Everything You Need To Know About Enterprise Sales

The world of sales has changed more than most industries in the last decade. Consumers have more power than ever and information is literally at their fingertips. This puts a lot of pressure on businesses to evolve their enterprise sales strategies to meet current consumer needs.

If you’re looking to adopt enterprise sales techniques in your organization. But, if you aren’t sure where to start, this blog will help! It covers everything. Let’s get started!

What Is Enterprise Sales?

Enterprise sales is selling to large businesses or companies. In other words, enterprise sales is a channel of distribution that allows you to sell your products/services directly to corporations. This can be done through direct sales, business development reps (BDRs), or consultants who work on commission and get paid based on the size of their contracts.

Enterprise sales is different from small business sales because of the size of the companies you are selling to and the amount of money you can potentially make. Enterprise sales is often done over a longer period of time than small business sales, which makes it more strategic and complex.

Related Post | What Is Enterprise Marketing?

Importance Of Enterprise Sales

Enterprise sales is really important for businesses due to the following factors:

Build brand credibility with your customers

As an industry leader, you need to build trust with your clients by showing them how reliable and trustworthy you are as a company. Plus, they’ll want to do business with you again in the future if they see how much value you provide them now.

Kick-start your revenue with well-executed deals

If you’re a startup or an early stage company, there will be a point where your revenue will not be enough to sustain your business. One of the ways to get past this hurdle is through enterprise sales. This can also help you gain more experience in dealing with bigger clients and their needs.

Deepen your relationships for the long haul

Even if you don’t land an enterprise sale right away, it’s still worth pursuing because it can lead to long-term success with a single customer or client. In fact, many companies use enterprise sales as an opportunity to build relationships with their customers so they’ll come back again and again in the future — even if they don’t need something right now!

Challenges Of Enterprise Sales

The most common challenges of enterprise sales are:

Sales cycles are longer

In most cases, you can’t just jump on a call and close the deal within 24 hours. Enterprise sales often require multiple meetings over several weeks or months, so your prospecting strategy should change accordingly.

Selling motion needs to be airtight

When it comes to enterprise sales, there are no shortcuts — you can’t just tell someone “Our product is amazing!” and expect them to sign on the dotted line right away. Instead, you need to lay out your case in detail and give them all the information they need before they can make an informed decision about whether or not your product is right for them.

How To Create An Enterprise Sales Model?

The enterprise sales process is complicated, but the basic steps are simple. Just remember: It’s all about selling the right thing to the right person at the right time for the right reasons.

Sell the right thing

When you’re selling to enterprise customers, it’s not just about having a solution that fits the problem. You need to have a solution that fits your business.

Selling to enterprise customers means understanding how different companies work and what makes them tick. You need to understand the priorities of your target customer and connect your product or service to those needs. So, focus on selling one thing really well.

Focus on the sweet spot in your market

Enterprise sales often come down to prioritizing your accounts — deciding which prospects are worth pursuing and which ones aren’t. How can you strategically allocate resources so that each salesperson works closely with the most promising clients?

The temptation to expand into every market is strong. To avoid spreading yourself too thin, focus on the markets where you have the highest chances of success and forget about everywhere else.

Get into “solutioning”

This means working with customers to understand their pain points and helping them find solutions rather than just selling products or services.

How To Succeed In Enterprise Sales?

Here are some helpful tips on how to succeed in enterprise sales:

Understand the customer’s pain points

Before even getting started with the sales process, it’s important to understand what your customer’s pain points are. You can do this by speaking with them directly or looking at their website or marketing materials.

By getting a sense of what they’re trying to accomplish and what challenges they’re facing, you’ll be better equipped to demonstrate how your product or service will help them get closer to their goals.

Understand the customer’s business needs

Try and get a better understanding of the customer’s business needs. Why do they want your product or service? What problems does it solve? How does it fit into their overall strategy? These questions will help you tailor your pitch so that it addresses exactly what they need right now instead of trying to sell something that doesn’t make sense for them right now (or ever).

Understand the customer’s buying process and buying decision-making process

You need to know how many people will be involved in the decision-making process, who they are, and their roles. For example, if your customer is a large corporation with multiple divisions, each division may have its own budget and purchasing requirements.

Understand their organizational structure and culture, as well as how it impacts purchasing decisions

For example, if your customer is a small business with few employees but lots of owner involvement in decision-making, then your product might not be suitable for them because only one person would be able to benefit from it.

On the other hand, if your customer is a large multinational corporation with thousands of employees but limited ownership involvement in decision-making, then your product might be perfect for them.

We hope the information provided here will be beneficial for you.

You can increase your sales 2x with the help of Mr.E tool, by EasyLeadz, the B2B contact data provider of top management.

Enterprise Sales

Sales Intelligence

Sales Process

What Is Enterprise Sales

Proven B2B Sales Strategies To Bring You More Customers

Welcome to the wonderful world of B2B sales!

If you’re reading this, chances are that you’re ready to take your B2B sales game to the next level and we are here to help. You might be doing the best in your business but still having a hard time with the sales processes.

It’s normal, given the competitiveness of today. All brands are struggling with their sales strategies to improve their profitability.

But don’t worry—we’ve put together a guide full of proven B2B sales strategies for landing new clients in a way that’s scalable, effective, and easy. So read on if you want proven ways to get more customer leads than ever before!

What is B2B Sales?

B2B is an acronym that stands for business to business. B2B sales is a process of selling products and services to other businesses. It is a long-term sales process, which requires you to build trust with your client and establish credibility over time.

It’s more complex than B2C (business to consumer) sales because it involves multiple stakeholders within the organization. You have to get all the stakeholders involved—including management, marketing, sales, and finance—on board with your solution before you start selling it. This can take time, so be patient and persistent!

Because there are multiple stakeholders involved in each deal, there needs to be a consensus among them about whether or not they want what you’re offering; otherwise, you’ll never get anywhere with them.

B2B Sales Challenges

Today, sales professionals face more problems than those they faced in the past years. Here are some of the challenges that your business will have to overcome with your B2B sales strategies to close more deals.

Now Buyers are more skeptical

It’s becoming harder and harder to get your target audience to notice you. But that doesn’t mean you should give up. The key to success lies in a thorough understanding of how your potential customer thinks and acts. The first step is understanding that customers are more skeptical than ever and they’re actively seeking information they can trust.

B2B Buyers want reviews and testimonials

You don’t want to spend money on something that isn’t going to be worth it. This is where the importance of reviews and testimonials comes into play. If you have more reviews and testimonials that speak highly of your products or services, then there is a good chance that you will get more customers.

Consumers are smart these days, so make sure your website includes a lot of content that speaks highly of your business.

Buyers are aware of the risks of purchase

When purchasing a product, service, or solution for their business, buyers are very aware of the risks of making a bad purchase. They don’t want to take a chance with their money, time, and resources—which makes sense!

In a B2B sales scenario, one of the main risks for a buyer is purchasing something that doesn’t work well with their existing systems or processes. It’s important to understand what concerns buyers may have when making purchases and what points you need to address in order to close the deal.

B2B Sales Strategies To Win More Customers

When you constantly implement strategies like those below throughout your sales journey, you will be able to win more customers:

Embrace Sales Enablement

Sales enablement provides information and resources to your clients that help them to make better buying decisions. Sales enablement can take many different shapes and forms depending on what resources you’re providing and why you’re doing it. For example:

Salespeople can use sales enablement to help customers determine which of your products or services will best suit their needs and help them to understand how they work.

Marketing teams can use sales enablement as a way to provide prospects with a list of benefits that your company offers so that they can make an informed decision about whether or not your product is an ideal fit for their business.

Customer service representatives can use sales enablement as a way to demonstrate how your company can solve common problems through your products or services.

Understand Your Prospects Well

Understand your prospects well enough to be able to anticipate their questions and objections before they even ask them. You need to be thinking about how you can help them through that buying process from start to finish. If they’re not ready yet, you need to make sure there’s a place for them in your funnel, so that when they are ready they can find their way easily back into your sales funnel again.

Empower Your Salespeople

Empower your salespeople by encouraging them to set up their social media accounts and encourage them to post relevant information that your target audience will find helpful. Let them share case studies of how your business has solved their pain points.

Align Sales And Marketing Teams Towards The Same Goal

When it comes to selling your product or service, you already know that sales and marketing departments aren’t always on the same page. One is about the numbers, the other is about relationships. But it doesn’t have to be this way.

In fact, when sales and marketing people work together towards the same goal, they can be a powerful team that’s able to knock down doors. Applying this tactic can help you get even better results.

Create Buyer Personas

Create buyer personas for each target prospect, so you can tailor your approach and message accordingly. The more information you have about them, the better equipped you’ll be to sell solutions that meet their needs.

Also consider using social media platforms like LinkedIn or Facebook Ads to target specific types of buyers who would benefit from what you’re offering—this way, when they come across an ad for one of your solutions, they’ll already know exactly what it does and whether it could help them achieve their goals.

Get To Know Your Customer’s Pain Points And Challenges

One of the best sales techniques is to ask questions and guide customers toward what you have to offer. By asking specific questions about their challenges and pain points, you’re able to create an image in their mind of themselves using your product or service to fix those problems.

Sell Solutions, Not Products

If your product is something that solves a problem, then be sure to highlight the problem you’re solving and the needs that it meets. If your product is a tool or a resource, then make sure you explain why it’s valuable and how the customer will benefit from using it.

Understanding what motivates your audience is essential to capturing their attention and moving them to take action. Once you know their desires, you’ll be able to position yourself as an authority in their eyes and convince them that you’re the solution.

Nurture Leads On Various Social Media Platforms

When your customers are on social media, so should you. So, meet your target audience on social media platforms like LinkedIn, Twitter, and Instagram and build relationships with them. Because social media has proven to be a powerful tool in connecting with audiences and potential clients.

Take Follow-up On Cold Leads

The most important part of any sales strategy is the timely follow-up. When you pitch to the leads, they won’t make a purchase soon. So, it’s your duty to keep them warm until they are ready by sending them follow-up calls or emails from time to time.


We’re confident that if you follow these strategies, you’ll see your B2B sales increase dramatically! Adding them to your team’s repertoire will help your team connect with more customers, and ultimately lead to more sales.

Want to reach more customers, try our contact-finder tool, Mr.E by EasyLeadz

B2b Leads

B2b Sales

B2b Sales Strategy

Sales Process