There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out.<\/p>\n\n\n\n
Months and years can pass while pursuing an opportunity with an enterprise organization. And as the time passes, the doubt, uncertainty, risks, and costs add up. And this draining of resources goes beyond the financial. The human assets applied to an enterprise pursuit and the overall energy of the selling organization are also casualties over time.<\/p>\n\n\n\n
How do selling organizations overcome these frustrating challenges of long sales cycles?<\/strong><\/p>\n\n\n\n First, you must follow an effective territory, account, and opportunity planning process that maximizes the likelihood that the deals you pursue are the ones you\u2019re most likely to win. Having such an intuitive process that maps what you do best to the opportunities you\u2019re considering pursuing also acts as your guide to ensure that you don\u2019t embark on the deals that don\u2019t match your profile. It sounds simple, doesn\u2019t it?<\/p>\n\n\n\n But, such fundamental planning is often ignored or pushed aside by emotional attachment to tantalizing deals that should never have been considered. Clearly understanding what you do well and not so well and using that knowledge in account planning creates the best matches possible in the deals you pursue. Once you\u2019ve done that effective planning, that due diligence to increase your odds of winning.<\/p>\n\n\n\n