{"id":23,"date":"2014-07-08T20:12:26","date_gmt":"2014-07-08T20:12:26","guid":{"rendered":"https:\/\/gatiresearch.com\/?page_id=23"},"modified":"2015-03-25T15:40:41","modified_gmt":"2015-03-25T22:40:41","slug":"solutions","status":"publish","type":"page","link":"https:\/\/gatiresearch.com\/?page_id=23","title":{"rendered":"Solutions"},"content":{"rendered":"

From our work\u00a0with both startups and\u00a0Fortune 500 companies,\u00a0we identified three pieces of\u00a0information that could quickly impact a salesperson’s ability to increase revenues<\/strong><\/span> in their enterprise accounts.<\/span><\/p>\n

Our research showed\u00a0that large accounts, organizations with annual revenues over $1 billion, operated very\u00a0differently than other smaller companies due in large part to their size.<\/span><\/p>\n

    \n
  1. Buying Groups<\/strong> <\/span><\/a><\/span><\/span>– Because of their size they had multiple buying groups that made decisions on their own. These groups were divided by geography, divisions and product lines. And rarely, if ever, was a salesperson aware of all of these individual\u00a0buying groups.<\/span><\/li>\n
  2. Budget Approval Schedules<\/span>\u00a0<\/strong><\/a><\/span>– Due to their size, geographic disbursement\u00a0and the need to operate effectively these organizations\u00a0have more formal purchasing schedules and guidelines. Missing these deadlines for a salesperson meant fighting for money allocated into\u00a0general budgets as opposed to getting approved and\u00a0included into their annual budget. <\/span><\/span><\/span><\/li>\n
  3. Executive Relationships<\/strong> <\/span><\/a><\/span><\/span>– Due to the size and number of employees – reaching a senior executive level decision maker) is much harder and\u00a0using the clout of your own executives is\u00a0much more effective than using lower (LinkedIn) types of relationships or connections.<\/span><\/li>\n<\/ol>\n

    These items (Buying Groups, Budget Approval\u00a0Schedules\u00a0and Senior Executive Relationships) can be used together or separately depending on each sales teams products, account disbursement\u00a0and sales approach.<\/span><\/p>\n

    For an ROI evaluation for your company – please call (408) 655-9461.<\/span><\/h2>\n","protected":false},"excerpt":{"rendered":"

    From our work\u00a0with both startups and\u00a0Fortune 500 companies,\u00a0we identified three pieces of\u00a0information that could quickly impact a salesperson’s ability to increase revenues in their enterprise accounts. Our research showed\u00a0that large accounts, organizations with annual revenues over $1 billion, operated very\u00a0differently than other smaller companies due in large part to their size. Buying Groups – Because […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-23","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/gatiresearch.com\/index.php?rest_route=\/wp\/v2\/pages\/23","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gatiresearch.com\/index.php?rest_route=\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/gatiresearch.com\/index.php?rest_route=\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/gatiresearch.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/gatiresearch.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=23"}],"version-history":[{"count":10,"href":"https:\/\/gatiresearch.com\/index.php?rest_route=\/wp\/v2\/pages\/23\/revisions"}],"predecessor-version":[{"id":137,"href":"https:\/\/gatiresearch.com\/index.php?rest_route=\/wp\/v2\/pages\/23\/revisions\/137"}],"wp:attachment":[{"href":"https:\/\/gatiresearch.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=23"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}