About this Video

• Video Title: The Keys to Developing an Effective Enterprise Sales Strategy (in 2019)
• Channel: Dreamit
• Speakers: Marissa, Stephanie, Charles
• Duration: 00:47:28

Introduction

This video discusses strategies for developing effective enterprise sales processes. The speakers address identifying target customers, creating effective communication, developing sales processes and methodologies, and leveraging technology to streamline sales. The presentation includes case studies and best practices.

Key Takeaways

• Low Cost of Entry, High Competition: Starting a company is cheaper than ever, but competition is fierce. Cutting through the noise requires a strategic approach.
• Buyer Personas are Crucial: Defining detailed buyer personas—semi-fictional representations of ideal customers—is essential for targeted communication and effective sales strategies. This includes understanding their demographics, psychographics, goals, challenges, and preferred communication methods.
• Sales Process and Methodology: A well-defined sales process, coupled with a suitable methodology (e.g., consultative selling, Challenger sale), is crucial for navigating complex enterprise sales cycles. The video emphasizes the importance of understanding customer needs and building trust.
• Technology for Efficiency: Using technology to reduce friction in the sales process is key. This could involve automation, CRM systems, and tools for quick follow-up.
• Customer Journey Mapping: Mapping the customer journey (pre-purchase, purchase, post-purchase) helps identify touchpoints and opportunities for engagement. Creating clear pathways for customers to learn more or buy is beneficial.
• Inbound vs. Outbound Sales: The video highlights the importance of a balanced approach, combining inbound and outbound sales strategies. Referrals and word-of-mouth are highly effective, while inbound marketing can complement outbound efforts.

Yes, a significant portion of the video focuses on developing and utilizing buyer personas. The speakers discuss the importance of creating detailed, semi-fictional representations of ideal customers to tailor communication and sales strategies. They provide examples of buyer personas (e.g., Marketing Michelle, Grad Gary) and explain how to gather the necessary information to create effective personas.