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Enterprise sales is a marathon, not a sprint.

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Enterprise sales—it's the dream and the nightmare rolled into one.

On the one hand, we're talking about big deals, massive impact, and the thrill of closing with high-stakes players. On the other? Longer sales cycles, complex decision-making processes, and a constant need to get buy-in from multiple stakeholders.

To succeed in this arena, your strategy can’t be one-size-fits-all. Like any good marathon runner, you need to train and prepare to navigate the unique challenges and reap the rewards that come with winning enterprise clients.

Buckle up—this guide will show you how!

We will cover:

• What is enterprise sales and how it differs from SMB sales
• Key success factors to close major deals
• Common pitfalls in enterprise sales
• Main frameworks and tools to effectively navigate enterprise sales

This guide draws from our extensive experience working with hundreds of companies pursuing enterprise sales. We've also incorporated insights from Niklas Harzheim, a seasoned Account Executive with a decade of sales experience in the tech industry—including roles at Google, Looker, DataRobot, and Google Cloud. As one of our top trainers at Hyrise, Niklas played a crucial role in developing our Enterprise Sales course.

Let’s go!

What is Enterprise Sales?

Enterprise sales is like SMB sales on steroids. Instead of dealing with just one decision-maker, you're navigating a maze of stakeholders with different priorities and influences. It’s the difference between a quick sprint and a marathon, but with much bigger rewards (and bigger headaches) at the finish line!

Here’s what sets it apart:

• Longer sales cycles: Enterprise sales cycles are notably longer and more intricate. These deals demand patience, persistence, and strategic planning. The ability to navigate these extended cycles with the help of sales tools and frameworks is essential.
• Stakeholder complexity: Enterprise sales involves a multitude of stakeholders with diverse priorities and levels of influence, requiring tailored value propositions and organizational alignment. Internal collaboration with specialists, management, and product teams is crucial to success.