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In order to become sufficient at enterprise sales, you need to be familiar with the enterprise sales process and the four stages of the sales cycle. Enterprise sales are often compared to preparing for and then running a marathon. Initially, your gains and revenue may be small. However, since enterprise sales are for the long haul, that’s not the end game. With the sales process, your end game is to be able to get to the delivery stage and close the contract.
What are Enterprise Sales and What Does a Sales Rep Do?
Enterprise sales are the act of carefully obtaining high values assets with large companies. Due to their nature, enterprise sales are also often known as complex sales. In the initial stages of acquiring your enterprise sales successfully, you have to play machiavellian a little. First, it involves getting to know the company and its staff. But unlike with the machiavellian, enterprise sales don’t have any fraudulent or malicious intent. With enterprise sales, the intent is to figure out where your product or service can fit into their product or service. Here, there’s no difference between enterprise companies and SMBs.
Enterprise sales reps primarily identify those new opportunities and figure out how to expand them. They simultaneously do their best to maintain and expand the current accounts. They also handle the large-scale accounts as well as the contracts. As a result, the job requires very strong relationship-building and communication skills. Here at Kennected, for example, we provide our enterprise sales clients with solutions to make for easier leads.
Thanks to our main SaaS equipment, LinkedIn software and Lead Flow Mastery, we were able to generate leads between more than 10,000 businesses within two years of our founding, which was in 2018. Currently, we have over 17,000 clients.
Using our LinkedIn software, you can find your target market through the Boolean Search. It eliminates the old hassle of constant target market and stakeholder sharing searching by making it almost as simple as copying and pasting. Our LinkedIn SSI also takes the guesswork out of which accounts are maintaining the highest revenue score.
Our Lead Flow Mastery also strives to make things much less complicated. It makes accessing the right tools much easier for a much smoother revenue flow.
At Kennected, we primarily assist other SaaS companies, financial advisors, recruiters, realtors, insurance agents, and also coaches. As popular as the very latter is, we love to use our LinkedIn tool to help business coaches reach the clientele that they’d like to coach. In reverse, we are also more than happy to help businesses in need of a coach find exactly who and what they’re looking for.
At Kennected, we take pride in helping our customers eliminate the old guesswork out of the sales stages and processes. The sales process typically involves four stages:
Diagnosis-once all of the necessary information has been gathered, the sales rep then works with the sales team to determine whether a large-scale corporate solutions contract will be feasible with the company in question.
Development-if a contract is possible, then the sales team can then work with the customer to come up with large-scale corporate solutions. As long as the sales team or sales teams of the enterprise company take care to imbed necessary security measures and coding.
Delivery-the contract is then executed and closed.
What Are Pain Points?
Hence their name, pain points are any issues faced by customers or businesses in the marketplace. Financial limitations are the most common ones. Redundancy and unclear communication are the second and third most common ones. Our Lead Flow Mastery and LinkedIn software connections strive to eliminate this and more. We’d also like to help to boost your marketing IQ by providing you with training on many things from copywriting to building more robust business relationships.
Our enterprise sales cycle prevents you from wasting time weeding out and having to live on hope. Large-scale corporate solutions companies don’t work that way anymore. Our LinkedIn Automation Tool provides a laser-like outreach in order to save you hassles and time. We also have our own calendar with which you can book your appointments faster.
What Do Business Process Analysts Do?
Business process analysts primarily assess business requirements against the company in question’s product or service. Additionally, they tend to wear many hats, including that of acting as middlemen to IT professionals, managers, etc. in order to track performance and process mapping. They also interpret the more complex data from stakeholders and oversee new process designs.
As technology evolves, more businesses need employees who understand virtual workflows. Hence, in order to have a chance at success as a process analyst today, they need to have some IT experience and a lot of knowledge about the process of technological rollouts. They must be able to identify any foreseen barriers as well
As a result, another role that process analysts have in enterprise sales is focusing on the technical aspects of the software when speaking with the other company’s systems administration. But with C-level executives, the costs and improvements in the process should be emphasized.
What are SMB Sales?
SMB stands for “small-medium businesses”. A business is considered to be small if it has 100 or fewer employees. Medium businesses, on the other hand, have between 100 and 999. Contracts with businesses that are any larger are often harder to close, even though they tend to be more robust. As a result, small and medium businesses tend not to have a long sales cycle.
SMBs have a much easier and faster sales process because it means having to jump through fewer hoops to get to the CEO or owner. This is the main reason that enterprise sales companies tend to have long sales cycles. Since the communication is much simpler, SMBs tend not to have as many complex sales.
The sales cycle of an SMB also usually involves a faster lead generation. Currently, almost 99 percent of all businesses are SMB so there are almost unlimited leads out there. SMBs also means a greater chance at a contract with a multi-million dollar company because they tend not to be as picky about who they contract with as long as they’re satisfied with the product or service.
One main difference between the sales cycle of an SMB and an enterprise sale is that SMB sales first need to be tested on paying clients before they can be put out on the market. Enterprise sales, on the contrary, only take on products that have already been found to sell well and share ownership of them. However, even enterprise sales can start with rough demos and Powerpoint Presentations.