Enterprise Sales: Staying focused on the close over long sales cycles
Going up-market, hunting for the large prestigious logos, and landing this huge contract?
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Three tactics to help you stay focused over a long sales cycle:
- 🗺 Build a plan from your target (the close e.g. “x signs y”) backward: what sequence of actions need to happen to lead to that point.
- ❓As you progress, come back and review your plan frequently: which assumptions were valid, which did prove wrong? Which circumstance changed since the last time you visited your plan?
- 🧑🤝🧑“if you want to go far, go together” for eyes see more than two, so review your plan with your team or your manager whenever possible.
Three Pipedrive Best Practices to excel: