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Enterprise Sales &
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.
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.
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.