Written by Brian Sullivan
Enterprise pursuits pose many significant challenges for selling organizations, not the least of which is that these large, potentially game-changing deals attract the very best of the competition. In selling into smaller accounts, you certainly bump heads with tough competitors. But, in complex enterprise opportunities, the competitors are sophisticated and come prepared. Prepared to sell against you. And, for you to win, to prevail over these worthy adversaries, you need to know everything about them. Simply put, your strategy must account for them. You need to comprehensively understand their business models, their products and services, and any possible partners they might bring to the table. You also need to be able to clearly predict and evaluate the customized value propositions they’ll be banking on in each specific opportunity. Effectively executing in these areas will help ensure that you make educated business decisions to pursue the deals you’re most likely to win and to forego the rest.
Free report: 8 Uniques Challenges to Enterprise SellingImagine a client roster filled with the biggest and best od the world's corporations with names like Apple, IBM, Samsung, General Motors and more. Now imagine working with those clients every day, delivering great service and earning the right to grow over time. Winning enterprise business presents unique challenges to selling teams and selling organisations in genreal. First you need to understand how selling to large corporations differs the less complex world of selling to small and medium-sized companies. It takes time, energy, commitment and money but the payoff can be huge. Download your free guide now. |
Brian Sullivan is the Vice President of Sandler Enterprise Selling at Sandler Training, an international training and consulting organization. Prior to joining Sandler in 2012, Brian was in sales, sales management and P&L management positions with The Cap Gemini Group for thirty years and in sales positions with Xerox Corporation prior to his time with Cap Gemini. He also served as an adjunct professor for twelve years at Loyola University Maryland, where he received his BA in Business Administration and his MBA in Marketing.
Brian is the co-author of Sandler Enterprise Selling: Winning and Growing Enterprise Accounts and he is a frequent contributor to blogs and articles in business publications.
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