Enterprise Selling
Enterprise selling requires discovery, a buying coalition and a mutual action plan.
Cheat sheet
Enterprise selling requires discovery, a buying coalition and a mutual action plan.
What to check first
Identify the sponsor, budget owner, security reviewer and procurement lead.
How to make the call
Advance after the budget owner and procurement validate the decision process.
OpenStax · Business markets and purchasing behavior · further reading for b2b & sales
Indian practice case
Fictional scenario
A Bengaluru workflow vendor has an enthusiastic user but procurement is absent.
Reveal the step-by-step solution
- Diagnose the problem.
Identify the sponsor, budget owner, security reviewer and procurement lead.
- Work through the evidence.
Co-design a pilot with metrics, responsibilities and a decision date.
- Recommend and validate.
Advance after the budget owner and procurement validate the decision process.
More Indian cases
Interview question
How would you use enterprise selling to make the decision in this case? Explain which data you need first and what would change your recommendation.
See what a strong answer includes
Co-design a pilot with metrics, responsibilities and a decision date. Advance after the budget owner and procurement validate the decision process.