There are a few challenges when implementing the Enterprise Sales model. For one, the sales cycles are longer, fluctuating between six months and one year. Simply put, the longer it takes to close a deal, the more time the prospect has to run into roadblocks or get a deal shot down by a senior leader. Long sales cycles require leadership buy-in, alignment, and patience given it will take time to see results. In addition, closing enterprise-level deals requires your sales representatives to communicate the value of the solution to multiple stakeholders – in many instances, up to 10 at a time, each with varied objectives and perspectives. Your sales team should be ready to handle any objections and be able to identify the stakeholders with the most internal influence. Enterprise-level deals require sales representatives to build credibility and influence at both the director and VP level, connecting with multiple decision-makers simultaneously. Finally, implementing the enterprise sales process requires territory planning and significant client research. This will ultimately help organize your sales team’s efforts, ensuring your representatives are on the same page and do not outbound the same accounts.