Daniel Aronowitz

  In the competitive market of business-to-business sales, effective lead management is vital in driving revenue growth and ensuring a healthy sales pipeline. This entails  strategic actions  that include nurturing potential buyers from their first interaction with the firm up to the time they make a purchase decision. In this blog post, we are going to explore key components of successful lead management and give some tips on how to properly nurture leads for better sales outcomes. Understanding Lead Management Lead management refers to the process of capturing, tracking, and nurturing potential customers (leads) down through the  marketing funnel . For an enterprise-level sale, this process becomes more complicated due to scale, longer sales cycles and multiple decision makers involved. By effectively managing leads, no opportunity goes wasted and all leads are taken seamlessly through the journey. Lead Capture: Casting a Wide Net The first step in managing your le...

  Long sales cycles are a common occurrence in the world of enterprise sales as opposed to the exception. In smaller agreements, it may take weeks or only days for them to materialize whereas the ones at enterprise levels could range even up to several months and years. The complexity, high stakes as well as multiple decision makers associated with these deals necessitate strategic and patient approach. I am an experienced sales consultant who specializes in complex sales at the corporate level; therefore, I have come up with this guide to help you navigate through long selling situations. What Causes Long Sales Cycle Before discussing strategies, it is really important to first understand why enterprise sale cycles tend to be lengthy: Complex Decision-Making Process: When making decisions, big firms usually involve many people. Each stakeholder’s interest should be addressed because they all have varied issues and requirements. High Investment and Risk: A large amount of money is ...

  The modern business environment is characterized by rapid changes that are occurring in the field of salesmanship. Over the years, there has been a shift from aggressive selling techniques such as high pressure and persuasion to more subtle and consultative approaches. My experience as a top sales consultant specializing in enterprise-level sales has helped me witness how deeply impactful these can be on any business. This blog post will discuss why consultative sales are more effective today’s market based on insights drawn from seminal works including “The Challenger Sale: Taking Control of the Customer Conversation” authored by Matthew Dixon, Brent Adamson as well as “SPIN Selling” by Neil Rackham, among other things. From Aggressive to Consultative Sales Aggressive or hard sell relies mostly on convincing prospects to make immediate decisions without necessarily understanding their needs or what they stand to gain from buying your product or service. It may result in immedia...