Empower Your Enterprise to Close More Sales for Enterprises

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- Enterprise deals are the best. The deal sizes are huge. The churn tends to be low for that segment. And then you get incredible case studies from well-known brands. And when you get those case studies, the smaller companies wanna buy from you more because if it's good enough for this big brand, it's probably gonna be good enough for them. They're amazing, and, but there are some pitfalls. Enterprise sales, enterprise deals are like big game hunting and they're fraught with real traps and real pitfalls. So having been in companies where we did both mid-market deals and enterprise deals, and we actually went up market to do enterprise deals. I'm gonna walk you through the three principles you absolutely need to know to transform your enterprise sales process, and avoid some common pitfalls that can trip you up in deals. Intro. (upbeat music) What's up everybody. Welcome to Unstoppable. I'm TK, and on this channel, I help SaaS founders like you grow your size businesses faster with an unstoppable strategy. If you are new to this channel be sure to hit the subscribe button and that bell icon, that way you'll get notified every single time I drop an episode, which is about two to three times a week with the TK energy. Now, if you're already part of our growing community, if you're a part of my SaaS Go-To-Market coaching program, welcome, it's really awesome to see you over here. Now, I remember when I was at ToutApp, we actually went through this whole process where we went from self-service to doing deals in the mid-market and then we went up up market again, and we started selling into the little enterprise. ToutApp sold to Marketo, and when we went into Marketo we did a whole two-year transformation where really the core thesis was, Marketo was already phenomenal at mid-market, their core thesis was to go from the mid-market and the little enterprise they were in, to really big enterprise deals. So, having been part of these transformations, having had the experience in being part of big enterprise deals, I'm gonna walk you through the three principles, oops, there's a third one, you absolutely need to know to actually transform your enterprise software sales strategy and make sure that you avoid some of these common pitfalls that come up on these deals so you can actually close more of these deals. So if you're excited to dig in and go in and smash that like button, and let's go into principle, number one. So, principle number one, starts all the way at your homepage and your pricing page. If you are serious about doing enterprise deals then it's super important for you to own that, to be upfront about that. So make sure you actually have a talk-to-sales button. More important than that, one of the most important things you need to do in your pricing page, is not cite any pricing when it starts to get into the enterprise tiers. Now, look, if you have a $100 a month plan up to like maybe a $250 a month plan, that's okay. You can keep that in the lower tiers and make it super clear that it's for smaller companies. But under the enterprise column, don't put any sort of crazy price like, "Oh, it's $2,500 a month." Like no one is gonna buy. It's just gonna turn people off. So it's super important for you to not put a price there and say, "Look, every enterprise deal is a unique snowflake, "which they are. So come talk to us. "We will talk to you about the benefits about the platform, "the transformation we're gonna bring. "And we'll also talk about pricing "if and when the time is right." And that way, you don't scare people away right from the beginning because by the time they're on your website if someone from an enterprise company is looking, they don't really have budget. They don't know if they have budget. They don't know if they can swipe the credit card. They know it's gonna be expensive but they don't know how much so you're better off not scaring them away right off the bat. So, principle number one is be sales friendly, put in, talk to sales and also don't put in your enterprise price, just say talk to us for pricing. Completely standard, a lot of people don't do it, which is weird, so you should definitely embrace that. Once you've done that, let's just say someone from an incredible enterprise company comes to your website and fills out the talk-to-sales form and starts to engage in a sales process, right? These are incredible. Let's just say maybe you have an SDR or you yourself are running your outbound machine, and you actually get through to a mid-level person in the company and they say, you know what? This is exactly what we've been looking for. Let's get on a call, right? Let's just say that happens. This is where principle number two comes in. As soon as you make contact with a company, an enterprise company, the second principle you absolutely need to do is map out the full account. Map out the full account. What that means is you need to actually spend some time identifying the key stakeholders and the true decision makers in the company. A lot of times what you'll get in an enterprise deal is tire-kickers. You'll get a mid-level person, nothing wrong with mid-level people, you need them. Sometimes they're your champions but they aren't the true decision makers. And when you just talk to these people and you don't think about the full company, and try to get the mapping of, all right, "Here's the CEO, here's the people that report to them. "Here's the division head. Here's the department head. "Here's the person I'm talking to. "Who are the all the players?" Until you map that out, you really not gonna know if you have a real deal. You really not gonna know if you're close to getting a deal. And you're really not gonna know if your competitors are speaking to someone else that's higher up while you're spending time with the mid-level person. You'll end up losing the deal because of that. So it's super important for you to upfront map out the full account, as soon as it enters some sort of a sales process so that you can be very purposeful about who you engage with, how you engage with, and how you pull other people in, as you start to navigate and control the deal process to the best of your abilities. Now, I have another one, but before I go to principle number three, let me just pause here for a second. Just doing these two things can completely transform and level you up in terms of your enterprise sales process. So many people don't do it. They're simple principles, but they're hard to do in terms of having discipline. So if you can start to see the power of that, can I just get a "yes" in the comments below, also smash that like button for the YouTube algorithm, it really likes it when you do that. And so does me and my team, we put a lot of love into these videos. We just love seeing the like button swipe being smashed. - [Siri] Sorry. I couldn't hear what you said. - And I guess, Siri likes it too. Also, if you're building out your enterprise sales motion and you're working on getting more pipeline for enterprise sales motion, if you're working on going up market, I invite you to check out my SaaS Go-To-Market coaching program, where I work with founders to actually make this transition and build out the strategy. I'll tell you more about it later in this video, but let me go on to principle number three and make sure that Siri doesn't bother us again. Principle number three is lay out the groundwork to compete. This was something that we were naive about in the early days, even though we were in a competitive space, this is something that I see a lot in sales processes, even when I'm the buyer, right? A lot of companies approach deals and just kinda hope that I don't Google their competitors. But I'm gonna Google your competitors, your prospects are gonna Google your competitors also. What that means is, by the time you get through a discovery call or you booked a demo, they're gonna go to G2 crowd, they're gonna go to Forrester, They're gonna go to Gartner, they're gonna do a Google search. Simple Google searches your company name space versus space, and Google will auto-complete with all your competitor names. Like, I know this trick and more and more people are learning this trick. So, it's important for you to build out your strategic narrative, the way you approach the conversation, the way you have your sales stack, the way you do your discovery calls and your demo calls. It's important to actually think about your competitors and lay out the groundwork to compete. Now, I'll give you two examples. So like, if you are going into a demo with a vendor and they're like, "Hey, listen, we're the best out there "and here's all our features, and here's our benefits." And they have an amazing message and you're like, "Cool. It sounds good. "I'll get back to you." And then you go to the second demo and they say, "Hey, listen, chances are you're talking to these people. "These are the other vendors if you're not, "you should look at them as well. "Here's our view on the market "and here's why customers choose us. "And here's our big transformation we're bringing. "And here's why you wanna work with us." Now think about those two examples, which vendor are you already more likely to work with? Which sales person is already more of your favorite? Obviously, the second one, because the second one is trying to be your partner in this process and actually talking to you about the space and how to navigate it, and trying to make your job easier in picking the right vendor for you. So, you wanna make sure you actually go into your sales process by laying out the groundwork to compete. So, in summary, if you follow these three principles then you will be able to revamp and transform you're enterprise software sales strategy, you'll be able to close more deals. To recap, number one, talk-to-sales button, and don't put the pricing. Number two, map out the full account. When you start engaging with an account try to find out who the true stakeholders are and decision makers are, champions are great. And number three, lay out the groundwork to compete. Speaking of laying out the groundwork to compete, how do you compete? And how do you make sure you win the deal? And how do you make sure you have the right message? This is one of the things that I cover inside of my SaaS Go-To-Market coaching program. Inside of this program we help you develop your ideal customer profile, then we help you actually flash out your strategic narrative which transform into your website, transform into your emails, your advertising, your outbound emails, and also your sales stack. And then we help you run a Broadway show to go after the accounts that you absolutely wanna be going after. When you do this, when you follow our process you're able to grow a lot faster and actually accelerate the path to the next stage of growth and also differentiate from your competition. So, if you're in that stage where you're figuring this stuff out and you actually wanna have a strategic message developed and actually have a scalable go-to-market machine, then I invite you to check out my SaaS Go-To-Market coaching program. The SaaS Go-To-Market coaching program is a program where you work with me, we work together to actually build out a scalable go-to-market machine. It is application based because I wanna make sure that you're the right fit and we can actually help you. So the way it works is just go to tkkader.com/gtm, tkkader.com/gtm, I'll also link to it below and over there you'll get all the details on the program and then you can apply to join. When you apply to join, you answer a few questions about your business, and then we get on a call, we review where you're at, we try to diagnose the problems you are seeing, and then I'll tell you if I can help you or not time I go to market program and then we're off to the races. So go to tkkader.com/gtm, we'll help you build out your revamped enterprise strategy, your strategic message, and actually close more deals faster. If you got value from this video, be sure to smash that like button, if you haven't already. I drop an actionable video like this two to three times a week. So be sure to hit the subscribe button and that bell icon if you haven't done so already. And also next week, I'm gonna be talking about ABM, account-based marketing. That's one of the other things that you can use. It's a strategy you can use to accelerate and transform your enterprise sales process. So be sure to subscribe so you get notified when I drop that episode. And lastly remember, everyone needs a strategy for their life and their business. When you are with us, yours is gonna be unstoppable. I'm TK, and I'll see you in the next episode or our SaaS Go-To-Market coaching program call where we can look into whether we can work together. I'll see you later. (gentle music)