Enterprise Sales - it’s all about building & maintaining relationships
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.
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Four Tactics to help you
Stay in touch with your contacts and show interest in their needs within and outside of the daily business interactions.
Look out for content releases relevant to them as a casual reason for a touchpoint.
Create events that allow you to meet e.g. organize a reference meeting with another customer or create a round table session.
Work with your team to define who will build a relationship with whom on the prospect side.
Three Pipedrive Best Practices to excel:
Create a filter for your account on the contacts timeline view to see where you haven’t been in touch.
Make use of the contact-owner feature in Pipedrive - the person owning the contact owns the responsibility to build a relationship with them.
Check the vizrm chart to see where you have overdue activities and stay on track with your execution plan.
