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What Is An Enterprise Sales Example?

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Enterprise sales can seem incredibly daunting if you’ve never had the opportunity to work in this capacity before. It can be challenging to wrap your head around selling to businesses with more than one person working there. Here are a few examples of enterprise sales, so you’ll better understand how they work.

What Is an Enterprise Sale?

Enterprise sales, also known as complex sales, large-scale sales, or significant account selling, refers to selling products and services to large businesses and corporations that are typically more complicated, costly, and take longer to complete than smaller purchases. To ensure you don’t waste your time or the enterprise customers’, knowing what constitutes an enterprise sale is essential.

 

A few examples of enterprise sales include:

 

1. Selling a software package to a company that will be used by multiple departments within that company, such as sales, marketing, and accounting.

2. Selling a product or service to a business with multiple locations across many states or countries.

3. Selling to large businesses with complex sales and purchasing processes and approval requirements, like large government agencies or corporations with internal procurement departments.

4. Achieving a contract worth more than $500,000 per year over multiple years.

5. Assisting a multinational with transactional sales.

How Do Enterprise Sales Differ From Small Business Sales

Enterprise sales differ from small business sales in several ways. First, enterprise sellers are more likely to have access to multiple decision-makers, and each decision-maker is more likely to have a say in whether or not a sale will go through.

 

This can make it more difficult for enterprise sellers to determine who they should be talking with (enterprise market) and their contact’s role within their organization. Large companies often have complex internal processes that must be navigated before purchasing.

 

For example, large companies may require approval from multiple departments or committees before signing off on any major purchases.

 

Enterprise sales strategy is also different from the small business sales strategy. The former often take longer than small business sales because of all these factors—enterprise sellers need to be prepared to get familiar with these processes and work through them over time.

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How To Build An Enterprise Sales Team

Almost every software company’s sales process begins with a product-driven and founder-led approach. Moving upmarket increases product requirements and the sales process’ complexity, even for sales-savvy entrepreneurs. To successfully implement an enterprise sales strategy, it is essential to have a mindset and approach emphasizing the importance of customizing every deal.

 

Here, we’ll discuss how to build a successful enterprise sales reps team, focusing on best practices and some common pitfalls to avoid.

Use data to evolve your sales process

If you have been selling enterprise solutions for a while, especially the traditional sales process, chances are you’ve found some success with specific approaches and techniques. But just because something worked in one company doesn’t mean it will work in another, so don’t be afraid to change things up when new information comes along.

 

For example, if you find that a demo works well for prospects who aren’t ready to buy yet but falls flat with others who want to get into a proof of concept as soon as possible, then, by all means, keep doing demos. Also, experiment with other ways of bringing prospects closer to signing on the dotted line.

Use your data to drive your sales process

If you’re still in the early stages of building out your enterprise sales team, you probably have many questions about what works and what doesn’t when it comes to selling solutions to large companies. The best way to answer these questions is using data from existing customers and prospects.

 

For example, if you want to know how long it takes for new hires to get up to speed on your software solution, ask your existing customers how long their employees took—and use that information as a benchmark for future hires.

Hire enterprise-sales talent with solid domain expertise

It might seem like common sense, but many organizations neglect to consider expertise when hiring people for their enterprise-sales teams. However, having people who are experts in specific industries or vertical markets can make all the difference when it comes time to close deals with CIOs and other decision-makers at major corporations.

Make sure your reps understand what they need to do

It may sound obvious, but you would be surprised how often organizations fail to communicate expectations to their enterprise-sales reps. Make sure everyone knows exactly what they need to do (from cold calling through closing) and why those tasks are essential.

Build an enterprise-sales training program

You don’t have to hire a pricey outside consultant to develop an effective training program for your enterprise-sales reps. A simple Google search will yield countless free resources, including webinars, videos, and ebooks that can help you teach everything from prospecting techniques to closing strategies.

 

Be sure to also establish a well-organized, enterprise-ready sales team is necessary to improve your company’s enterprise sales process.

Enterprise Sales Challenges

Large, multinational companies present unique challenges to sales teams because they operate on budgets with complex constraints and are often risk-averse. Sales reps who want to win enterprise deals need to understand how their product can scale up over time, provide concrete ROI figures and benefits, and address any external factors that may prevent them from selling.

 

They also need to understand all facets of their potential customer’s industry—not just their own—and figure out what sets them apart from competitors. These larger organizations require more time, effort, and resources than smaller ones. And if you can’t get in front of these decision-makers at some point during your sales cycle, it will be difficult for you to gain traction with them.

 

The sales cycles are also long (+ six months) and complex, which means there is no one person or team responsible for making decisions. It is crucial to have strong relationships across departments within each organization so that everyone understands why they should buy from you.

 

There are also high risks involved with the transactional sales model. In a B2B enterprise deal, it is essential to have a strong understanding of what your customer’s organizational structure looks like. You need to know who you sell to and where they fit into your organization. If you don’t, you may sell to someone with no power or authority to make decisions about your product. Transactional sales can disastrous for both parties because it wastes time and resources.

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Why I Need Enterprise Sales Software

Starting and running a business can be challenging. That’s why modern business software exists. Enterprise sales software (in other words, sales force automation (SFA) or CRM) was created to help organizations keep track of their operations, including details about customers and partners, orders, payment history, and more.

 

In addition, SFA is designed to make it easier for salespeople to manage all aspects of their jobs—from prospecting for new clients to updating customer information in real-time. Your organization can streamline its operations with enterprise sales software while improving efficiency and productivity. For example, you’ll be able to conduct lead management tasks online instead of via phone calls and faxes.

 

And if you’re trying to retain top talent within your organization, choosing a vendor that offers multiple enterprise sales software plans will give you flexibility when hiring. Many types of enterprise sales software packages are available on today’s market; each has unique features and functionality.

 

Here at Kennected, we offer enterprise sales solutions that connect your team with existing customers in ways that make sense to both parties. By offering them new, additional products or services in a familiar way, you’ll lower friction for everyone involved and boost productivity. Look at our enterprise-level sales solutions suite to see what we mean.

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