9 Tips for Closing Bigger Deals
Strategies to succeed in enterprise sales
1Hire the Right Sales Leader
Hiring an experienced Chief Revenue Officer or VP of Sales is crucial for closing big deals. This person should be an expert in selling at high price points. The right leader will help you maximize value without alienating the customer. Making this hire now will significantly boost your sales performance.
2Be Aggressive Yet Patient
Big deals take time, so patience is key. However, adopt an aggressive approach to shorten the sales cycle. Companies like Salesforce and Box have made nine and seven-figure deals routine. Achieving this level of success requires continuous effort.
3Focus on Customer Success
Customer success plays a critical role in the post-sale process. Happy and engaged customers drive organic growth. Assigning a Customer Success Manager for every $500k in annual recurring revenue supports this process. This increases customer loyalty and expansion opportunities.
4Accept Longer Sales Cycles
Closing big deals can take time. Strive to shorten the process but remain patient. As a new startup, closing a $1 million deal in 30 days is not feasible. Take strategic steps to accelerate the process.
5Meet Customers Face-to-Face
Meeting customers face-to-face positively impacts the sales process. Having the CEO join customer meetings increases satisfaction. While Zoom meetings have surged during the pandemic, face-to-face meetings have a greater impact. Boarding a plane when competitors won’t gives you a significant advantage.
6Build an Enterprise Sales Team
Create a specialized enterprise sales team to close big deals. This team should consist of individuals skilled in closing large deals. Even if it starts with just a few people, this team will enhance your sales performance.
7Continuously Raise Prices
Consistently raising prices at high price points is a key strategy in enterprise sales. This helps customers understand the value you provide. Price increases boost your average revenue per customer and support company growth.
8Meet Enterprise Requirements
Address enterprise customer needs by implementing standards like SOC-2, HIPAA, and DR policies. For example, OKTA CEO Todd McKinnon halted all feature development for a year to prevent service downtime. This earned the trust of enterprise customers.
Original article: SaaStr — Büyük Anlaşmaları Kapatmak İçin 9 İpucu