Unlocking the Secret to Converting Enterprise B2B Opportunities (part 1)

Ever wondered why, despite a perfect pitch and a promising pilot, your enterprise B2B opportunities aren't turning into contracts?

Do you recognize this? You’ve pitched your product, delivered demos and maybe even sold a pilot on their innovation budget, sent in several revised proposals, answered more questions than you ever have before, spent countless hours in presales, and then, after weeks of waiting and enquiring you get a cryptic answer like:

• “We have a shift in priorities”
• “We postponed the project”
• “We are still considering”
• “Contact us next year”

What "BS" answers have you ever received from large enterprises? Feel free to add them in the comments below.

In fact, they often don't have the guts (or right) to tell you that your company just failed their internal "trust"-test: their answer lies in the elusive currency of trust. Large enterprises, inundated with options, look beyond the solution to the provider. Trust in your company, team, process maturity, cybersecurity, and your ability to navigate their complex IT landscape becomes the deciding factor. Large enterprises want to de-risk themselves as much as they can. So, ask yourself: what steps have you pro-actively taken to facilitate their de-risking attitude?

Convincing a prospect of your solution's value is only half the battle; winning their trust is the real game-changer

Many newcomers to the enterprise arena overlook a critical final step: earning trust. Convincing a prospect of your solution's value is only half the battle; winning their trust is the real game-changer. This challenge is magnified in an enterprise setting, where the buying committee's scrutiny extends far beyond the surface.

Imagine trying to integrate into a large enterprise's intricate web of IT operations, governed by strict protocols like ITIL, with multiple partners and competing interests. Your potential clients are assessing whether you can seamlessly fit into this ecosystem. They're evaluating your onboarding processes, incident handling, and how well you can work within their existing frameworks.

Tip: put yourself in the shoes of the person in charge of the service portfolio at your prospect, and try to understand what would give you the confidence that a solution and company like yours could successfully blend in from a service management perspective.

One of the keys to unlocking B2B sales success with large enterprises isn't just about selling a product; it's about demonstrating your capability to be a reliable, integrated partner in their operations. Your solution may cover 45° of their risk assessment, but earning their trust covers the remaining 315°.

What hurdles have you encountered in the past, selling to large enterprises?