bruh

CEO

Calling all enterprise sales people

Recently, we have started approaching some enterprise clients after selling our product to MSMEs for 2.5 years. We are gaining some interest as well.

What are some of the things/frameworks/playbooks y'all have that you can share to dabble into this? I am sure that most of the times it's not as easy as just showing the demo and pricing and just closing with them. I specifically wanted to understand how you'd handle multiple layers of bureaucracy and decision making, haggling and showing different ROI at different stages.

Any help is deeply appreciated

👑 Sales Strategy

📈 Closing

☁️ Software Tech

11 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

* Be patient.
* Find a champion - equip that person with the tools to sell your solution internally
* Ask about budget, timeline, and decision making process
* Ask about who is involved in making the decision (technical buyer, financial buyer, executive buyer)
* Ask if there is an Executive Sponsor for this (having a V/C-level sponsor strongly helps!)

kittychachas

Valued Contributor

VP/Director of Sales

100% this. All of it. Especially the patience piece.

braintank

Politicker

Enterprise Account Executive

Ask them how they bought something similar

Enterprise Account Executive

But be aware that often they may not be familiar with how they bought something similar in the past. Act as an advisor and provide a map (mutual success plan, mutual action plan, whatever you want to call it) for how the steps in the purchase will go and take it past the purchase into implementation so they see it is a complete process and the relationship doesn't just stop when the PO is sent.

saaskicker

Celebrated Contributor

Enterprise AE

What's the industry you're selling into?

Do you solve a pain? Fix a problem? Help consolidate vendors? Give people more time back in the day i.e. operational efficiency?

Enterprises typically don't want to hear a pitch - but if you have a "story" to tell about how you do the above and can link it to their internal pain/process then you get a seat at the negotiation table.

bruh

Politicker

CEO

It's an HR tech software. Thanks a lot for this. It helps

saaskicker

Celebrated Contributor

Enterprise AE

happy to help. HR tech is crowded, find your niche and own it.

Maximas

Tycoon

Senior Sales Executive

Would recommend this fine list of books.
https://www.closeriq.com/blog/2018/11/enterprise-sales-books/
Hope it helps!

bruh

Politicker

CEO

This helps. Thank you so much

Sunbunny31

Politicker

Sr Sales Executive 🐰

You’ll need to be prepared to engage with anyone who may be a stakeholder. You of course will need to get HR onboard, but you may also need to deal with IT, infosec, and any other department that will need to interact with what you have. If what you have solves a big problem for HR, build a relationship with them to help you understand how to navigate their buying/approval process, and help them acquire a solution that will increase their visibility within the company.

I’m in enterprise tech sales. I’m sure I’m leaving things out (it’s the weekend) but feel free to hit me up with additional questions.

CPTAmerica

Opinionated

President/CRO

I make a living off of helping companies with this. There's a lot to unpack there.

Some advice:

-People buy from people they trust, not people they like (don't get them confused).
-Biggest trap in enterprise is sticking to one point of contact and being afraid to go around them when they ghost you.
-People are buying for their reasons not yours. The sooner you figure out their why the sooner you can build a compelling ROI

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bruh

Calling all enterprise sales people

11 comments

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