Enterprise Sales
Definition
Enterprise Sales: Enterprise sales involves selling to large organizations with deal sizes typically exceeding $100K annually. These sales feature long cycles, multiple stakeholders, complex procurement processes, and high-touch engagement. Enterprise deals require building consensus across buying committees, navigating politics, and demonstrating business value at scale.
Example Usage
“Our enterprise sales motion takes 6-9 months, involves 7+ stakeholders, and requires an executive sponsor to champion internally.”
Common Misconceptions
Related Terms
Account-Based Selling
Account-based selling is the sales counterpart to ABM, where sales teams focus efforts on specific high-value target accounts rather than pursuing any...
Champion
A champion is an internal advocate within the prospect organization who actively supports and promotes your solution. Champions have personal motivati...
Buying Committee
A buying committee is the group of stakeholders involved in evaluating and approving a purchase decision. In B2B sales, deals rarely involve just one...
Procurement
Procurement is the department or process responsible for purchasing goods and services on behalf of an organization. In enterprise sales, procurement...
Explore More Resources
Browse Tools
Discover 100+ vetted tools for every stage of your startup journey
Explore all toolsBuild Your Stack
Take our personalized quiz to get tool recommendations for your startup
Start the checklistRecommended Reading
Curated books to help you learn, grow, and succeed as a founder
View book recommendationsListen & Learn
Top podcasts covering startups, product, growth, and entrepreneurship
Discover podcastsHelp us improve this definition
See something that could be clearer or more accurate? Let us know.