How to Grow Your Enterprise Sales
Do you offer an enterprise solution for big businesses? Are you looking for new ways to grow your business and increase sales? While enterprise businesses only make up one third of all companies, generating new enterprise sales leads is easy once you understand the various techniques at your disposal.
There are a lot of different methods for generating enterprise sales leads; you should choose the strategy that is best for your company and product market fit. Below are four enterprise business growth strategies you should consider implementing to help advance your business.
Study the competition to improve your enterprise sales. Learn how your competitors are using online advertisements to reach customers and observe their marketing techniques. This gives you a chance to emulate their most successful marketing strategies. If you notice a competitor is frequently promoting a certain feature of their product, consider whether you have a similar feature of equal importance that will attract customers. If you see your adversary’s ads in a lot of industry journals or magazines, consider promoting your own business in the same or similar media outlets.
Studying competitors also gives you a chance to determine what sets your company and product apart from the competition. Knowing this information, you can highlight the differences to stand out and attract new customers.
Hire experienced sales representatives
If you have hit a bit of a wall with your enterprise sales, it may be time to recruit an enterprise experienced sales representative. Hire only highly qualified salespeople who bring years of experience and industry connections to your business. Recruiting top salespeople can make a huge difference for your revenue because you will have experienced professionals managing accounts and developing customer relationships. If you want to positively impact your company’s reputation, increase sales earnings, and continue growing your enterprise business, then hiring an enterprise sales representative should be on your agenda.
Ask for referrals
Your current network is a prime place for finding new clients and increasing sales. Connect with potential customers by speaking to people in your network and asking for referrals. You also should not assume that current clients are already passing around information about your business. If you want your enterprise sales to increase, then make sure you actually ask clients if they know of other businesses that could use your services.
Referrals are one of the most affordable and effective ways to attract more clients. You should not feel uncomfortable asking satisfied customers for a referral. The worst that can happen is they say no, which leaves you right where you were before. By choosing your referral request method in advance, you can alleviate some of the pressure and make it part of your normal sales cycle. A few options for referral requests include a verbal ask during the final client meeting, an email request, a shareable link, or a lead form. Typically, verbal requests are most effective because clients appreciate the face-to-face interaction and are more likely to agree to your request.
Use social media and content marketing
Take time to review your advertising strategy. Social media is a great place to build brand awareness and generate new client leads. It might not be a direct sales tool, but it is a way to communicate with your customers and create relationships. Social media is also a great way to keep your company relevant and engage with people on a regular basis.
Content marketing is another tool you can use to help draw attention to your company. Blog posts, webinars, videos, and other types of content all provide an opportunity to drive traffic to your website and products. Frequently posting high-quality content is a way to set yourself up as an authority in your industry. Post about relevant industry trends and updates so potential clients will see you as an expert in your field.
Learning how to increase enterprise sales is a process that takes time. It is recommended that you test out different techniques and determine which ones work best for your industry, solution, and client base. Even though growing your business takes time, it is well worth the investment. You have the opportunity to see your company go from its first enterprise sale to becoming a leader in the industry. Researching competitors, hiring sales reps, asking for referrals and increasing content marketing are all excellent places to start when growing your enterprise revenue. If implemented correctly, these strategies can help you significantly increase your sales and become a leader in your field.
Cowen Partners is a national executive search and consulting firm. Contact us if you would like help growing your enterprise sales team with qualified talent.