The Enterprise Sale from A to Z Paul Lesser #381

I try to keep things simple at Sales Babble and avoid the complex. But’s that not possible with today’s topic. When you’re selling a high ticket item, that requires a number of people to sign off, you know this sales is not going to be a cake walk. We call this the Enterprise sale or the complex sale and there is a specific strategy for ensuring success when you’re in this situation. But I’m getting ahead of myself. I’ve asked Paul Lesser to join the pod today. Paul is a sales guy. Never been a manager, never wrote a book and he’s not trying to sell you squat. He’s just an incredibly talented sales professional who get fired up and giddy with joy when it comes to the enterprise sale. In this episode Paul walks us through his sales strategy from A to Z

Enterprise Sale Quarterback

The enterprise sale revolves around nurturing customer relationships, which means longer sales cycles and higher risk. As the seller, you’re the most important element when it comes to securing and retaining enterprise customers. Top-tier companies demand personal attention and your company must provide tailored solutions for each one.

Enterprise sales are high-pressure, high-ticket deals. Paul recommends:

- Using LinkedIn to discover and research prospects
- Use the phone to reach out
- Follow up call with emails and LinkedIn InMails
- Try to meet in-person, not zoom
- Commit to a long discovery process. Deeply understand their challenges.

The level of care from your sales team will be instrumental in closing these long-term corporate customers. It’s worth the time and cost investments, as these are the customers that can guarantee the most stability and revenue for you over the long term. You are the quarterback, running the plays and keeping the team on task. If you do everything right, the deal will close itself.

How To Find Paul Lesser

- This is Paul’s LinkedIn: https://www.linkedin.com/in/paullesser/
- His company: www.nectarcorp.com

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