Everything Visual Account Management
Up & Cross-Selling in the Enterprise Segment
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 in various Sales Methodologies
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.
Enterprise Sales - What about Enterprise NEEDS?
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.
Three Hacks to Manage Competition in Pipedrive
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!
Managing large decision committees
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.
Enterprise Sales - it’s all about building & maintaining relationships
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.
Do you know why competition is so fierce in enterprise sales?
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.
How to stay focused over long sales cycles
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.
4 Hacks for Account Segmentation in Pipedrive
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 Account Management in Retention & Growth Phase
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?
Meet the VUCA Challenge through Strategic Account Management in 6 Steps
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?
10 Sources to research when building a B2B account strategy
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!