Enterprise Sales

Top TEN #7 – the tyranny of time 

Consider every sales opportunity a ticking time bomb. But, unlike the usual time bomb, this one doesn’t make a sound or trigger an alert. It merely withers and falls off the sales vine.  A mistake sometimes made by enterprise salespeople is assuming that because the average sales cycle is long, all sales cycles are long. With this comes the […]

Read More

Ready. Fire. Aim. – forgetting alignment is a shame

These three words sum up the business model of many startups. Build a product [Ready], take it to market [Fire], and start looking for customers [Aim]. But what if the customers don’t materialize? Do we start over, revise our existing solution, or crash and burn? ESB’s FREE Alignment Assessment Workshop is designed to address this […]

Read More

Top TEN #2 – 80% of success is showing up

You can’t shoot the moose from the lodge. (Ne várd, hogy a sült galamb a szádba repüljön!) Connecting with a prospect over the phone or a video conference is a good start, but nothing is more effective than a face-to-face meeting. Onsite meetings can be costly, particularly when travel is involved. But, if prepared, the […]

Read More