- December 10, 2017
Selling to large enterprise with complex hierarchy requires a lot of relationship building, both formal and informal. It takes time for a vendor to understand a customer’s business, especially how to integrate new offerings so that they can deliver the highest value.
In many cases you’re not only selling a product, you’re also selling consulting and services that very often must be integrated in a complex environment. For that reason the company’s salesforce and consultants must learn to broaden their knowledge beyond traditional services such as providing guidance in change management or business process and strategies.
By adopting a solution selling approach i.e. well delivered solution to your clients you’ll have a good chance for repeat sales. Higher retention is a true competitive advantage.