Selling your software to an enterprise needs a different approach. Even if you have made a contact the selling journey can be bumpy or smooth. It is hard to keep B2B buyers engaged. Getting a response is the first hurdle but a proficient salesperson is proactive. He has strategies designed to make sure the enterprise sale will not collapse. In this post, let’s learn the steps to win an enterprise deal but before that understand how selling to large organizations is different from selling to SMBs.

Difference between selling to enterprise and SMBs

Size is the main aspect that separates an enterprise from SMBs. Therefore, enterprise sales cycle –

  • Is lengthy
  • Has multiple stakeholders
  • Has long negotiations
  • Carries high risk
  • Has high contract value

On the other hand, the SMBs sales cycle is the opposite. For example, if you are selling enterprise software to large organizations, they expect to save significantly but it costs them huge financial commitment up front as they are buying for more than 900 employees in comparison to SMBs team of not more than 20 to 40. The risk is high, so several decision-makers are involved, thus the enterprise software selling cycle is longer.

Attend the selling B2B software training workshop at Data Management University and learn how to successfully move and close the deal.

Tips to close enterprise software sales deal successfully

Prepare yourself

There is a lot of preparation needed before closing a deal with a large enterprise. Engage yourself in research, so that you don’t lose buyer’s attention. Ask the ideal questions to fill the needy gaps. Know their hierarchy because multiple stakeholders will be involved in the buying process.

Learn about the money-men and departments involved in the purchasing process, so you can map the journey. Even know every detail about the software you are selling, so you can offer prospects solutions they will be unable to get anywhere else.

Build relationship 

A better relationship means more leverage in closing the deal. Network and engage with potential buyers on social media, participate in events, attend conferences, and join a committee to improve your credibility. Find someone [a champion], who already uses your software and is satisfied with it. With someone appreciating your product before your prospect can transform them into customers.

The discussions with stakeholders will never be linear. Every department will participate in the discussions simultaneously. It is a good thing but makes sure you know who is talking with whom. It helps to stay in the loop while nurturing.

If there is a change in account ownership, ensure to stop automated messaging, or your message to John will be read by Jack. Answer the smallest questions and always be present via direct email or share a Like on the Facebook post.

Choose the right strategy

Value selling is common, where the sales discussion is associated with the benefits your software offers. There are SPIN selling, Challenger selling, Solution selling, and Target account selling strategies that can be applied. Settle on the one that suits your niche.

For example, in enterprise software selling solution selling strategy is efficient because you can calculate the time, money, and effort your software will save for the customer.

Enterprise sales cycles are longer but the returns are high, and so extra effort is worthy!

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