Compared to transactional sales, enterprise sales focus not only on immediate needs but often serve a strategic motion and long-term goals. Often, the needs can not be solved by a single off-the-shelf solution but require a custom solution that contains complementary products or services from multiple vendors. 

The bigger and more prestigious the brand, the more competitors will be around trying to steal your deal. Check these 3 hacks on how to use Pipedrive to win competitive!

Selling to larger enterprises is a complex task: the larger the deal, the more decision-makers, and influencers will play in the game. You need to develop a profound understanding of organizational behavior, formal and informal relationships in order to orchestrate your close plan.

While on a transactional sale, you might meet a prospect a few times and try to create a good vibe until the close, in enterprise sales everything is about building trust and maintaining a good relationship over a long period of time. 

The bigger and more prestigious the brand, the more salespeople will be around trying to win the shiny logo. And the larger the organization, the more ears that may be receptive to your competitors’ messages.

You are bound to go up-market, hunt for the large prestigious logos, and get this huge contract? Well, you will have to deal with longer and more complex sales cycles then - here are some tricks on managing activities over a long period of time.

We 🖤 Pipedrive CRM and we 🖤 sales effectivity. Being effective means being focused - learn how to use Pipedrive effectively to segment your accounts and understand where to focus.

Strategic accounts are a well-established method both in new logo sales and customer success to focus your resources. At the beginning of strategic account management, the question stands: who is a strategic account for you?

2021 - welcome to the VUCA world. In this volatile, uncertain, complex, and ambiguous world, FOCUS is the key to success. Focusing on strategic accounts is key, both in new logo sales and customer success.

But WHO is a strategic account for you?

Building and maintaining an account strategy is an ongoing effort that takes time and needs information. The more intel you collect on an account, the better your sales pitch, buying center understanding, and competitive advantage.

So, where to start looking you ask? Here are some ideas!