Selling in mid- to large-sized businesses is never as straightforward as selling to small businesses. Closing a sale with large organizations often means convincing a group of stakeholders–the decision-making unit or “Jury” in the terminology of The MIT Entrepreneurship Center–to fire their existing solution, and
If prospects bought too fast, it means it wasn’t expensive enough. If prospects didn’t want to buy, it might mean it was too expensive. – Andre Gilbert, B2B Sales Veteran Great — you were able to convince the stakeholders to sign on. Now, you need
The goal of any customer interaction is to help move the relationship forward. To make sure that it is during your pilot projects, it’s essential to include terms for a conditional purchase of software. To avoid endless periods of pilot trial, it’s best to build
As a rule of thumb, the bigger the sale amount, the longer the sales cycle. For startup founders who have never experienced an enterprise sales cycle, this can be quite unsettling. Yet, the average number of attempts needed to make a sale is eight to
Your prospect said no? It doesn’t have to be final. Getting your offer rejected is part of the learning process. The key thing with rejection is to understand why customers don’t buy, and find a way to counter the objection. 13 Reasons Why Customers Don’t
