MarketStar Blog

Every company wants a faster sales cycle. The challenge with selling technology is that selling complex solutions requires a more complex sale process, which means a longer sales cycle. The length of the sales cycle also depends on your target customer.

You know that selling B2B technology is hard, and selling B2B enterprise technology is even harder. Enterprise sales, like enterprise infrastructures, are more complex with higher price tags, and that means higher risks for buyers. Making the wrong purchasing decision can have a domino effect that can affect the entire enterprise infrastructure. That’s why enterprise buyers are more cautious and deals require more stakeholders and take longer to close.

The best sales reps are like chameleons—adapting their sales pitch to resonate with the way a client best receives it. 

The nature of small- and medium-sized business (SMB) sales has changed, especially with the COVID-19 pandemic, and sales reps have to adapt their sales conversations accordingly. With the disruption in operations caused by the pandemic, SMB concerns are different. Business is slower, cash is tighter, and the future is uncertain. SMB operations need to solve a new set of problems.

Everyone wants to save money, but there are times when you need to invest more to get more in return. You have undoubtedly heard the thread-worn platitudes “penny-wise and pound foolish” and “you get what you pay for.” They certainly apply when outsourcing sales. If you want superior results and a higher ROI, expect to pay a premium for expertise, technology, and service.

Closing the deal is only the first step of a successful sale. Once the contract is signed, you have to ensure a smooth transition from prospect to satisfied customer. That is the essence of solution selling: ensuring customer success.

When you understand that customer success is the end game, you can take steps to guarantee that the customer gets maximum value from the contract, starting with a smooth transition from prospect to customer. When you develop an onboarding strategy that focuses on the customer’s needs and on developing a path to solve their problem, you promote greater customer loyalty and increased renewals.

If you know anything about selling technology, then you know that enterprise sales are different from all other types of technology sales. Selling enterprise solutions has its own set of rules and a unique decision-making process. To thrive at enterprise sales, you have to appreciate what makes the process unique and know how to adjust your sales process to overcome the unforeseen obstacles you might encounter along the way.

You are being measured. How do you stack up? Are you proving your client’s return on investment (ROI)?