Continuing on the Sales theme, I wanted to add a commentary on what I think of as the “3S Model” – Switch, Solve and Scale.
In most cases, the enterprise prospect is likely to be using some solution already. So, the goal is to Switch that customer to using your solution. In the event that the enterprise is not using any solution, it is going to be hard to persuade it unless it is a breakthrough product and you are the only one selling it.
Two key components in the pitch to Switch are Trust and Tech. It is very important for the buyer to be able to trust you. That must be established quickly in the sales pitch. Then, talk about the tech capabilities and the customer base so they know they are dealing with the right entity. All that this does is establish parity and open the door a little wider.