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Today& #39;s Sales Tip - Fast and Slow
One of the more frustrating aspects of sales for early stage start-ups is the decisionmaking process and the slow pace of progress when selling to big, brand-named B2B accounts.
A short thread.
One of the more frustrating aspects of sales for early stage start-ups is the decisionmaking process and the slow pace of progress when selling to big, brand-named B2B accounts.
A short thread.
Of course, you want to move the sales process as quickly as practical. (Compress Time - http://brendanmcadams.net/compressing-time-to-improve-sales-success/)
But">https://brendanmcadams.net/compressi... it& #39;s important to understand that most companies simply can& #39;t move at the same speed as a start-up.
But">https://brendanmcadams.net/compressi... it& #39;s important to understand that most companies simply can& #39;t move at the same speed as a start-up.
They have:
- committees
- a budget approval process
- to build internal consensus
- to deal with internal politics
- to wait on legal review
- other initiatives and distractions
Basically, large enterprises are big, slow-moving, inefficient behemoths.
- committees
- a budget approval process
- to build internal consensus
- to deal with internal politics
- to wait on legal review
- other initiatives and distractions
Basically, large enterprises are big, slow-moving, inefficient behemoths.
Delays and silence don& #39;t (necessarily) mean a lack of interest.
But they do require you to have a strategy.
But they do require you to have a strategy.
Right at the outset of your sales effort:
- Create reasons to reconnect
- Develop multiple customer contacts, and stay in touch
- Have phone conversations
- Keep prospecting (and include their competitors)
- Anticipate delays (and manage internal expectations)
- Create reasons to reconnect
- Develop multiple customer contacts, and stay in touch
- Have phone conversations
- Keep prospecting (and include their competitors)
- Anticipate delays (and manage internal expectations)
There is an almost direct correlation with company size and the pace of decisionmaking. Selling big brand-name B2B deals can be worth the effort, but go into it with a clear eye, patience and stamina.
Remember, enterprise clients are essentially buying your ability to be quick, nimble and innovative.
So don& #39;t expect it from them.
So don& #39;t expect it from them.
