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PEAK Sales 203-264-1197 | Trumbull and Farmington, CT
 

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Enterprise Sales

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time.

Read Time: 6 Minutes

You can close prospects all day long, but if you can’t keep them you make your prospecting efforts twice as difficult.

We spend a lot of time coaching sales professionals and management teams on lead generation and client acquisition. Building the pipeline, getting appointments, getting past gatekeepers.  An area where companies need to direct their focus toward is managing and delivering to their current prospect and customer accounts. We use the KARE strategy.

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out. Months and years can pass while pursuing an opportunity with an enterprise organization. And as the time passes, the doubt, uncertainty, risks, and costs add up. And this draining of resources goes beyond the financial.  The human assets applied to an enterprise pursuit and the overall energy of the selling organization are also casualties over time.