Kick starting your sales process may mark a new and exciting stage for your start-up, however the process is anything but straightforward. Various founders find and navigate through new learned processes, however an awareness to some complexities in the sales process will create actions to counter these challenges. Here are a few useful tips when you are getting started.
1) Recognize needs: Enterprise customers have unique needs and issues and is crucial to understand concerns and goals before making a case for the product. It is recommended to research and speak to people in various roles to understand their goals and needs as end users before solution selling. Working together with their team to make sure everyone understands the value proposition and advantages of your product. Stakeholders will ultimately make decisions about your product so it is key to understand their priorities that are more holistic in value to the organization.
2) Highlight value: ROI and value are focal points and drivers during any evaluation, identifying pain points and quantifying impact of these challenges on their business while demonstrating the suitability of the product to these scenarios creates lasting value and impact of your product
3) Buying Process : Depending on the market segment that becomes your target audience- every enterprise in their respective segment have unique and intricate approval and procurement processes led by varied evaluation cycles, budgeting processes and competition ; understanding these bureaucratic complexities in the buying cycle require understanding, adaptability and allowances within your sales cycle to address these challenges . Your sales team need to be adept at understanding these cycles and prompt in reaching out and communicating with your clients efficiently during this process
4) Data and analytics to drive evaluation: Enterprise customers are frequently data-driven and analytical, so use data to show the value of your solution and provide them insights into how it might help them reach their objectives. Further, your products that can showcase data applicable to your customers through built in and customizable reports and showcasing insights into how it can help them achieve their goals help create more confidence in your product and company
5) Create trust: When selling to enterprise customers, creating trust is essential. While there are more personal skills to building better rapport with your clients, using professional references, case studies and other educational material shared with them to show how your product or service has benefited other companies, creates the right path to building trust.
6) Support: Business clients want excellent service and assistance, so make sure your personnel is knowledgeable and attentive. Consider offering specialised account management and a 24/7 customer service.
These are a few known ways to get started and this should be a useful guide while getting started.