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The enterprise sales software market is characterized by long sales cycles, multiple stakeholders, numerous decision-makers, and a high level of risk compared to traditional sales.
Modern sales teams are utilizing automation like Kennected’s Cloud Kennect.
With enterprise software sales tools such as Cloud Kennect, companies can build a solid sales pipeline while saving time and simplifying opportunities.
Marketing drives self-service and small-business sales, but building long-term relationships drives enterprise sales.
Creating a long-term partnership and closing the initial deal can take patience, but this can pay huge dividends.
The enterprise sales model involves high price points and a highly technical product that requires more training, integration, and customer support.

Why Kennected ?

#1

Easy to use

#2

Quick Result

#3

Consistent Performance

Cloud Kennect

Cloud Kennect is the LinkedIn automation prospecting software from the future.
There is no better database for B2B networking than LinkedIn. Using LinkedIn’s powerful “Boolean Search,” you can easily find your ideal target clients.
It is as easy as hitting copy/paste to have Kennected start communicating with these target customers on autopilot.
Create outreach campaigns unique to your personality and goals. Personalize messages to fit your needs.
If over 17,000 clients can do it, so can you!
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Kennected Video

You can stay connected wherever you are with Kennected Video, sending personalized video messages through your favorite channels.
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Kennected Calendar

Eliminate the cat and mouse game with Kennected Calendar. We make it easy for you to manage your schedule in one place.
Kennected Calendar, appointments made simple.
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Scalable Lead Generation For Enterprise

Inservice Workshops
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We Can Train
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Linkedin Training

Empower Your
Team To Generate
More Leads

Kennected Helps Your
Sales Team Generate
Consistent Leads

Helping sales Organizations Achieve
Better Results Via Linkedin

Blogs

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Enterprise Sales &
Kennected

Cloud Kennect cannot function without key decision-makers, and to find those decision-makers, you need LinkedIn.
Using keywords in the search bar, users can find mutual connections on LinkedIn that will be more likely to connect with you.
Cloud Kennect is effective for anyone regardless of their career field. Why? Because LinkedIn is focused on networking, our sales technology works to build those connections.
The tool helps start those long-lasting relationships with multiple decision-makers.
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LinkedIn is the #1 place to find business professionals mainly because there are fewer gatekeepers than other social platforms.
Because of this reason, enterprise buyers utilize LinkedIn along with many other industry experts.
As a software company, you should have the right mix of people in your sales team to target enterprise prospects successfully.
A successful enterprise sales team includes members that focus on strategy, marketing, and development.
Enterprise sales reps have to navigate a vast landscape of product offerings with different use cases and value quantification factors.
If reps don’t have the right information on hand, they may miss a cross-sell opportunity or an upsell.
Even worse, they may sell products with a poor product-market fit simply because they’re more familiar with them.
This leads to poor customer relationships and lower customer success rates.

Though a longer sales cycle can be challenging, it also allows the sales rep to conduct thorough research to more fully understand the client’s business needs and buying cycle.
The better they follow their pain points, the better they can customize a solution to address them.
Approach them with a value proposition that they can imagine significantly helping their company.

Starting a meaningful conversation with an enterprise prospect hinges on them understanding  what your product will do and how much it’ll help their organization in their daily work life.

Once you’ve completed a thorough discovery process, you should have a good idea of the gaps in the client’s business and their goals to fix them.

You can look at datasheets, listen to earnings calls, and read the investor decks.

Still, this kind of knowledge pales compared to the knowledge that comes from experiencing the customer’s product for yourself.

Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.”

That’s because enterprise sales are not about selling products. It’s about delivering outcomes.

We need to understand where the customer wants to go and work with executives at that company to proceed with the sales cycle.

Enterprise deals don’t happen unless we bring real value to our relationships
During the long enterprise sales cycle (often many months), and the course of a long enterprise deal (often several years), we build lasting, recurring relationships, and that’s meaningful.
Customer success improves the customer experience and increases the adoption and use of the product.

Relationship selling is when sales reps put the customer relationship above their desire to promote or sell a product.

This may seem counter-productive, but poor relationships with customers are one of the biggest reasons for churn.

Companies are at risk of joining this statistic if they only focus on closing deals and not solving a prospect’s problem.

The consultative selling approach focuses on your customer, their needs, and their biggest pain points before you even think about offering up a product or service as a solution.

If you have an excellent product or service to offer to large companies but don’t know how to reach them, adopt the land-and-expand sales model.
It’s a growth-driving sales strategy that involves landing a customer first with a small deal and gradually expanding to a big one.
Asking about potential solutions your prospect has already come across and introducing your company’s enterprise software solution.

Reps should ask situational “SPIN” questions to guide their prospects through the sales funnel rather than following a rigid script, making it a good strategy for individual enterprise prospects.

You should choose the sales strategy that best suits your enterprise prospects and sales team.

Enterprise sales start selling into small businesses because they’re faster to sell and come at a lower cost.

You can continue to move up the segmentation pyramid or move into a management role.

It takes a different product shape to sell to the decision-makers, the enterprise. 

It does to sell at the self-service segment, and it’s also something where at the end of the day, because you have so few accounts at the enterprise level, you need to be able to charge more for your product or service.

Complex sales require the help of multiple sales team members as you discover how to win over stakeholders. Lucidchart helps you create a holistic view of an account, outlining key influencers, blockers, champions, and buyers, so anyone can quickly see the status of a deal. By mapping out organizational relationships and the sale’s current progress, you can identify the best paths to sale and ensure no details get lost.
Enterprise deals aren’t closed overnight, so don’t try to force it, or you’ll risk losing your prospect. Get comfortable with the long sales cycle at the enterprise level and pencil in regular (but not too regular) follow-ups. When you get to the point where your prospect is ready to plunge and buy your product, the final step is closing the deal.
Microlearning consists of a series of short videos meant to be consumed on an as-needed basis, whenever and wherever the learner needs them. Rather than trying to download a quarter’s worth of information into a sales rep’s head in an afternoon, which many organizations do, the product team can use Bigtincan to create videos that go over one or two features and last two to five minutes each. Sales leaders can then assign these videos or keep them open for as-needed use. The reps can watch these videos on any device, on- or offline, and revisit as needed.
These track qualified prospects that you follow up with every day/week by tracking activities such as email follow-ups and phone calls. You can answer the most important questions about sales performance by bringing all your data together in one place.
Our sales teams have appreciated switching to HubSpot for the buying process. It has an easy-to-use interface and keeps track of enterprise software sales. Check out our reasoning behind switching to HubSpot here.
To address enterprise software needs, most vendors create a free trial option. Free trials allow your potential customers to interact with your product or service before purchasing it while also giving you time to see how successful your software will be in a large enterprise environment.
Their job is to maintain relationships with influencers and key decision-makers of organizations for desired outcomes.
A strong marketing mix increases sales opportunities by helping sellers get information into the hands of decision-makers who have the power to make a purchase.
To successfully sell a product or service, vendors should have the right marketing mix. It could include promotional activities, pricing, product design, and distribution.
When a prospect self-selects a tool but still requires some help from sales or customer support with implementation and onboarding, it’s called transactional sales. This type of sale usually happens when products have a higher price point or can’t be used straight out of the box.
Transactional sales are said to be less than self-service, but with a higher price point. More people are typically involved in a transaction, which translates into a longer sales cycle. This model is ideally suited for mid-high-level SaaS companies with more expensive products. The focus here is on the marketing team to drive qualified leads and the sales team to rapidly close on them with a view to sustainable, high-volume sales and an onboarding process that’s as efficient as possible.
With traditional sales, the risk isn’t significant, the product or service isn’t sophisticated, and it doesn’t take an act of congress to get the deal done.
This deal structure is transactional with short sales cycles (think 1-3 call close ratios). It’s typically very cut and dry, and the sales process for these deals is usually all about volume and optimization.
Usually, you’re working with a single decision-maker or small “buying committee” who either sees the value in the product or doesn’t.
Accordion Content
Enterprise sales aren’t right for every startup, and are more common in mature businesses that have already experienced significant growth. The longer sales cycles and higher risk associated with enterprise sales make it a less than ideal model for many startups in the early stages of growth. In some instances, enterprise sales is an ideal sales model for a startup.
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