Selling To The Enterprise

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"Unpacking" what it takes to be successful selling to enterprise customers.

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Selling To The Enterprise

  1. 1. Selling to Enterprises<br />Daniel Callahan<br />
  2. 2. What is “Enterprise”?<br />A “Fortune 500” Company<br />A “Business”<br />Not a Consumer<br />Anybody With a Payroll<br />2<br />www.linkedin.com/in/danielcallahan<br />
  3. 3. How Many Enterprises Are There?<br />Number of Employees in the Firm<br />Number of Firms in Each Size Category<br />2004 Data from US Bureau of Census<br />3<br />www.linkedin.com/in/danielcallahan<br />
  4. 4. You Have to Account for the Differences, Along with the Similarities!<br />4<br />www.linkedin.com/in/danielcallahan<br />
  5. 5. Segmenting the Enterprise Market… Like This<br />“Big Enterprise” Segment<br />“SME” Segment<br />2004 Data from US Bureau of Census<br />5<br />www.linkedin.com/in/danielcallahan<br />
  6. 6. Segmenting the Enterprise Market… or Like This<br />“Big Enterprise” Segment<br />“SME” Segment<br />“Sole Proprietor” Segment<br />2004 Data from US Bureau of Census<br />6<br />www.linkedin.com/in/danielcallahan<br />
  7. 7. Now What?<br />7<br />www.linkedin.com/in/danielcallahan<br />
  8. 8. Think of Each Segment Like a Country<br /><br /><br />8<br />www.linkedin.com/in/danielcallahan<br />
  9. 9. Questions to Guide Your Go-to-Market Strategy<br />9<br />www.linkedin.com/in/danielcallahan<br />
  10. 10. Assess, Plan, Execute, React<br />What are the Answers to these Questions Telling You?<br />What Actions are Implied?<br />Do You Have What You Need to Achieve Your Plan?<br />How’s the Plan Working? Time to Regroup?<br />10<br />www.linkedin.com/in/danielcallahan<br />
  11. 11. Thanks for Watching!<br />Comments? Questions? Send them to<br />dcallahan<br />(at)<br />alum <br />(punto)<br />mit<br />(punto)<br />edu<br />11<br />www.linkedin.com/in/danielcallahan<br />

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