictionless, integrated sales process.

When it comes to selling B2B technology, landing an enterprise deal is like grabbing the brass ring. Enterprise sales generate more revenue with larger and higher-value contracts. Enterprise sales also lead to longer engagements, which means ongoing revenue and more opportunity to cross-sell and upsell.