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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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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