Whether your organization is large or small, becoming more strategic to your most important accounts is likely a priority. Regardless of where you are on your journey—from departmental selling to enterprise selling to strategic account management—you may be wondering if strategic account management is worth the investment for your company.
Senior executives share their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”.
- Bobby Goodman from NavigatorCRE (Senior Vice President of Growth)
- Jim Murphy from Gainsight (Senior Vice President of Enterprise Sales)
- Frank Tumminia from QGenda (Vice President of Sales)
- John Thackston from SOAR Performance Group (Vice President of Business Development)
The discussion covers their views on different aspects of enterprise selling including:
The April virtual meeting of the Sales Leadership Community hosted by the Atlanta Chapter had a great turnout and panel discussion.
At this live event, senior executives shared their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”. The discussion covered views on different aspects of enterprise selling including:
- Is it the right time for your organization to focus on enterprise selling?
- What are the expected investments necessary to be successful with enterprise selling?
- What internal and external challenges can be expected by your selling organization?
- What are the keys to success for enterprise selling?
The virtual meeting included 60 minutes of panel discussion plus 30 minutes of virtual networking. Participants left the meeting with ideas, approaches, and actions to help transition the sales motion to support enterprise selling. The host for the meeting was the Atlanta Chapter of the Sales Leadership Community with support from Georgia State University and SOAR Performance Group.
At this event, the panel of senior executives shared insights, perspectives, and experiences on the differences between opportunity-focused selling and account-based selling. During the discussion, panelists commented on the people/roles involved plus engagement approaches necessary to be successful.
The global pandemic has accelerated the movement towards virtual buyer engagement and away from face-to-face engagement. This has resulted in changes in buyer behavior. Many sales as well as customer success leaders are now asking the question: moving forward, will we stick to the new methods of buyer and customer engagement or return to the old ways?
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