Enabling People to Buy
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
Enterprise selling is about enabling people to buy.
Buyers value being educated about what's being offered, and you need to have a full understand of their business needs and objectives.
Great rundown by Richard Napolitano down below!
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Enterprise Sales: It’s Not about Selling— It’s about Enabling People to Buy
What the Idea Is: In an enterprise sale, it’s not about selling; it’s about enabling people to buy.
Why It Is Valuable: When they think about selling into the enterprise, people are often confused about what it takes. At the end of the day, it’s about understanding the nature of the clients, their business, their pain points, their risks, their hopes, and their dreams.
Enterprise clients are sophisticated business and technology people. They actually object to being sold to. However, they are open and profoundly interested in being educated and learning about what you have to offer.?
How It Works: Selling to these clients is more about listening and education than anything else. Detailed account plan templates from Miller Heiman or MEDDIC are often used to streamline this process and create consistent systematic campaigns.
The sales process is not the lone-wolf activity of a sales hunter, but a coordinated campaign where the sales manager is the offensive coordinator calling the plays throughout the game to ensure a win. Salespeople can err here, when they allow it to become too much about personal ego and not about team involvement. They will not be able to take down the big accounts without the support and participation of a team. Using product sales as an example, some people who should be included in that team are the founder, the CTO, and the lead product manager. You may often have a VP of engineering substituting for the founder in much larger organizations.
In conclusion, the enterprise sales enablement is about educating the prospect using a systematic and coordinated sales campaign that allows the client to choose to purchase a solution rather than being sold something. When done correctly, enterprise sales wins are the major leagues of professional sales and result in lasting relationships for many years.?
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