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The Enterprise Software Sales Process is markedly different from the transactional software sales process, however the same principles apply to both processes. What you will notice is that the enterprise process is much longer consistent with the length of the complex sales cycle.
At the MM and enterprise level you are typically dealing with professional buyers in the form of VPs of marketing, operations, agencies etc. Often times these larger organizations have set buying processes that they have to follow which may involve a process and timing for evaluating and adding new vendors.
Within multi-location organizations, planning and time is usually structured on an annual and quarterly basis.Multi-location (enterprise) sales objective - secure new revenue opportunities by coauthoring client KPIs and ROI model via a consultative approach.
Complex software sales refers to a type of account that is typically multi-location in nature and is usually categorized as either mid-market or national. It is referred to as complex since the sales cycle is much longer requiring multiple touchpoints and decision makers to achieve a successful sale.
Transactional software sales refers to a type of account that is primarily SMB or franchise in nature. It is referred to as transactional since the sales cycle is much shorter and can be completed on a single call. Here you are typically dealing with a single decision maker.
