Enterprise Sales

A sales process designed to win contracts with large organisations, characterised by long sales cycles, multiple decision-makers, formal procurement processes, and high contract values.

Enterprise deals take longer to close but generate significantly higher revenue and create more stable, contract-backed income than consumer sales. Understanding the enterprise process prevents founders from applying the wrong tactics to large prospects.

A founder selling a team productivity tool to a 500-person company discovers the decision involves the IT department, the operations director, and the CFO. She navigates a three-month sales process, addresses security compliance requirements, and closes a £48,000 annual contract.