Enterprise Sales - What about Enterprise NEEDS?
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.
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For obvious reasons, large organizations have different needs than smaller ones, be it the sheer volume of procurement down to enhanced management functionalities that your proposal will need to bring to the table. Larger enterprises are looking to have their unique requirements solved and expect a certain amount of adoption of your service or product to their individual needs and ideas.
Tactics to help you
Executive alignment: In strategic deals, the interests of both organizations need to get aligned. In order to win the deal, you will need to lobby for this direction on both sides. Bringing together the prospects’ decision-makers with your executives (if well-briefed) can be a powerful tool.
Make the team work: you will have to bring in different stakeholders from your organization to discuss certain aspects of your proposal with the experts on the other side. Make sure they are briefed, they understand the importance of the sale and they know their role and counterparts to play.
Pipedrive Best Practices to excel:
Use tasks to remind yourself to talk to internal stakeholders
Have your forecast accurate using products, and forecast in Pipedrive to make everyone aware of the significance of the deal
