Enterprise

Articles about Enterprise

• Multithreading Sales: A Teardown of Gong's 130% Win Rate Claim — Gong says multithreading lifts win rates by 130% on deals over $50K. Here is what the 1.8 million-deal analysis can and cannot show, and a 40-deal check you can run this week.
• Buying Group Consensus: Why Arming One Champion Is the Wrong Job — Gartner found that three quarters of B2B buyer teams carry unhealthy conflict through the decision, and that individually targeted content makes it worse. Here is how to surface the disagreement early and write for the room instead.
• Enterprise Discovery Calls: How to Handle Five Stakeholders Who Want Different Things — Gartner says 74% of buyer teams show unhealthy conflict, but a 116-study meta-analysis says arguing about the task is not the damaging kind. Here is the question bank and the call sequence that use that difference.
• Mid-Market Sales: Why It Is Not Small Enterprise or Big SMB — The revenue range every sales blog quotes has no source behind it, and the institution that owns the term starts the middle $40 million lower. Define the segment by how it buys instead.
• Enterprise Deals: Win Without the Wait — Enterprise sales strategy doesn't have to mean slow sales - here's how to take control of the deal cycle without pushing prospects away.