I was 24 when I closed my first enterprise level SaaS deal.
I had recently started Spheric Technologies and decided to go straight to the heavy hitters.
We’re talking Fortune 500 companies like Johnson & Johnson, American Express and Procter & Gamble.
(guess the JFDI ethos was alive and well) 😉
And while I had an amazing team of coaches and mentors around me (and an endless supply of Grade A boldness) to carry me through those early deals, they were FAR from smooth.
But over a decade (and tens of millions in enterprise deals under my belt) later, I’ve refined my process into a simple 5-step system for navigating and eventually closing a high value enterprise deal.
While the intrinsic complexities and long sales cycles still aren’t for the faint of heart, this week’s episode will show you the most effective strategy for bringing clarity to the sales process while cutting down on sales cycles and frustration.
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At a high level, the process comes down to:
- Get multi-threaded
- Virtual close
- Move metric
- Face to face
- Ask for a POC
While each step is absolutely critical, nothing matters unless you can peg your solution against your prospect’s “Move Metric”.
Meaning, even if you do everything else right, there’s no deal to be had unless the outcome your solution provides can be linked directly to a priority metric on your prospect’s strategic roadmap.
It’s your job to both UNCOVER that move metric as early on as possible — and continuously remind all stakeholders how your solution specifically moves that needle forward better than anything else they might be evaluating.
Once again, navigating enterprise deals is an entirely different beast… but one that as a founder you NEED to be prepared to engage in when the right opp shows up.
Watch the full episode here and then drop me a comment letting me know your biggest challenges or concerns when it comes to locking down high value enterprise contracts.