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    Tag: Commercial Enablement

    Evolution of the Profession: What are YOU working on? Join Santucci’s Session @ SES Experience 2020 tomorrow @4:30p/EST

    In anticipation of Scott Santucci ‘s Expert Pod in the Founders Room session tomorrow at 4:15/EST at SES Exp 2020, I thought I’d get the ball rolling in the…

    Erich Starrett October 27, 2020
    0 Comments
    Santucci_StateOfSE_OrchestratorsWanted

    Orchestrators Wanted!

    Want to be part of where #salesenablement is heading? Watch @scott’s webinar and pick your business prototype path to improve your commercial ratio! At OrchestrateSales.com…

    Erich Starrett October 7, 2020
    1 Comment
    Simplify Sales Process

    How to Tackle Complex Challenges in the Selling System

    When you tackle a complex problem, focus your strategy on getting your arms around on how big the problem is, so you can categorize it,…

    Scott Santucci August 19, 2020
    0 Comments
    Santucci_RoutesToValue_ElementsRequired

    Communicating to Buyers with Routes To Value

    To drive cross-selling and really move the needle on your average deal size – your going to have to have your salespeople sell higher. They…

    Scott Santucci July 20, 2020
    0 Comments
    Santucci_CommercialRatioCovidConvo

    The Commercial Ratio and Covid: Time to Have An Uncomfortable Conversation Within Your Company

    Sales and Marketing Leaders, You are both responsible for driving revenue growth. To investors, your spending is two sides of the same coin – drive…

    Scott Santucci July 18, 2020
    0 Comments
    My team is working on a microsite dedicated to sharing information about this vital concept. You can visit this site here>> www.commercialratio.com

    What Is “Commercial Ratio?”

    Your commercial ratio is measured by subtracting your current total annual revenues from last year’s total and then dividing that by your current years’ sales…

    Scott Santucci July 17, 2020
    0 Comments
    Santucci_StateOfSE_MasterTheMiddle

    Master the Middle

    What does “mastering the middle” mean? 1) Middle of the market“Best practices” generally come modeling either a) the market leader or b) the lowest cost…

    Scott Santucci July 15, 2020
    0 Comments
    Santucci_StateOfSE_CovidCommercialConfusion

    Covid Has Exposed Confusion In Your Commercial System

    The pipeline is the lifeblood of your company. If you are like most other B2B companies, you don’t get nearly enough results for the money…

    Scott Santucci July 14, 2020
    0 Comments
    Santucci_StateOfSE_ConfusedCustomers

    When Customers Are Confused Deals Get Stuck

    The middle stages of the pipeline are, by far, the most neglected and represent your most significant opportunity for performance improvement. Why? For enterprise deals,…

    Scott Santucci July 13, 2020
    0 Comments
    Santucci_CommercialRatio_InefficiencyDrawingAttention

    Commercial Ratio: Inefficiency Is Drawing the Attention of Your Investors

    Why should you care about the commercial ratio? Sales and marketing spending is grouped under operating expenses in the income statement. The primary objective of…

    Scott Santucci July 12, 2020
    0 Comments
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    • Evolution of the Profession: What are YOU working on? Join Santucci’s Session @ SES Experience 2020 tomorrow @4:30p/EST
    • I:SE Podcast Ep60 #Orchestrator Bill Ball: Creating Shared Experience / SES Experience THIS week!
    • Join SES Founder Scott Santucci at the SES Experience Next Week
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    • Join SES Founder Scott Santucci at the SES Experience Next Week
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