ThatNewAE

Account Executive - Mid enterprise

What are different strategies to win enterprise deals, if your primary experience is in startups (SMB) ?

I handle SMB segment mostly, but we also get enterprise sized leads sometimes based on the revenue they are projecting. SMB is velocity game, enterprise is value game.

I am getting enterprise leads for June, but it's a little difficult to have a different approach in these deals that are tending to move slower.

not just the velocity, they don't care about discounts that much too. what are the ways to hook them in and drive them towards closure?

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SaaSguy

Tycoon

Account Executive

Create a project plan where you lay out certain steps needed to be done by both sides with the end result being a deal closed. Put in dates and appropriate contacts at the company, as the deal loses velocity dont be afraid to hold them accountable to the project plan put in place.

Get executive alignment early.

jefe

Arsonist

🍁

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Thanks for this golden piece ! More like a mutual action plan - Let me try it out. :)

Notmyrealname

Politicker

We work with enreprises only. For us it has to be about impact. How will our solution improve their work or make their lives easier. After that we just need to prove the ROI for the bean counters. DMs couldn't care less about cost. Biggest hurdle to this is change management. Will the benefit to them outweigh the hardship of implementing change.

TennisandSales

Politicker

Head Of Sales

i agree here.
The benefit has to bee extreme. Because ENT deals will always involve LOTS of change management and that can kill ANY deal.

also getting to the "Yes" is only half the battle.
One you get the verbal commit, getting the documents signed is a whole new problem

In my experiences many groups dont know all the steps THEY need to do or who they need to pull in to get shit done. so YOU have to help them do that.

jefe

Arsonist

🍁

I think change management is the name of the game here.

Build a case, align everyone early, and get used to juggling a lot of balls.

Sunbunny31

Politicker

Sr Sales Executive 🐰

This whole thread has gold in it.

Enterprise deals rely on alignment. We set up cadence calls on a schedule we both agree to in order to keep things moving forward. So even as vendor onboarding and infosec are getting set up, we are in conversations with our DMs about upcoming steps, anything new that has arisen, and if we are still tracking to close on the agreed upon timeline.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

This thread is genuinely goldmine for me! One another question - when you say you've to sell more of value. Do you do that on calls itself or more of email collateral / assurance on decks etc?
In our sales cycle, we have 2-3 calls before we talk of closing. So should these calls alone be driving the value ?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

The larger the company, the slower they will move...usually. And positioning yourself with the right DM is vital. SMB orgs tend to be flatter so you have easier access to top people. That is not the case in Enterprise. So you want to loop as many people into the process as possible as early as you can.
Good luck!

ThatNewAE

Big Shot

Account Executive - Mid enterprise

True, we get hold of Founders in SMB real quick - the same can't be said about enterprise deals.

I'll try navigating my way to the top of the org chart - excited to see how this pans out! :)

Juancallclose

Catalyst

Director

It may as well be a different job honestly. SMB is shooting fish in a barrel, enterprise is all about politics and alignment.

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ThatNewAE

What are different strategies to win enterprise deals, if your primary experience is in startups (SMB) ?

11 comments

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