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๐—ฆ๐—ฒ๐—น๐—น๐—ถ๐—ป๐—ด ๐˜๐—ผ ๐—˜๐—ป๐˜๐—ฒ๐—ฟ๐—ฝ๐—ฟ๐—ถ๐˜€๐—ฒ๐˜€

Aka the ‚Hot #Potatoe‚ of the software enterprise sales ๐Ÿฅ”

In enterprise sales, it is becoming increasingly challenging to close deals due to the rising number of stakeholders involved in the purchasing decision on the customer side.

To overcome this challenge, a critical success factor in enterprise sales is about ๐—ป๐—ฎ๐˜ƒ๐—ถ๐—ด๐—ฎ๐˜๐—ถ๐—ป๐—ด ๐˜๐—ต๐—ฒ ๐—ฑ๐—ถ๐˜ƒ๐—ฒ๐—ฟ๐˜€๐—ฒ ๐—ฝ๐—ฒ๐—ฟ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜๐—ถ๐˜ƒ๐—ฒ๐˜€, ๐—ถ๐—ป๐˜๐—ฒ๐—ฟ๐—ฒ๐˜€๐˜๐˜€, ๐—ฎ๐—ป๐—ฑ ๐—ฝ๐—ฟ๐—ถ๐—ผ๐—ฟ๐—ถ๐˜๐—ถ๐—ฒ๐˜€ ๐—ผ๐—ณ ๐˜๐—ต๐—ฒ ๐˜€๐˜๐—ฎ๐—ธ๐—ฒ๐—ต๐—ผ๐—น๐—ฑ๐—ฒ๐—ฟ๐˜€ ๐—ถ๐—ป๐˜ƒ๐—ผ๐—น๐˜ƒ๐—ฒ๐—ฑ, which can complicate the decision-making process and make it difficult to move the sale forward.

But to get to this point, it is imperative to ๐—ถ๐—ฑ๐—ฒ๐—ป๐˜๐—ถ๐—ณ๐˜† ๐—ฎ๐—น๐—น ๐˜€๐˜๐—ฎ๐—ธ๐—ฒ๐—ต๐—ผ๐—น๐—ฑ๐—ฒ๐—ฟ๐˜€ which are involved in the process in the first place. This demands from us in sales and solution engineering to ๐—ฝ๐—ฟ๐—ผ๐˜ƒ๐—ถ๐—ฑ๐—ฒ ๐—ฝ๐—ฟ๐—ผ๐—ฎ๐—ฐ๐˜๐—ถ๐˜ƒ๐—ฒ ๐—ฎ๐—ฑ๐˜ƒ๐—ถ๐—ฐ๐—ฒ ๐˜๐—ผ ๐—ผ๐˜‚๐—ฟ ๐—ฐ๐˜‚๐˜€๐˜๐—ผ๐—บ๐—ฒ๐—ฟ๐˜€ ๐—ผ๐—ป ๐˜„๐—ต๐—ผ ๐—ป๐—ฒ๐—ฒ๐—ฑ๐˜€ ๐˜๐—ผ ๐—ฏ๐—ฒ ๐—ถ๐—ป๐˜ƒ๐—ผ๐—น๐˜ƒ๐—ฒ๐—ฑ ๐—ถ๐—ป ๐˜๐—ต๐—ฒ ๐—ฑ๐—ฒ๐—ฐ๐—ถ๐˜€๐—ถ๐—ผ๐—ป-๐—บ๐—ฎ๐—ธ๐—ถ๐—ป๐—ด ๐—ฝ๐—ฟ๐—ผ๐—ฐ๐—ฒ๐˜€๐˜€ based on previous sales.

Your know-how makes sure that all relevant stakeholders are included, and no one important is left out. By providing this guidance, you can significantly reduce the risk of jeopardizing the sale due to a critical stakeholder needing to be included in the decision-making process.

Below is my favorite list of questions to ask that provide intel about my prospects‘ decision-making processes. This iterative approach goes on, on, and on… far beyond the initial #discovery call.

โ–ถ๏ธ Have similar purchases or decisions been made in the past? If so, who was involved in those decisions?

โ–ถ๏ธ Who must be presented to or convinced to move the decision forward?

โ–ถ๏ธ Who will ultimately be responsible for making the final decision?

โ–ถ๏ธ Who are the key decision-makers or stakeholders involved in the decision-making process?

โ–ถ๏ธ Who are the influencers who may have a say in the decision?

โ–ถ๏ธ Who are the end-users who the decision will impact?

โ–ถ๏ธ Who are the budget holders or finance teams that need to approve the purchase?

By advising who needs to be involved in the #decision-making process, you can help your customer make an informed decision considering all relevant perspectives and priorities. This can help speed up the #sales cycle and increase the likelihood of a successful sale.

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