Everything Large Account Sales
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On December 18 vizrm’s marketing agency sat together with vizrm founder Markus Meier to discuss the launch of vizrm’s new Pipedrive-LinkedIn integration. Read here the full interview.
Expanding business with the largest customers through up- & cross-selling can be a strong sales motion with unique challenges:
Cross-functional visibility from sales to delivery needs to be maintained to identify opportunities
Multiple opportunities at various stages need to be coordinated
Dynamic stakeholder relationships need to be understood to manage sales campaigns
How vizrm helps: With org charts that feature related organizations, deal filters, and activity heat maps, vizrm enables better account visualization, cross-functional collaboration, and streamlined management of up- and cross-sell opportunities.
Account mapping is crucial for complex sales in large organizations. Leading sales methodologies like Miller Heiman, Challenger Sale, and Sandler consider two dimensions for this practice:
Decision-Making Role: Each contact's formal role in the decision process (Economic Buyer, User, etc.).
Relationship Position: The contact’s stance toward your proposal or company (Champion, Neutral, Opponent).
Use custom fields in Pipedrive and vizrm Custom Views to track & visualize both dimensions to enhance your ability to influence deals.
Compared to transactional sales, enterprise sales focus not only on immediate needs but often serve a strategic motion and long-term goals. Often, the needs can not be solved by a single off-the-shelf solution but require a custom solution that contains complementary products or services from multiple vendors.
The bigger and more prestigious the brand, the more competitors will be around trying to steal your deal. Check these 3 hacks on how to use Pipedrive to win competitive!
Selling to larger enterprises is a complex task: the larger the deal, the more decision-makers, and influencers will play in the game. You need to develop a profound understanding of organizational behavior, formal and informal relationships in order to orchestrate your close plan.
While on a transactional sale, you might meet a prospect a few times and try to create a good vibe until the close, in enterprise sales everything is about building trust and maintaining a good relationship over a long period of time.
The bigger and more prestigious the brand, the more salespeople will be around trying to win the shiny logo. And the larger the organization, the more ears that may be receptive to your competitors’ messages.
You are bound to go up-market, hunt for the large prestigious logos, and get this huge contract? Well, you will have to deal with longer and more complex sales cycles then - here are some tricks on managing activities over a long period of time.
We 🖤 Pipedrive CRM and we 🖤 sales effectivity. Being effective means being focused - learn how to use Pipedrive effectively to segment your accounts and understand where to focus.
Strategic accounts are a well-established method both in new logo sales and customer success to focus your resources. At the beginning of strategic account management, the question stands: who is a strategic account for you?
Mind maps are a great tool but they are not built to document and maintain the org chart of your customer, client, partner, account. See how you can save 90% on org-chart creation!
2021 - welcome to the VUCA world. In this volatile, uncertain, complex, and ambiguous world, FOCUS is the key to success. Focusing on strategic accounts is key, both in new logo sales and customer success.
But WHO is a strategic account for you?
Building and maintaining an account strategy is an ongoing effort that takes time and needs information. The more intel you collect on an account, the better your sales pitch, buying center understanding, and competitive advantage.
So, where to start looking you ask? Here are some ideas!