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Written by Brian Sullivan

In selling to enterprise accounts, the sales cycles can be long and drawn out. And over time, of course, uncertainty, risk and doubt increase. To say nothing of the costs, financial and otherwise. But in the midst of all of the difficulties dictated by the passing months, some positives do exist for selling organizations that have their acts together. For in these long pursuits do come opportunities. Opportunities to prove your responsiveness, follow-up and attention to detail. Opportunities to, simply put, do what you say you’ll do. Because it’s possible that you’ll have competitors who might become just a bit forgetful as the seasons pass. They might just take their eyes off the ball. Maybe they’ll completely miss a request or tactically issue a boilerplate response instead of devoting the required hours to a meaningful reply. At just the right time to leave just the wrong impression.

So stay focused. Trusting that you’ve done your due diligence and that the deal is well worth pursuing, make sure that your actions show that the deal is worth pursuing well. Be certain that your actions give the prospect organization a clear view as to what they can expect of you after you’ve won the business. Show them in the pursuit, what they will ultimately see in you as their partner.

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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.

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