We’re excited to announce that Chris Vercelli has joined ProofPitch as a Board Advisor, bringing decades of experience in enterprise sales leadership and go-to-market (GTM) strategy. With a deep background in Workload Automation, Business Process Automation, IT Process Automation, and Data Analytics, Chris understands the complexities of selling and positioning technology solutions in the enterprise space—insights that align perfectly with ProofPitch’s mission to provide real, actionable content that accelerates business development.

When creating your strategy for a successful upselling and cross-selling you always need to put your customer at the very center of each consideration and do everything possible to gain a proper clear understanding of the organization you are selling into. Expanding your footprint within a company goes beyond the initial sale; it involves gaining a comprehensive insight into the organization, including its divisions, subsidiaries, and international branches. This strategic approach solidifies client relationships and helps you drive business growth.

In Sales and Business Development, time is as precious as any deal closed or relationship forged. Yet, one of the most time-consuming tasks—researching accounts—often becomes an insurmountable hurdle for many sales professionals. Despite the undeniable value of deep account knowledge, the difficulty of the task makes many people give up on it too soon. But why does this happen?

In sales, we're right in the thick of it every day, facing tough competition and constantly changing tactics to stay ahead. It’s hard work, but that’s what keeps it exciting. Aligning your methodology with your Go-To-Market (GTM) strategy can significantly enhance your efforts. This is where MEDDPIC, a proven methodology developed for enterprise sales, comes into play.

In the vast expanse of today's marketplaces, understanding your Total Addressable Market (TAM) is crucial for crafting effective sales and marketing strategies. However, a common pitfall many organizations fall into is adopting a ""one size fits all"" approach to outreach. This strategy often overlooks the nuanced needs and preferences of different market segments, leading to missed opportunities and underwhelming conversion rates.

In the ever-evolving landscape of B2B sales, companies are continually seeking innovative methods to enhance their competitive edge and adapt to changing market demands. The landscape is characterized by a growing preference for digital…