The Enterprise Sales Process

About this Video

• Video Title: The Enterprise Sales Process
• Channel: Software Sales University
• Speakers: Not specified in the transcript.
• Duration: 00:04:45

Introduction

This video outlines a nine-step Enterprise sales process designed to align with the Enterprise buying process. It emphasizes an incremental approach across multiple meetings with multiple decision-makers, differentiating itself from transactional sales processes. The process begins with prioritizing leads and concludes with the handover to a client partner.

Key Takeaways

• Vetting and Research: Thorough research on the account, organizational structure, and key decision-makers is crucial for securing a meeting. The approach should clearly link the client's strategic goals to the offered solution.
• Outreach and Open Sales Cycle: Effective outreach includes a clear introduction, context, and value proposition, aiming to secure a pre-qualification call or meeting.
• Pre-qualification: This step verifies the decision-maker, timeline, budget, and willingness to evaluate the solution.
• Discovery: A structured questioning process to uncover needs, buying criteria, and the value proposition. This involves understanding roles, priorities, cost hierarchies, workflows, and decision-making processes.
• Demo: A tailored demonstration aligning with the client's buying criteria and future state, addressing pain points identified during the discovery phase. It co-authors the solution with the client.
• Co-author Business Case: If needed, collaborate with the client on an ROI model using their input and assumptions.
• Proposal: A needs-based proposal, co-authored with the client, considering their typical vendor evaluation process and budget options.
• Closing: Securing signed purchase orders based on the agreed pilot structure and laying the foundation for future upgrades.
• Onboarding and Client Partner Handoff: Ensuring client success through proper onboarding and introducing them to the client partner who will manage the pilot and demonstrate ROI.