"Six Steps to an Enterprise Sales Strategy" - Ursula Dauenhauer (TALKING SALES 251)

About this Video

• Video Title: Six Steps to an Enterprise Sales Strategy
• Channel: Sales Leader Forums
• Speakers: Ursula Dauenhauer, Esler (host)
• Duration: 00:09:20

Introduction

This video discusses a six-step method for developing a successful enterprise sales strategy. The speakers address the changing B2B sales landscape and emphasize the importance of a well-defined strategy to navigate market changes and achieve sales goals.

Key Takeaways

1. Six-Step Sales Strategy: The video outlines a six-step framework for building an effective enterprise sales strategy. These steps are designed to create a balanced and aligned approach to sales.
2. Sales Model: Defining the sales model (direct sales, channel partners, AI integration, etc.) is crucial for reaching customers effectively in the current market.
3. Revenue Plan: Creating a detailed revenue plan, moving beyond top-line targets to understand where revenue will come from (e.g., recurring revenue streams), is essential for strategic planning.
4. Sales Process: A well-defined sales process, aligned with the buyer's journey, is the "heartbeat" of the sales strategy. This includes understanding steps, activities, content, and coaching.
5. Marketing Alignment: Aligning marketing campaigns with sales is vital, particularly considering the need for customer acquisition, onboarding, retention, and value growth campaigns.
6. Sales Management: Strong sales management is crucial for team structure, target setting, and ongoing coaching to avoid surprises and ensure success.