How to Close C-Level Enterprise Deals that Touch Multiple Departments
Sales Questions Brutally Honest Answers - PodCast
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When selling to the enterprise, we not only need to compete with other vendors but also compete against "No Decision". When I speak with Sales Leaders, they share that for deals that are funded and are a great match, more than 80% still do not close. So "No Decision" is a huge challenge because we do all the work, and they take just as much time, yet there is no commission because there is NO deal. This is nearly impossible to repair but entirely preventable. This is the topic for today's Brutal Truth podcast.
Here is what you will learn:
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1 年Awesome
Director of Sales | SAAS | Enterprise Software Sales.| Pre-IPO / Early Stage | Technology | Complex Sales
1 年Ok lets get this straight once a for all. lol. Change and the resultant risk has always been the main reason it is hard to sell disruptive technology. Great sales people overcome this by developing a strong executive sponsor with the juice to support you in your efforts and to convince key stakeholders that not changing presents more professional risk than embracing the change will pose. A manager needs to have a deal review process that helps a rep. to be sure they have that kind of sponsor. Remember that when you sell disruptive technology you are going to have to tell the prospect how the POV and overall evaluation needs to be done. This alone will make some members on the evaluation team break out in a rash! They will want to conduct the POV they way they evaluate everything else they buy. But, that likely will not work. You must tell them how it needs to be done and get your executive sponsor to tell the key players to do it your way. You business case and ROI have to be compelling and need a commit to buy if the POV proves it. If you want to know how to orchestrate a process to ensure success please reach out!
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1 年Interesting One
Director of Sales | SAAS | Enterprise Software Sales.| Pre-IPO / Early Stage | Technology | Complex Sales
1 年yes but no! Yes change is the main issue. But no its not something you can pull of unless you have a great deal review process that helps you understand the players and if you can off the proof and business case and proof to overcome the change issue is the key. before the proof of value you must have a commitment to buy from an executive that has the juice to support you in organizing and executing the proof you need to that will prove the value and obviate the change issue. BTW if you don't know what I mean by this you should reach out cause you are in big trouble. lol!
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1 年Great post