MarketStar Blog

Nobody ever said enterprise sales was easy. Enterprise tech sales is one of the toughest types of sales jobs, no matter whether you are engaging in enterprise software sales, hardware sales, or cloud services. Another industry term for enterprise sales is complex selling because there are so many variables.

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One universal truth of enterprise sales is that deals take time to close. Enterprise applications tend to be business-critical, with a lot riding on the success of the deployment. As a result, there are lots of stakeholders, each with unique criteria and success factors. There also tend to be extensive discussions about compatibility, integration, customization, and value, making sure the solution will more than pay for itself.

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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.

This past year, we have all been rubbed a little raw. Expectations have been changed and what’s “normal” continues to change. Who knows what else tomorrow will bring? As salespeople, we have needed to adapt to a new level of being personable, understanding, and authentic. For many of us, it will take us back to our dating days. 

When I first got started in Customer Success (CS), I was over a large US-based organization where we had roughly 60 Fortune 500 companies as customers. These customers represented a large recurring revenue stream for our organization, and it was imperative that we retained more than 95% of our revenue (ARR) and it was more important that we retained logos.   

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.

Sales enablement is the process of supporting your organization’s sales team with the information and tools they need to be successful. While this is a fairly broad statement, it involves careful planning and coordination to ensure your company has a proper sales enablement program in place.

Prosthetic patients at the Hospital das Clinicas in São Paulo, Brazil, are receiving a new form of treatment. Each patient is fitted with an armband connected to a gamification platform. The platform, designed by Accenture, uses SAP Leonardo capabilities and has several virtual reality dashboards that entertain and encourage patients as they work with their prosthetic limbs. In addition to the dashboards providing improved detecting, measuring and analyzing capability, it also makes monotonous exercises fun and infinitely more engaging. Initial findings suggest that patients who use the gamified armbands have a greater acceptance of their situation, emerge from their sessions with higher self-esteem, and make much more progress during the course of their treatment.