Cincom Smart Selling

FEBRUARY 25, 2025

Quote and proposal software has generated a lot of buzz. Postings on social media, commentary from industry analysts, as well as user and vendor blog posts and white papers, all offer advice and information about automating the quote and proposal functions within the enterprise. Not everyone needs the most feature-rich systems.

Proposal 48

Proposal Software Software Scale 48

Hubspot Sales

JULY 8, 2021

SMB sales cycles come with their own challenges, stages, and appropriate strategies, and the same goes for larger enterprises'. We'll take a closer look at some key elements of the typical enterprise sales cycle, review the basic steps to the process, and get a quick refresher on how to calculate close rate for longer sales cycles.

Sales Cycle 122

Sales Cycle Enterprise Enterprise Scale 122

Zoominfo

OCTOBER 28, 2021

“Enterprise sales” and “fast” are two terms that don’t often go together. Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. Here’s the good news: There are ways to move enterprise sales along quicker if you focus on areas you can control.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Hubspot Sales

SEPTEMBER 23, 2020

Solutions that help sellers focus on the best prospects, engage more effectively, communicate value, close, and renew have led to more effective (and efficient) sales teams. Leveraging this type of ecosystem is even more important in the enterprise-level sales space. RingCentral (US) — cloud enterprise two way sync caller.

Enterprise 133

Enterprise Enterprise NetSuite Hubspot 133

No More Cold Calling

JUNE 17, 2014

This could mean writing a proposal, following up on a referral, scheduling a meeting with a prospect, caring for current clients, or chatting with a potential Referral Source. Bottom line: Don’t let distractions make you so busy being busy that you lose track of what matters—connecting with prospects, clients, and Referral Sources.

Referrals 225

Referrals Twitter Cold Calling Social Media 225

SBI Growth

JANUARY 8, 2014

We’d been hired by the client to implement true Social Prospecting. Social Prospecting gets sales reps net new sales appointments inside their dream prospects. Download the SBI Social Prospecting Implementation Comparison Guide here. Now when I prospect, I look at the connections of my connections.

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

No More Cold Calling

SEPTEMBER 5, 2013

The focus of most sales efforts is on part two—conducting a sales call, asking probing questions, proposing, presenting, and closing. Converting prospects into customers. Tap into your connections, and watch how quickly you generate qualified prospects. Enterprise Sales Management Small Business' Think about it.

Referrals 227

Referrals Hiring Small Business Small Business 227

No More Cold Calling

AUGUST 12, 2014

Of course, youll never get to hear about their problems or propose your solutions if you drop off the radar until its time to renegotiate annual contracts. Associations Enterprise Sales Management Salespeople Small Business' So when was the last time your clients heard from you? Hello, Stranger. Was it more than 7 days ago?

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

Close.io

DECEMBER 4, 2019

To accelerate your sales cycle and close more deals, you’ll need to create professional proposals that present information in a clear, aesthetically pleasing way. The four ingredients to create a signature grabbing, scalable sales proposals are a custom design, accurate quotes, embedded payments, and eSignature functionality.

Proposal 103

Proposal Scale Decision Maker Margin 103

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Enterprise 113

Enterprise Enterprise Ideal Customer Profile Sales Process 113

SBI Growth

DECEMBER 20, 2012

We recently introduced an enterprise software firm to the Solutions Option Framework. Approach prospects in non-threatening ways. Uncover a prospect’s actual wants and needs. You could keep the final proposal under $400K to streamline the process. Don’t play the guessing game with prospects anymore.

Customer 282

Customer How To Margin Negotiation 282

No More Cold Calling

FEBRUARY 11, 2014

Why do so many salespeople refuse to learn new prospecting strategies or to change tactics that aren’t working? Using a boating analogy, Allred explained how people react to proposed change initiatives: 30 percent are rowers, 50 percent are sitters, and 20 percent are anchor throwers who want to stop any change. Comment Here.

Referrals 221

Referrals Cold Calling Small Business Small Business 221

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth. What is an enterprise CRM software? Enterprise CRM vs. SMB CRM.

Enterprise 118

Enterprise Enterprise CRM NetSuite 118

No More Cold Calling

NOVEMBER 3, 2011

Give your prospects real insight to your sales results. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation. Prospects and clients want to hear about the results you’ve delivered for other clients. Are they nice to have?

Case Study 240

Case Study Collateral How To Face-to-face 240

DiscoverOrg Sales

FEBRUARY 6, 2018

This is because Job title is a basic, fundamental part of the Ideal Customer Profile: Even if every other piece of the puzzle is perfect – the right industry, the right time, a perfect pitch – if the prospect is in the wrong department, or doesn’t have purchasing power … nothing else matters. Opportunity data.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Sales Hacker Training

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. 1) Marketing: Does your marketing appeal to enterprise orgs? Customer and channel partnerships.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

No More Cold Calling

JANUARY 18, 2011

It could be writing a proposal, following up on a referral, returning a phone call, scheduling a meeting with a sales prospect, or chatting with someone about introducing me to their contact. These are hours spent on activities that don’t deliver a return on your time investment. I used to clean out my Inbox every day.

Referrals 240

Referrals Proposal Twitter Facebook 240

Hubspot Sales

MAY 22, 2019

Sales quote software makes it easier to create a quote and send a proposal to your potential customer. Price: $400/month for five users ( Sales Hub Professional ), $1,200/month billed annually for 10 users ( Sales Hub Enterprise ). Proposify automates the sales proposal process. But how do you go about doing that? ClientPoint.

Software 132

Software Software Licensing Proposal 132

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. prospecting) while others support all aspects of B2B sales (e.g. Sales Hub Enterprise.

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Hubspot Sales

MARCH 13, 2025

This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Zoominfo

JULY 13, 2021

We acquired Everstring , a leader in Data-as-a-Service for the enterprise. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. In just the last 12 months, we launched ZoomInfo Engage to automate sales outreach. Conversation Insights in ZoomInfo Search.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

SEPTEMBER 21, 2020

While transactional sales are typical in dealing with small- and medium-sized businesses (SMBs), enterprise companies call for a different process. Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Proposal Stage. Discovery Stage.

Examples 139

Examples Insurance Insurance Sales Cycle 139

PandaDoc

OCTOBER 4, 2019

That’s why they invest in improving their proposal development and presentation skills in order to avoid the common mistakes too many sellers fall victim to. Mistake #1: Presenting a generic proposal. According to some estimates, as many as 90% of sales proposals don’t lead to sales. Mistake #2: Skimping on the visuals.

Proposal 72

Proposal Conference Face-to-face Decision Maker 72

Pipeliner

MAY 2, 2019

What is Sandler Enterprise Selling?”. What is enterprise selling itself?”. And in selling, while the focus is typically on the prospect’s pain, sales teams feel acute pains as well. And in selling, while the focus is typically on the prospect’s pain, sales teams feel acute pains as well. I hear the question often.

Enterprise 75

Enterprise Enterprise Sage Lead Rank 75

Sales Hacker

MAY 23, 2019

Is It Possible to Shorten the Enterprise Sales Cycle? That’s especially true in enterprise deals. Keep reading to learn 8 key tactics to effectively shorten the enterprise sales cycle and manage the close on time. Then Carter, one of our enterprise reps, took a different approach to work his accounts. Reps come and go.

Sales Cycle 84

Sales Cycle Enterprise Enterprise Decision Maker 84

Hubspot Sales

OCTOBER 21, 2020

Key tasks related to presales include: Prospecting. Drafting proposals. When presales support handles the prospecting and qualifying, ensuring sales closers only work with opportunities who are ready to make the sale, it removes unnecessary friction from the sales pipeline. Prepare and Deliver Proposals. Qualifying leads.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Proposal Sales Operations 133

DiscoverOrg Sales

JUNE 8, 2017

In the enterprise space, most successful companies have already embraced sales enablement as a critical priority—and are seeing the fruits of their labor. This simple example shows how marketing and sales can align to efficiently identify which prospects are worth Sales’ time. How to market to prospects with open sales opportunities.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

Score More Sales

JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

Hubspot Sales

JANUARY 23, 2025

Enter question-based selling (QBS), also known as the only sales methodology that gently guides prospects into discovering why your product or service is the solution they didnt even know they needed. Pinpoint the right prospect. This all happens by asking the right questions. To what extent does seasonality impact your business?

Scale 64

Scale Face-to-face Sales Methodology How To 64

John Barrows

OCTOBER 23, 2018

A while back I was at an SKO event for a client who was trying to move upstream into the Enterprise space. The VP got up on stage and talked about one of the keys to getting that $1M POs is to…wait for it…propose them. They wanted to “stop dating and get married.”

Proposal 117

Proposal Enterprise Enterprise Competition 117

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

Cincom Smart Selling

MARCH 30, 2025

These tools often integrate with Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), and Configure, Price, Quote (CPQ) solutions to further optimize pricing strategies, approvals, and document management. Proposal Generation Creates well-structured quotes, proposals, or contracts with branding and compliance elements.

Software 48

Software Software Discount Lead Rank 48

Sales Hacker

JUNE 11, 2020

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. Prospecting is something every sales organization needs to master. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.

Inbound 115

Inbound Outbound Ideal Customer Profile Top of Funnel 115

No More Cold Calling

JANUARY 20, 2015

You’ve got your head down, drafting a proposal or implementing a complex solution with a client. It’s a good thing that once your proposal writing is finished and your client engagement has successfully concluded, you can step back and relax a little. You’ve still got to prospect. By putting better systems in place.

Referrals 120

Referrals Energy Social Selling Proposal 120

Hubspot Sales

MAY 14, 2018

Could you return all proposal feedback by Friday?”. Prospects receive so much outreach from salespeople, it’s important to keep your messaging fresh and eye-catching. Could you return all proposal feedback by Friday? ”. Giving your prospects a deadline to meet takes the guesswork out of your timeline. Is this correct?”.

Proposal 145

Proposal Decision Maker Prospecting Enterprise 145

PandaDoc

MARCH 25, 2025

Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Lead Rank 52

Hubspot Sales

DECEMBER 27, 2021

If you're looking to optimize your sales process, close more deals, and delight more prospects and customers, then you should consider the quote to cash process. This includes everything from quote creation to sharing a proposal to receiving payment. The sales rep creates a quote proposal for the prospect using your QTC/ CPQ software.

Software 124

Software Software Hubspot Proposal 124