Entire sales process when selling to enterprise clients?


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What does a full sales cycle look like when selling a SaaS solution to enterprise clients?

Here is what I think is how it works:

  1. Try to find a decision maker at the company.
  2. Try to contact that person and offer to give them a demo of your product.
  3. Give a live demo to the decision maker and field questions.
  4. Decision maker takes some time to get back to you if they want to buy your product or not.
  5. ???
  6. Profit

Sales Strategy Enterprise Saas Selling

asked May 22 '14 at 18:28
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Sheryl Chung
4 points

1 Answer


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For starters, the decision maker and the person who feels the pain you're solving could be different people. You need to sell to the people who need the product, they will then help you with influencing the decision maker.

Secondly, you cant just jam your product in front of their face, hoping that they'll buy it. Before you give a demo of your product, you need to do some research, as well as actually talking and listening to the client. This is called customer validation/development. If this doesn't mean anything to you, you should read The Lean Startup and The Mom Test - or engage someone who is experienced in selling to enterprises.

answered May 22 '14 at 22:09
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Nick Stevens
4,436 points

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Sales Strategy Enterprise Saas Selling