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A Complete Guide to Enterprise Sales Strategy | 2024 updated


Astrid Tran 24 December, 2023 10 min read

What is the most important factor of a successful enterprise sales strategy?

In a B2B context, enterprise sales represent a significant revenue opportunity for many businesses. However, selling to large, complex organizations requires a strategic approach that considers the unique challenges and complexities of this market.

In this article, you’ll learn a comprehensive guide to an enterprise sales strategy that can provide businesses with the framework they need to effectively navigate the complex sales process and close large deals quickly.

Win over enterprise sales deals
Win over enterprise sales deals | Source: Shutterstock

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What Is Enterprise Sales?

Enterprise sales is the practice of selling high-value products or services to large organizations that require customized solutions to meet their specific needs. It involves a complex sales process that requires a deep understanding of the customer’s business and pain points, as well as a strategic approach to building long-term relationships and delivering good value.

Related: How to Sell Anything: 12 Excellent Sales Techniques in 2024

Why Is Enterprise Sale Important?

Investing in this kind of B2B sales strategies is crucial for businesses seeking to expand into new markets and drive growth. By building strong relationships with large organizations, businesses can secure substantial and ongoing revenue streams, along with valuable business opportunities. Here are several ways in which the approach can help companies thrive and achieve success in the competitive world of B2B sales.

Increase Revenue

Effective complex sales strategies can help increase revenue by encourage businesses to tap into new markets, win over large, high-value clients, and offer customized solutions that meet specific customer needs. By investing in enterprise sales, businesses can establish a competitive edge and achieve sustainable revenue growth over the long term.

Boost Brand Awareness

In addition to driving revenue growth, complex sales can also boost brand awareness and credibility. By collaborating with high-profile clients, businesses can establish themselves as trusted industry leaders and expand their market shares. This increased visibility can lead to new business opportunities and help businesses establish a strong reputation in their industry.

Maintain Long-term Relationship

By delivering exceptional service and support, businesses can determine themselves as reliable partners and build intergity with their customers. This can result in customer retention and ongoing profits, as well as positive word-of-mouth that can help attract new customers. A focus on relationship building is critical for businesses looking to achieve sustained success in the competitive world of enterprise sales.

Key Steps of Enterprise Sales

Check out the enterprise sales process as below! Mastering the complex sales strategy can seem daunting at first, but it is important to understand these four basic stages for achieving success whether you’re a seasoned sales professional or new to the game.

enterprise sales strategy
The four stages of enterprise sales strategy


  • Identifying potential customers who fit the ideal customer profile through research and data analysis.
  • Conducting market research to understand industry trends and the competitive landscape better.
  • Generating leads through networking, referrals, and targeted marketing campaigns.


  • Engaging with potential customer to gather more information about their needs and pain points.
  • Asking open-ended questions to gain a deeper understanding of the customer’s goals and challenges.
  • Assessing if the potential customer’s needs align with the business’s solution and if there is a good fit.


  • Creating a customized solution that addresses the customer’s needs and pain points.
  • Developing a proposal that clearly outlines the solution, pricing, and expected outcomes.
  • Presenting the proposal to the customer in a clear and compelling way.


  • Overcoming objections and securing the deal by addressing any remaining concerns and negotiating pricing and terms.
  • Establishing a strong partnership with the customer for ongoing success, including setting expectations and delivering on promises.
  • Providing exceptional service and support to maintain a long-term relationship with the customer and drive repeat business.

What Are Examples of Enterprise Sales?

In Enterprise sales, your primary clients are private corporations or governments with multiple decision-makers, often with longer sales cycles and larger deal sizes. Here are some examples of enterprise sales:

Selling enterprise software to a large corporation

Well-known enterprise sales companies like SAP works as a multinational software corporation that specializes in enterprise resource planning (ERP) software, as well as supply chain management, customer relationship management, and other enterprise software solutions.

Selling IT infrastructure to a government agency

IBM is a famous enterprise sales company that provides a range of IT infrastructure solutions to government agencies, including cloud computing services, data analytics, and cybersecurity solutions.

IBM is one of the world’s largest tech corporation, with its feet in everything from AI to cloud computing | Source: Shutterstock

Selling marketing services to a global brand

Another example, Dentsu, a Japanese advertising and public relations company that offers a range of marketing services, including advertising, media planning and buying, and digital marketing.

How to Build Effective Enterprise Sales Strategy?

Building an effective enterprise sales strategy requires a comprehensive understanding of your target market, their specific needs and challenges, and the competitive landscape.

In this guide, we’ll explore some tips to developing a successful enterprise sales strategy.

Building rapport

In a B2B context, relationships are everything. No matter how great your product is, there is no way to close large deals without solid relationships between companies. 


  • Take the time to research their company and the industry.
  • Listen actively to their needs and concerns
  • Be transparent about what you can and can’t do for the prospect
  • Offer insights and resources that are relevant and valuable to the prospect
  • Follow up regularly to keep the relationship warm


Investing on CRM software

Investing in CRM (Customer Relationship Management) software can be a key component of a successful complex sales strategy. A CRM system can help you handle with interactions between your company and customers, track sales activity, and analyze data to identify trends and risks, opportunities and threats.


  • Choose a CRM system that can scale as your business grows. This ensures that you won’t outgrow the software and need to switch to a different system down the line.
  • Look for software that has a functional, user-friendly interface and offers customizable workflows and automation options.

Training your teams

Complex sales is an ever-evolving field, and your teams need to stay up-to-date with the latest trends and techniques. Thus, it is essential to provide ongoing training and support to ensure that your teams are always improving skills and knowledge.

Tips: Using AhaSlides to boost engagement and entertainment during training sessions for your enterprise sales teams. AhaSlides offers customizable templates that you can use to create engaging and professional-looking training materials quickly and easily with a range of interactive features.



Last but not least, applying metrics and analytics to measure and track the performance of your sales teams, and use this data to identify areas for improvement and to update your training program over time constantly.

Tips: Learn how to brainstorm properly, to create interactive quizzes, polls and surveys to collect data on how well your teams and your strategies are performing.


Maintain strong rapport with clients

Frequently Asked Questions

What Is Another Name For Enterprise Sale?

Another term for enterprise sales is “complex sales,”as they typically involve selling high-value, intricate products or services to large organizations with complex buying processes.

What Is Enterprise and B2B sales?

Enterprise sales and B2B sales are both types of business-to-business transactions. In B2B sales, businesses sell products or services to other companies. Enterprise sales, on the other hand, refers to selling large and complex solutions, products, or services to other large organizations.

Is it hard to get into enterprise sales?

Getting into enterprise sales can be challenging because it typically requires a combination of sales experience, product knowledge, and relationship-building skills. However, with the right training and experience, it can be an advantageous and lucrative career path.

What Is Considered Enterprise Sale Job?

These enterprise sales jobs roles may involve developing and managing relationships with key decision-makers and navigating complex sales processes.

What Are The Challenges in Enterprise Sales?

Challenges in this strategy include navigating complex buying processes, building relationships with key decision-makers, overcoming objections, and closing high-value deals. Additionally, long sales cycles and intense competition can make enterprise sales challenging.

Final Thoughts

Enterprise sales strategy can be a complicated and challenging field, but it can also be highly rewarding for companies willing to put in the effort.

So, if you want to take your business to the next level, consider adopting an enterprise sales approach and reaping the benefits today.

Ref: Forbes