“It’s not just about the deals that you’re closing. It’s also about the relationships that you build internally and externally. Those are what’s going to bring you the best value long-term. And there’s quite a lot of cash to be made in the Enterprise sector, so that’s also a good incentive.“
This 7-minute talk by Sophie Pease, Enterprise EA at Cognism, packs more punch than Tyson Fury…
What does it really take to move from commercial to enterprise sales?
How can building relationships make or break your enterprise deals?
Why patience isn’t just a virtue but a necessity in enterprise sales?
My top 7 lessons:👇
- Know the enterprise space:
It’s like switching from a 5K run to a marathon.
Enterprise sales involve longer cycles and more complex decision-making.
It’s not just about closing deals quickly; it’s about understanding profound industry challenges and crafting compelling business cases.
- Go deeper than your competition:
Trust and rapport are your currency.
It’s about understanding the client’s business and empathizing with their changing pains.
Each stakeholder might have different priorities, and your solution should resonate with all of them.
- Be patient:
Enterprise deals are marathons, not sprints.
Rejections and delays are part of the journey.
Use these setbacks as learning opportunities and keep a growth mindset. It’s about playing the long game.
- Work together to get the deal:
You’re not just selling a product; you’re selling a partnership.
Leverage your team’s expertise – marketing, product, customer service – to build comprehensive proposals.
Bring them into meetings to add confidence and depth to your pitches.
- Keep learning:
Stay ahead of the curve.
Engage in continuous learning through industry news, webinars, and networking.
Treat learning with the same importance as client meetings.
The sales landscape is ever-evolving, and so should you.
- Get personal:
In enterprise sales, no two accounts are the same.
Develop detailed plans, identify stakeholders, and tailor your approach.
Regularly review and adapt these plans as you deepen your understanding of the client.
- Build relationships for the future:
It’s not just about closing deals; it’s about the relationships you build along the way, both internally and externally.
These relationships are the bedrock of long-term success and significant financial rewards in the enterprise sector.