Joey Shap’s Post

Join us for a live session on building an Enterprise sales motion! Sign Up: https://lnkd.in/gHaer4Dj One of the bigger challenges B2B founders face is trying to move up market without being fully prepared. This presentation will explore the intricate details of transitioning to the enterprise segment. This session will give insights into the enterprise landscape. It will be spearheaded by Simon Mutlu, a veteran with over 20 years in SaaS and a track record of success in GTM enterprise strategies in the early-stage. Topics: Understanding Enterprise Dynamics: Learn the distinct characteristics of enterprise sales, including longer sales cycles, larger buying committees, and the necessity for custom solutions, which starkly contrast with the quicker, more straightforward sales processes of smaller businesses. Strategic Involvement: Discover the importance of involving your executive team and aligning with the enterprise's buying committee, emphasizing executive-level engagement and the need for a strategic, team-based approach to sales in the enterprise segment. Preparation and Readiness: Gain insights into the essential steps for preparing your business for enterprise sales, including compliance, legal readiness, sales team structure, and product adaptations, ensuring you're fully equipped to meet the demands of enterprise clients. Pathways to Enterprise Engagement: Explore four practical paths to kickstart your enterprise sales efforts: leveraging player coaches, initiating pilot programs, targeting subsidiaries for quick wins, and opening new channels for outreach, each offering a strategic approach to penetrate the enterprise market effectively. Sign Up: https://lnkd.in/gHaer4Dj

🚀 Transform your sales strategy and drive successful collaborations with prospects using Mutual Action Plans! Explore Salesforce's insightful article, "The Sales Leader’s Guide to Using Mutual Action Plans," to revolutionize your approach and boost sales effectiveness. Key insights from the article: - Gain a deep understanding of Mutual Action Plans (MAPs) as strategic tools that align sales teams and prospects on shared objectives, action steps, timelines, responsibilities, and success metrics to drive collaboration, accountability, transparency, and progress tracking throughout the sales process. - Learn how sales leaders can leverage Mutual Action Plans to establish clear goals, define mutual commitments, clarify expectations, address potential roadblocks, foster trust, enhance communication, and build rapport with prospects, enabling a structured and proactive approach to advancing deals and achieving shared outcomes. - Explore best practices for creating effective Mutual Action Plans, including conducting thorough discovery conversations, identifying key stakeholders, defining success criteria, outlining action items, setting SMART goals, utilizing collaboration platforms, tracking progress, providing value-added insights, and aligning sales efforts with customer needs, priorities, and objectives for mutual success. - Discover the benefits of incorporating Mutual Action Plans into your sales playbook, such as accelerating sales cycles, increasing win rates, improving forecast accuracy, enhancing customer relationships, reducing deal slippage, fostering alignment across teams, and driving customer success through a collaborative and goal-oriented approach to sales engagements. - Elevate your sales leadership prowess by embracing Mutual Action Plans as strategic tools to drive collaboration, accountability, and success in sales engagements, fostering meaningful relationships with prospects and accelerating deal progression for enhanced sales outcomes and customer satisfaction. Unlock the power of Mutual Action Plans to supercharge your sales efforts, foster meaningful collaborations, and achieve shared success with prospects by aligning on goals, action steps, and responsibilities to drive forward momentum and win-win outcomes in the competitive sales landscape. 🤝💼 #SalesLeadershipStrategies #DriveCollaborativeSalesSuccess #OptimizeOutcomesWithMutualActionPlans Link of the source: https://lnkd.in/dxGRD8rV Want to solve any inquiries you may have, book a meeting to discuss further: https://lnkd.in/dqaQxSUy

Triple win here: 1. understanding the entire buyer circle 2. better deal reviews and leadership collaboration 3. better CRM data, and time saved on updating

In the competitive world of enterprise sales, there's no room for cookie-cutter pitches. Clients are savvy, and they can spot generic sales tactics from a mile away. That's why our latest blog dives deep into the art of personalized value messaging. See why superficial customization falls short and how truly tailoring your message to each customer's specific business goals, organizational roles, and personal agendas is the key to standing out and succeeding in competitive sales engagements. From aligning with business objectives to adapting to organizational roles and addressing personal agendas, our blog provides actionable strategies to help you elevate your sales approach and build lasting relationships with your customers. Don't miss out on this invaluable resource – read more here: https://lnkd.in/gUQHXgM5

Data is only useful when it is live and up to date. Read more about how Elain and her team benefit from this.

The enterprise sales team at Globality, Inc. used to spend hours manually updating contact roles in Salesforce to prepare for deal reviews. With many of their prospective customers' product demos involving 50-80 participants, they needed a way to better visualize the buying committees. So they turned to Relationship Map. Here’s how Globality’s Director of Revenue Operations Elaine Li was able to turbocharge her sales organization's productivity. ⤵ “Previously we’d instructed our sellers to map out each of the contact roles into Salesforce to foster the relationship and successfully close the deal,” says Li. “As you can imagine, manually identifying and mapping so many key contacts is cumbersome and detracted from crucial activities and regular deal reviews.” For Elaine, Relationship Map allowed her team to map out all of the key contact roles in Sales Navigator, and use LinkedIn data to make sure they were up to date. One of her favorite parts of Relationship Map is that it can be added into Salesforce via Embedded Experiences. "Previously, we'd screenshot Relationship Maps in Sales Navigator and insert them into PowerPoint during deal reviews, as not all executives had Sales Navigator," Li recalls. "Now, with Embedded Experiences, we can review Relationship Maps in Salesforce live during key meetings." Elaine highlights that while other tools offer similar relationship mapping functionality, it’s the power of LinkedIn data that makes them a must use for Globality. “With LinkedIn, everything is up to date. You know when people get promoted, change teams, or leave the company. These are the insights no other tools can provide.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales

Unlocking Success in Enterprise Sales: Key Strategies Enterprise sales are the backbone of many high-growth businesses, and navigating this complex sales process requires a blend of strategy, persistence, and relationship-building. Unlike consumer or SMB (Small-Medium Business) sales, enterprise sales deal with larger organizations and come with unique challenges that demand a tailored approach. Understand the Buyer’s Needs In enterprise sales, the key is not just selling a product, but offering a solution. Enterprises often have specific, complex problems. Listening to your prospect, understanding their pain points, and offering customized solutions can differentiate you from the competition. Build Strong Relationships Enterprise sales involve multiple stakeholders. From C-suite executives to department heads, it's crucial to build strong relationships across different teams. A focus on trust and long-term partnerships is essential in creating value beyond the initial sale. Master the Sales Cycle The enterprise sales cycle is often lengthy. Unlike smaller deals, these sales may take months or even years to close. Having a systematic approach for nurturing leads, providing value through insights, and consistently following up is essential to success. Focus on Value, Not Features Enterprises aren’t looking for just another product – they want value. Highlight the ROI, efficiency gains, or problem-solving your solution offers. Demonstrating how your solution aligns with the company’s strategic goals can sway decision-makers. Post-Sale Engagement Enterprise sales don’t end when the deal is signed. Ongoing support and account management are critical to ensure satisfaction, foster renewals, and open doors for upselling or cross-selling opportunities. In the world of enterprise sales, patience, adaptability, and deep product knowledge can lead to sustained growth and long-term success. #EnterpriseSales #B2B #SalesStrategy #Growth

In the competitive world of enterprise sales, standing out from the crowd is paramount. Yet, many sales professionals fall into the trap of relying on generic sales pitches sprinkled with industry buzzwords and jargon, believing this suffices. However, true differentiation and success lie in crafting personalized value messages that resonate deeply with each customer's unique business goals, organizational roles, and personal ambitions.   This is how you can take advantage of tailored Value messaging: - Align with Business Goals: Understand the importance of linking your solution directly to the customer's business objectives. - Adapt to Organizational Roles: Tailor your message to suit different organizational levels, adjusting language and focus to resonate with senior executives, middle management, or end users. - Address Personal Agendas: Elevate your messaging by catering to each buyer or influencer's goals and aspirations. Show how your solution aligns with their success for a compelling value proposition.   Deep personalization is essential for success in competitive sales engagements. Find out why and how to implement it effectively in our latest Blog, “Elevating Enterprise Sales: The Power of Personalized Value Messaging” and see the importance of investing in learning about your customer's business landscape, considering diverse stakeholders, and aligning with personal agendas. Read in full here: https://lnkd.in/gt9txAXR

The enterprise sales team at Globality, Inc. used to spend hours manually updating contact roles in Salesforce to prepare for deal reviews. With many of their prospective customers' product demos involving 50-80 participants, they needed a way to better visualize the buying committees. So they turned to Relationship Map. Here’s how Globality’s Director of Revenue Operations Elaine Li was able to turbocharge her sales organization's productivity. ⤵ “Previously we’d instructed our sellers to map out each of the contact roles into Salesforce to foster the relationship and successfully close the deal,” says Li. “As you can imagine, manually identifying and mapping so many key contacts is cumbersome and detracted from crucial activities and regular deal reviews.” For Elaine, Relationship Map allowed her team to map out all of the key contact roles in Sales Navigator, and use LinkedIn data to make sure they were up to date. One of her favorite parts of Relationship Map is that it can be added into Salesforce via Embedded Experiences. "Previously, we'd screenshot Relationship Maps in Sales Navigator and insert them into PowerPoint during deal reviews, as not all executives had Sales Navigator," Li recalls. "Now, with Embedded Experiences, we can review Relationship Maps in Salesforce live during key meetings." Elaine highlights that while other tools offer similar relationship mapping functionality, it’s the power of LinkedIn data that makes them a must use for Globality. “With LinkedIn, everything is up to date. You know when people get promoted, change teams, or leave the company. These are the insights no other tools can provide.” #SalesNavigator #sales #B2Bsales

As a CEO or CRO, are you concerned right now about growth and the attainment rates of your sales reps? Are you wondering why more of them are not hitting targets? STOP!!! I have worked with 100s of sales leaders over the last 20 years and when we stopped and looked at the root cause of why they had attainment issues...most of the time it was around the lack of the RIGHT enablement! Why Revenue Enablement is the Key to Sustainable Growth & Higher Attainment (Not Just Sales Enablement)   In today’s dynamic business landscape, focusing solely on Sales Enablement no longer cuts it. While sales teams are undeniably important, the modern revenue engine requires alignment across all customer-facing teams — from sales and marketing to customer success. 1. Holistic Approach to Revenue Growth Sales enablement traditionally focuses on equipping sales teams with the tools, training, and resources to close deals. But Revenue Enablement? It looks at the entire customer journey. From the first touchpoint to post-sale expansion, every team plays a role in driving revenue. When you align sales, marketing, and customer success under a unified strategy, the results speak for themselves: more cohesive customer experiences and higher retention rates. 2. Focus on Customer Lifetime Value (CLTV) Revenue enablement isn’t just about closing deals — it’s about maximizing the value of each customer over the long term. By empowering customer success teams to engage in upsell and cross-sell opportunities, and ensuring marketing is aligned with sales strategies, you’re setting your company up for long-term growth. It’s not just about hitting short-term sales targets; it’s about nurturing relationships that expand over time. 3. Data-Driven Decision Making Revenue enablement relies heavily on data and analytics to drive decisions. By using insights from marketing, sales, and customer success, businesses can make informed decisions that improve efficiency and effectiveness across all revenue-generating functions. With a clear understanding of the entire customer lifecycle, leaders can optimize their strategies and allocate resources where they matter most. In Summary: Sales enablement is important, but Revenue Enablement is essential for businesses looking to thrive in today’s competitive market. It’s time to shift focus from just enabling your sales team to enabling all customer-facing teams to drive meaningful, sustainable growth. Ready to make the shift? Want higher attainment, thus more growth? Let’s connect! 🚀 #RevenueEnablement #SalesEnablement #BusinessGrowth #CustomerSuccess #Marketing #Sales #CustomerExperience #B2B #SaaS #RevenueGrowth