How do you sell SaaS software to enterprise businesses?

Posted by erikemanuelli under Global
From https://www.leadfeeder.com 2850 days ago
Made Hot by: Inspiretothrive on January 30, 2017 11:11 pm

There are some huge advantages associated with having enterprise customers using your SaaS products. Doing business with the big guys involves deals that tend to be more significant and more consistent.

However, at enterprise companies, there are more tiers and layers to management structures, so the process of obtaining final approval for your proposals can be long and cumbersome, resulting in deals wilting in your sales pipeline. Because of the elongated sales cycles involved, you may not even be talking to the proper decision-maker for the bulk of your communication with the enterprise.

So what do you need to know when nurturing relationships and selling software to enterprises? And what are the best strategies for better supporting and converting enterprise customers?

Leadfeeder breaks it all down for you….

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Comments

Written by erenmckay
2847 days ago

I found this article to be super useful, not only for businesses pitching to larger enterprises, but also for freelancers pitching to clients in general. People have so much responsibility nowadays that they just don't have time to listen to non useful information. I like the part where he tells us to cut the fluff and focus on the R.O.I. because that's the factor that will affect the buying decision the most.

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Written by ravichahar
2850 days ago

Hey Erik,

The idea seems great but it requires so much work to sell a product to an enterprise.

It's important to have a keen interest to know more about the decision maker and building the relationships.

There are many security concerns.

~Ravi

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Written by GrowMap
2850 days ago

Yes, you have to decide whether you have the patience for all the red tape and how long it takes them to make a decision - not to mention how many levels of decision-makers there are.

Every person has to decide where thy want to focus their efforts.

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