There’s a reason why enterprise deals are so big. It’s not just about how many users you sign up.
Selling B2B SaaS Tech Sales to enterprise customers is hard.
Can you afford long sales cycles?
You typically need 6 to 18 months to close an enterprise deal.
Don’t despair if you can’t sell and service large enterprise customers. You can go upstream into the enterprise if you start to gain steam in the SMB space.
Your first step should be to find the right people within the enterprise.
This technique works great for cold referrals, once you’ve identified the right person. Develop an internal champion and let them run the show.
During the Top Down Sales process, you will be challenged on everything that makes SaaS “SaaS”.
There is a self-sign-up model for B2B SaaS Tech Sales. They want to be sold by an account exec.
SaaS typically comes ready-made. But they want a customized version.
The cloud is where SaaS is typically located. They’ll want to look at the on-premise version.
Enterprise customers are very concerned about security. providing a Complete Guide to Enterprise Sales is very important to any enterprise business.
If your customers or prospects don’t understand your security needs, it will kill your deal.
Enterprise customers want more control over users and data.
You need to understand the buying process of the enterprise and know the stakeholders involved in closing the deal.
The contracts written by the legal departments of enterprise customers are often their own. You will have to pay thousands of dollars for legal counsel to decipher corporate lawyer speak.
Know what you can and cannot promise
Don’t be secretive. Don’t promise to fulfill requests you can’t do. Don’t agree to everything they propose. Proactively manage the process if an enterprise customer wants to do a pilot. You should make sure that your product is adopted.
Charging for enterprise deals
These are just some of the reasons why you want to charge a huge markup on your regular monthly price.
If they request discounts, be sure to start with a very high price that gives you room to negotiate.
You’ll negotiate prices with each department of the store. And once you’ve reached an agreement, it will be passed on to the next department, and they may request a discount again.
Offer them a big (and expensive) training and support package.
Don’t accept anything less than a pre-paid 1 or 2-year contract. It doesn’t make sense to sell monthly deals to enterprise customers. The work you will have to do to make them a successful customer is going to be massive.
Make sure you’re getting paid enough money to make it worth the effort.
The great thing about this is that there is only one large enterprise client that could drive the growth of your business.