Enterprise sales, also known as complex sales, involves securing high-value contracts with large corporations. This process is intricate and typically includes a lengthy sales cycle, multiple stakeholders, significant business impact, and technical complexities.
Enterprise sales, also known as complex sales, refers to the process of selling large-scale solutions to large organizations or enterprise companies. These sales typically involve higher-priced products or services and longer sales cycles, requiring a strategic approach to navigate the complexities and multiple stakeholders involved.
Enterprise sales come with several challenges:
The pros of selling SaaS to the enterprise:
The cons of selling SaaS to the enterprise:
3 types of SaaS sales models:
1. Self-service model
The self-service model is designed for SaaS products that are straightforward, easy to use, and typically low-cost. This model emphasizes automation and minimizes direct interaction with the sales team.
Characteristics:
2. Transactional model
The transactional model is suited for mid-priced SaaS products that benefit from some level of sales assistance. This model balances automation with personal interaction to facilitate the buying process.
Characteristics
3. Enterprise sales model
The enterprise sales model is tailored for high-priced, complex SaaS solutions that require a highly personalized sales process. This model is focused on building long-term relationships and providing extensive support.
Characteristics
Enterprise sales are crucial for several reasons, each contributing to the overall growth and sustainability of a business. Here’s a detailed look at these reasons:
1. Revenue growth
2. Market positioning
3. Long-term relationships
4. Complex solutions
1. Sales cycle length and complexity:
Enterprise sales
SMB (Small and medium-sized business) sales
Mid-market sales
2. Deal size
Enterprise sales
SMB sales
Mid-market sales
3. Sales engagement
Enterprise sales
SMB sales
Mid-market sales
4. Relationship building
Enterprise sales
SMB sales
Mid-market sales
Se trata de encuestas breves que pueden enviarse con frecuencia para comprobar rápidamente lo que piensan sus empleados sobre un tema. La encuesta consta de menos preguntas (no más de 10) para obtener la información rápidamente. Pueden administrarse a intervalos regulares (mensual/semanal/trimestral).
Celebrar reuniones periódicas de una hora de duración para mantener una charla informal con cada miembro del equipo es una forma excelente de hacerse una idea real de lo que les pasa. Al tratarse de una conversación segura y privada, te ayuda a obtener mejores detalles sobre un asunto.
eNPS (employee Net Promoter score) es una de las formas más sencillas y eficaces de evaluar la opinión de sus empleados sobre su empresa. Incluye una pregunta intrigante que mide la lealtad. Un ejemplo de preguntas de eNPS son ¿Qué probabilidades hay de que recomiende nuestra empresa a otras personas? Los empleados responden a la encuesta eNPS en una escala del 1 al 10, donde 10 significa que es "muy probable" que recomienden la empresa y 1 significa que es "muy improbable" que la recomienden.
Creating an enterprise sales model involves several key steps, each designed to build a robust framework for engaging with large-scale clients. Here’s a detailed guide:
1. Understand your target market
2. Build a specialized sales team
3. Develop a structured sales process
4. Personalize Outreach and Engagement
5. Focus on Long-Term Relationships
Prepare your business for the enterprise market:
1. Product readiness
2. Robust infrastructure
3. Compliance and security
4. Sales and marketing alignment
5. Training and development