What is this site about?
01 Mar 2023 - Frans Vanhaelewijck
Unveiling the Secrets of Enterprise Sales
Creating software product companies that sell to large enterprises is a different ball game compared to selling to smaller businesses:
First of all, let’s address the elephant in the room: the sales cycle. It’s longer, much longer, and yes, it can be frustrating. But don’t let that discourage you. If you succeed, the payoff should be worth it. Large enterprises are ok paying higher unit prices for their more demanding requirements.
However, meeting these needs is easier said than done. There are many extras to consider, and it can feel overwhelming. Once you have an agreement on a deal, the contract negotiations can drag on for months, insurance requirements can be in the millions, and compliance guidelines can be a minefield. And that’s just the tip of the iceberg. Navigating compliance requirements, approved vendor lists, and master service agreements can be a challenge in itself.
So, how do you navigate all this? Consider this site as a catalogue of solutions for practical issues faced by entrepreneurs in the midst of transitioning to large enterprise sales.
A gentle reminder: use these insights with care. What worked in one specific situation may not work for you. Every deal and every customer is unique, and you need to tailor your approach to each one.