The Four Stages of the Enterprise Sale

By Scott Sambucci | November 8, 2019

Neil Rackham and his book, Major Account Sales Strategy, influenced much of what I’ve learned about the stages of the enterprise sale.24 In his book, Rackham uses data collected from observing thousands of salespeople and sales opportunities.  Through those observations and by analyzing the data collected, he identified that there are four primary stages of […]

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Sales pipeline can be a frustrating process

By Scott Sambucci | November 7, 2019

“Managing your sales pipeline can be a frustrating process, especially when you’re relying on the buyer’s process for buying. The key to managing a sales pipeline, and each sales opportunity in the sales pipeline, is to have an objective view on each deal so that you can identify the appropriate actions that need to be […]

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Buyer Vampires think price equals cost. Executives know price equals investment.

By Scott Sambucci | November 6, 2019

“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase.  A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, […]

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Price only matters in the absence of value

By Scott Sambucci | November 5, 2019

“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started.  In large enterprise sales, it’s even worse. Whatever price you share will likely […]

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Words of a Buyer Vampire

By Scott Sambucci | November 4, 2019

“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can get it approved.” And yet you can be miles and miles away from a sale. These situations will suck the life out of you and your company. That’s why I think about these people as […]

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