Pre-Call Research for Enterprise Sales Deals
Prepd
Sales Research
Enterprise deals involve more stakeholders, longer cycles, and higher stakes. Your research needs to match that complexity. This guide shows you how to research enterprise prospects for meetings that move deals forward.
1Map the Organizational Structure
Enterprise deals require understanding complex org structures. Research the company hierarchy, identify relevant divisions, and map reporting relationships. LinkedIn, annual reports, and company announcements help piece together the organizational puzzle.
Key Takeaways
- Identify relevant business units
- Map reporting relationships
- Understand corporate vs. divisional dynamics
- Note any recent org changes
2Build Comprehensive Stakeholder Profiles
Enterprise deals involve multiple decision-makers with different priorities. Research each stakeholder's background, responsibilities, and likely concerns. Understanding their individual motivations helps you tailor messaging and build multi-threaded relationships.
Key Takeaways
- Profile all identified stakeholders
- Understand their roles in the decision
- Note their professional backgrounds
- Identify potential champions and skeptics
3Research Their Procurement Process
Large enterprises have formal procurement processes. Research their typical vendor evaluation approach, security requirements, and procurement timelines. Understanding their process helps you navigate it effectively rather than being caught off guard.
Key Takeaways
- Identify procurement requirements
- Note security and compliance needs
- Understand typical evaluation timelines
- Research their vendor management approach
4Analyze Strategic Initiatives
Enterprise decisions often tie to strategic initiatives. Research their public strategy announcements, earnings calls, and executive communications. If you can link your solution to their stated strategic priorities, you're more likely to get executive attention and budget.
Key Takeaways
- Review annual reports and investor calls
- Note strategic initiatives and priorities
- Understand their key business challenges
- Align your pitch to their strategy
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