How Do You Run An Enterprise Sales Cycle

Table of Contents

The enterprise sales process is complex, requiring a combination of motivation to succeed and the ability to develop and maintain relationships with key stakeholders within the sales cycle.

Usually, the salesperson has additional responsibilities outside a traditional selling job, enterprise sales. They may also be responsible for managing customer service or dispute resolution processes and other non-sales activities for an enterprise deal.

Identify Your Goals

When you start an enterprise sales job, you must be aware of your motivations and company goals. Are you working in a competitive industry, or is there a large workforce at your company, or do they depend upon vendors for vital resources?

For example, if your employer is a government contractor, they’re more likely to be motivated by profit or competitive advantage than other employers in the sales process.

In addition to corporate enterprise sales goals and objectives, think about whether or not you have personal ambitions. For example, would you like to become the CEO of your own company in the future?

Would you like to be recognized as a leader in your industry?

Do you want to provide leadership to your team or develop and grow into new fields of knowledge for the enterprise sales cycle?

Using these questions as a guide for enterprise sales, you must foster the type of environment around you that will help you focus on the goals that are important for small and medium businesses.

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Gather the Right Tools

After you establish your own enterprise sales goals, it’s essential to determine how to proceed with the task of lead generation. There is a multitude of tools available to you.

One option is to use the same tools that other companies in your industry use, but this doesn’t mean that those tools fit your unique goals or enterprise sales reps.

Setting up an enterprise sales team is up to you to ensure you’ve chosen the best possible tools to reach your goals. It’s essential to understand each tool’s strengths and weaknesses before making a decision.

Salesforce CRM is an example of an enterprise sales process that utilizes software to improve sales productivity. Built with a web-based interface, Salesforce provides customers with email, mapping, and contact management tools.

Salesforce allows users to access accounts, leads, and contacts anywhere on a desktop or mobile device. Other features for enterprise sales include reports, dashboards, and analytics that are sophisticated enough for organizations with complex marketing campaigns. Sales reps, support agents, and executives can access this particular solution.

Develop a Strategy That Reflects Your Goals

Once you’ve chosen your enterprise sales tools, you must get support from your team. For example, will you have a manager willing to mentor and facilitate your development? Will other departments work with your team as well?

Alternatively, for enterprise sales, you be able to work independently to ensure that the company’s goals are accomplished? Will it be up to you to generate leads? In addition to selecting your tools, you must develop a strategy that reflects the relationship with customers and stakeholders necessary for growth.

Find the Right Customers

Finding the right customers for the sales cycle can be challenging, especially if you want to sell to a small business or sole proprietor. It’s essential, however, that you don’t treat all potential customers similarly. Use technology to learn more about each potential customer and then approach them individually based on that information.

For example, suppose your corporation contracts with several different types of clients and is looking for new opportunities in an existing market. In that case, targeting multiple markets at once makes sense and improves SMB sales.

Lead with Empathy and Understanding

When gathering leads in the sales cycle, you must understand your customers. It means that you should show empathy. It’s just not good business to have no understanding of what makes your potential customers tick.

For example, suppose you’re an enterprise selling software to a large organization that would like more discretion in their employees’ work situations. In that case, it’s not a good idea to sell to individuals within that company who are already employed there.

Once you’ve identified the type of customer and sales process that best suits your company, it’s time to develop a plan for lead generation. You could choose methods such as networking or cold-calling. However, it’s also possible that you’ll be able to find the right customers by using social media or other marketing techniques.

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Improve Your Close Rate

After you’ve found the right customers, you must improve your close rate and the percentage of prospects who become paying customers from hard work by the sales team.

Some successful strategies for increasing your close rate and maintaining the sales cycle include increasing the frequency of your calls and emails, following up on all past interactions, and using blogs to develop relationships further.

Depending upon your company’s culture, it might make sense to use multiple strategies simultaneously to ensure that each customer is dedicated to and helps advance your organization’s goals.

Think About Your Long-Term Prospects

Whether working in the marketing department or heading an enterprise sales team, you must consider how your company will develop over time through sales teams.

For example, will your company continue to use the same methods for selling to new customers? Do customers have varying needs now than they did ten years ago? It’s helpful to refer back to your original goals to ensure that your future does not stray from your original mission.

Employees and the Sales Process

Before you can begin generating leads, you must develop a plan for how your sales representatives will use the tools you’ve selected to close complex sales.

As a manager and leader, it’s up to you to understand how your employees work. Are they comfortable with the tools that you chose? Are they motivated to use them?

Research shows that employees who embrace technology and have a personal relationship with technology are more likely to move into leadership positions and advance in their careers.

In addition to understanding your employees’ personalities, it’s also crucial that you find out how their previous work experiences have affected their motivation.

Understand Your Prospects and Customers

Looking back at your goals understanding your prospects and customers is a significant component of achieving them. It would help if you understood who they are and what they want before you begin to develop strategies for budding relationships.

For example, what are your prospects’ challenges? What about their goals and values? What can you do to make them more comfortable with your brand or organization?

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Develop a Plan to Monitor Performance and Measure Progress

Salespeople and management may want to know how well the entire team performs. You must know what benchmarks to set for each sales team member that way, and you can set plans to help them reach their goals.

Influential sales reps are skilled in bringing relationships to life. They can also assess current ones, recognize when they are failing, adapt to reverse course, and successfully move forward again.

Salespeople must create a strong presence on social media sites. They can then use these sites to market and support their company, improve relationships with customers and prospects, and provide a forum where they can engage with each other.

An excellent social media site should be simple to navigate without being cluttered by complex sales. It should have relevant content that keeps customers engaged with your company.

Track Performance

You must monitor your sales rep performance. You’ll want to set clear goals and establish measurements they can use while working. You may also want to create an incentive plan or award system so that each salesperson has a chance to earn points for completing different tasks.

For example, you could give them points for attending networking events or presentations and visiting customers in person for a long sales cycle.

Enterprise sales teams can use social media to improve their relationships with customers and prospects. Social media is helpful because it allows teams to stay on top of their customers’ needs and develops an ongoing presence while trying to sell products.

As a manager, you will want to be sure that your enterprise sale team is learning new methods for researching their companies, identifying the right leads and sales rep, and anticipating the challenges these interactions will pose. Enterprise sales teams should also ensure they stay up-to-date with everything necessary in the industry.

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