Extensive account research and mapping: Performing account buy albania telemarketing data research for a deeper understanding of each target customer account while looking at the industry, key challenges, and pain points. Additionally, the sales team will create organizational charts to identify key decision-makers and account influencers.
Careful onboarding in the trial phase
SaaS vendors know all too well just how important the trial phase is when it comes to winning over customers, and this holds true even for enterprise-level SaaS offerings as well.
what-is-the-ideal-saas-trial-lenght
The faster your corporate client reaches the AHA moment, the sooner they will identify your product as the best enterprise SaaS solution. Once they are part of the trial process, you need to do everything possible to convince them to stick with you long-term.
When selling enterprise SaaS software, the trial should never be a solo journey for the customer. Corporate clients will always need special attention because of their increased revenue potential.
That is why the wisest approach is to connect with the client during the trial phase through scheduled training sessions accompanied by your customer success specialist and anyone else relevant to ensuring complete satisfaction.
Take the time to introduce your corporate client to the enterprise software you are selling correctly, removing all the frustration they might face otherwise.
Embrace the gatekeepers
The general impression is that enterprise software is sold through direct contact with a key decision-maker. And it’s true. C-level specialists are the ones who make the final decision over the purchase of enterprise software. This is due to the usual high upfront investment required.
However, what will get your software as a service solution on the desk or email of the decision maker is the gatekeeper’s impression of your product.
The gatekeeper is a general name for several corporate employees who perform different administrative tasks.
From interns and executive assistants to marketing or sales specialists, they are the ones who do the research, compare, and use the solutions before putting viable options on the desks of the decision-makers.
Your sales process needs to start with winning them first. Have the gatekeeper provide as many details about the company’s goals, pain points, and preferences as possible and create your pitch based on the findings.
