If prospecting to small and medium-sized businesses is an uphill struggle at times, enterprise sales prospecting is like making the ascent of Everest. You still need a lot of the same gear, but breaking into complex multinationals takes military planning and precision that goes far beyond the prospecting strategies that serve for landing SME customers.
At Mixmax, we sell to salespeople so we’re used to listening to the challenges they face when cracking large accounts, and devising tools to help them achieve their objectives.
For sales teams that are all about spray-and-pray.
If, however, you need to focus on nurturing prospects and building relationships, it’s not going to cut it.
If that’s you, chances are you’re looking for an Outreach alternative. But with so many to choose from, how do you know which is right for your sales teams?
How often do you find yourself losing deals at the discovery stage?
In sales, asking the right sales discovery questions can make the difference between a closed deal and a missed opportunity.
By digging deeper into your prospect's challenges, key drivers, and goals, you can uncover valuable insights that position you as the solution they need.
Without being on the ball in discovery, you can have the world’s greatest product but lose your sale to an AE with better questions.
But in a rush to get to the demo, companies often skip this step altogether, which wastes precious time and resources. Not to mention prospects dropping out of the sales funnel because they were never truly a good fit.
Too many AEs make prospects sit through a call only to give them a vanilla demo that doesn’t specifically address their problems and pains.
We sell to salespeople, so we know all about how challenging discovery is.
