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How to Succeed at Enterprise Account Research [Podcast]

Prajwal Gadtaula, Founder of Business Brainz, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at doing enterprise-level account research and pre-call planning. Get the best practices collected from around the world.

Listen Time: 22 Minutes

in enterprise pursuit, it's about time

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

The Competitive Advantages of a Long Sales Cycle

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. 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.