Longer sales cycles, more stakeholders, potentially more complications and delays. These are just some things that make the enterprise selling process different. However, it also means more money when the deal closes. Well worth it.
Best 5 Enterprise Selling Process Strategies to Use in 2021:
1. Start With the Right Mindset
At the enterprise level, the risk of buying into the wrong solution is massive for your buyers. They need to make absolutely sure your solution is right for them before they pull the trigger and say yes.
That’s why the most critical thing you will ever do in your enterprise sales process is to get your mindset right.
Enterprise deals are big, time-consuming, and driven by quality, not quantity.
They are high-touch, discovery-driven marathons – not a single shot to the finish line. You’re dealing with an average of 6.8 decision makers on deals that often take 12-18 months to close.
This enterprise selling process strategy came from OpenViewPartners.com’s “The Enterprise Sales Process I’ve Used to Close $100,000,000+”.
2. Use Email Campaigns
For businesses, email is still very much alive and remains one of the best ways to reach your target audience.
If you don’t have your own list, you can rent or purchase lists from industry associations and industry publications. You’ll have to pay a fee, but your emails will be targeted and will reach the eyes of the decision makers you need to speak with.
This enterprise selling process strategy came from NeilPatel.com “Sell to Large and Enterprise Businesses Using This 16 Point Checklist”.
3. Build Relationships with Multiple Stakeholders
Unlike small businesses, an enterprise is composed of many moving parts.
So, instead of focusing on selling to one person and one person only, you should be contacting multiple departments within the enterprise. This will maximize your chances of success.
This enterprise selling process strategy came from PropellerCRM.com’s “The Ultimate Enterprise Sales Guide: How Startups Can Close Bigger Deals”.
4. Create Relevant Educational Content
With a complex sale, your ideal prospects may not be actively looking for a solution.
It’s very important to educate buyers by pushing out relevant educational-based content through outbound marketing.
Your content should tell the story of how your solution solves particular problems and issues.
This enterprise selling process strategy came from MarketLauncher.com’s “The Enterprise Sales Process: 5 Steps for Closing a Complex B2B Sale”.
5. Establish a Finely Tuned Process
Map the full customer journey and establish a sales process.
Adjust it over time to ensure it has predictable results that work for the whole sales team, every single time.
Make sure the most successful sales can be replicated. Of course, review the sales process regularly and adapt it with any necessary changes.
This enterprise selling process strategy came from RevenueGrid.com’s “The enterprise sales process: 5 steps to close deals with corporate giants”.
How to Use the Best 5 Enterprise Selling Process Strategies in 2021?
Pro Enterprise Selling Process Tip: Don’t forget, before you start your Enterprise Selling Process, you need to be sure you have the correct B2B lead generating tools to find email addresses, direct dial phone numbers, and even cell or mobile phone numbers for the decision makers you are targeting for your outreach.
Swordfish AI provides the most accurate B2B contact information, including cell phone numbers and email addresses of executives, managers, and key decision-makers. Try Swordfish AI now.
Cover Image Licensed from: 123RF.com / Luca Bertolli.