Enterprise Sales Process: A Step-by-Step Guide

The enterprise sales process involves more than just closing deals. It’s about developing strong, lasting relationships with key stakeholders. With Lindy automations, you can optimize this complex process more efficiently.

In this article, we’ll break down:

• The key elements of a successful enterprise sales process.
• Step-by-step strategies you can use to close major deals.
• How Lindy can supercharge your enterprise sales efforts.

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Key goals of the enterprise sales process

Unlike smaller, transactional sales, enterprise sales require long-term relationship-building. 

This is why, before we get into the steps of enterprise sales, we need to understand the key goals that will orient this process.

Let’s take a look:

• Building strong relationships: In enterprise sales, you’re not just selling a product; you’re selling trust. Creating long-lasting relationships with decision-makers and stakeholders is crucial to your success. You need to build credibility by being a helpful resource rather than pushing hard for the sale too early.
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• Engaging multiple stakeholders: Enterprise sales often involve 6 to 10 decision-makers. You’ll need to manage communication, build rapport, and understand the company’s priorities.
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• Long sales cycle: Enterprise deals can take 6 months or longer to close due to their complexity and high stakes. Patience and ongoing relationship management are key.
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• High-risk, high-reward: Enterprise deals aren’t just another tick on the sales board — they’re big. But that also means they come with hefty risks. You’re putting in a lot of time, effort, and resources, but if you land the deal, the payoff is massive.

Now, let’s walk through the steps of a successful enterprise sales process:

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1. Discovery

The discovery phase is all about digging into your potential client’s world and figuring out what they need. You’re the gumshoe here, looking for pain points, goals, and decision-makers. This stage sets you up for success by helping you understand the ins and outs of your client’s business. 

The more you know, the more you sell. 

What to dig into during discovery:

• Pain points: Figure out what's bugging them. Is it outdated systems? Too much manual work? Poor customer service? Find those problems and take notes.
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• Goals: Everyone’s chasing something — scaling up, cutting costs, or making processes run like clockwork. Pin down their short- and long-term goals.
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• Decision-makers: Big deals mean lots of people in charge. Get to know the key players, from the budget holders to the project leads.

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How to tackle discovery like you know what’s up: 

• Research first: Before hopping on a call, dig into your prospect’s background. Head to LinkedIn, company news, and press releases — find out everything you can. Or you can ask Lindy to enrich the lead for you. 
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• Ask open-ended questions: Get the conversation flowing with questions like, "What’s your current setup like?", "Where do you see the biggest hurdles?" or "Who’s involved in making decisions for projects like this?"
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• Follow-up with the good stuff: If they mention a pain point, dig deeper with questions like "Can you tell me more about how that affects your daily workflow?".

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Lindy can save the day during discovery:

• AI Appointment Setter: Use Lindy’s AI to schedule your sales meetings and follow up on leads — all completely automatically. 
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• Meeting Prep Assistant: Before the call, Lindy can suggest questions to keep the momentum going.
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• Meeting Recorder: Keep the conversation flowing and let Lindy's meeting recording agent take notes for you. It summarizes and highlights the juicy bits, so you don’t miss a key to-do.

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2. Diagnosis

Once you’ve gathered all the key details during the discovery phase, it’s time to dig even deeper into your prospect’s needs. The diagnosis stage is all about understanding the root causes of their problems and figuring out how your solution can solve them.

What to focus on during diagnosis:

• Spot the core issues: Go beyond the surface-level challenges. Look at what’s really causing those pain points. Are they using outdated systems, or are there communication bottlenecks? Understand the full picture.
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• Tailor your approach: Now that you know their pain points, shape your pitch around how your solution directly addresses them. Avoid generic pitches. Customize, customize, customize.
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• Build trust: As you explain how your solution fits their needs, show that you understand their business. It’s more than selling — you want to become their partner in solving their problems.
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How to nail the diagnosis phase:

• Connect the dots: Tie each of your prospect’s challenges to a feature or benefit of your solution. Show them exactly how you can help.
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• Ask follow-up questions: Keep the dialogue going with questions like, “Can you walk me through how this problem affects your team?” or “What solutions have you tried in the past?”
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• Paint a picture: Don’t just tell them what you can do — show them. Use case studies, data, and visual aids to demonstrate how you’ve helped others with similar challenges.
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Lindy makes diagnosis smooth and easy:

• AI Sales Pitch Generator: Lindy creates custom sales pitches based on your prospect’s unique needs, saving you time while delivering a tailored message that means something.
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• AI Knowledge Base: Don’t miss a thing with an intelligent, searchable knowledge base that has intelligent FAQs, SOPs, and data to help you nail client needs. 
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• Meeting Notetaker with Follow-Ups: After each call or meeting, Lindy will summarize the conversation and highlight key takeaways so you don’t miss a thing, and it will also automatically follow up with leads to keep the conversation going (on your terms).
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3. Design

Now comes the design phase, where you want to roll up your sleeves and build the perfect solution with your prospect. This isn't the time for cookie-cutter pitches — it’s where you dive deep and collaborate to create something that fits their unique needs.

What to focus on during design:

• Work together on the solution: Picture yourself as part of their team. Instead of just presenting your product, you’re shaping it with their feedback. This hands-on approach builds trust and gets them more invested in the outcome.
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• Educate without overwhelming: As you walk them through your solution, explain why it’s the right fit — but keep it simple and conversational. Overloading them with jargon can create confusion, so just lay out the value clearly and make them feel confident in your expertise.
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• Show how you’ll add extra value: Your solution should do more than just check boxes. Highlight how it can optimize operations, save time, or even create new revenue streams they hadn't considered.
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How to crush the design phase:

• Get into the nitty-gritty: This is the moment to fine-tune every part of the plan. Ask detailed questions and adjust the solution to solve their pain points.
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• Offer a few custom options: Show them a range of solutions — maybe one for the current problem and another option for future scalability. Giving them choices puts them in control but also allows you to upsell naturally.
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• Hit them with clear ROI: This is where you back everything up with numbers. Break down how much they stand to save or how fast they’ll see results. Make it easy for them to see the big picture.
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Lindy makes the design phase easy:

• Automate Recurring Workflows: Map out workflows and processes that make sense for their business. You’ll show them exactly how your solution fits in, optimizing everything from process efficiency to automation.
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• AI Answer Generator: Use AI to generate intelligent, prompt, and useful answers to customer questions. 
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4. Delivery

So, you’ve worked with your prospect to design a custom solution. Now it’s time for the delivery phase — the real magic. You want to start implementing intelligently while providing perfect product implementation. 

What to focus on during delivery:

• Smooth onboarding: Make the transition from design to implementation seamless. Give them clear, step-by-step guidance and support to ensure everything’s up and running without hiccups.
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• Keep the communication lines open: The deal doesn’t end when the contract is signed. Regular check-ins keep your client feeling supported and let you address any issues before they snowball.
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• Celebrate the wins: As your solution starts making a positive impact, be sure to highlight those successes. Whether it’s improved productivity or cost savings, show them the value they’re getting early on.
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How to rock out during delivery:

• Create an action plan: Don’t leave them guessing about what comes next. Work with them to develop a concrete plan that outlines timelines, milestones, and who’s responsible for what.
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• Provide training resources: Your solution might be great, but it’s useless if the client doesn’t know how to use it. Offer user-friendly training materials, videos, or even live sessions to help them hit the ground running.
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• Keep them informed on progress: Update your client frequently, even if it’s just to say everything’s on track. This builds confidence and reassures them that they’ve made the right choice.
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How Lindy can make delivery a pleasure: 

• AI Sales Meeting Assistant: Need your reps up to snuff fast? Lindy can create custom training guides and tutorials tailored for your reps or even drop in on calls to help them out. 
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• AI Support Ticket Dispatcher: Keep your client happy with Lindy’s AI-driven customer success agents. With proactive problem-solving, it’s like having a dedicated customer service team at your fingertips, taking care of all of those pesky tickets that just keep cropping up. 

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Key strategies for success in enterprise sales

Mastering the enterprise sales process takes more than just following steps — it requires strategic thinking, relationship-building, and a deep understanding of your customers. 

Time to look at some core strategies that will set you up for success:

Knoweth thine customer

Think of this as being a detective — but without the sketchy trench coat and sunglasses. You’re digging for the real story behind your customer’s business. What’s driving them up the wall? Where do they want to be in five years? 

And most importantly, who’s really calling the shots? By creating in-depth profiles for your ideal customers, you’ll get to know their pain points, goals, and everything in between.

 The more you know, the smoother your pitch will land:

• Dig deep into what’s bothering them: Are they struggling with outdated processes or tech that’s always letting them down? Figure it out!
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• Goals, baby, goals: Whether they want to save money, grow faster, or just survive their next audit, find out what’s on their wish list.
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• Know who’s boss: In big companies, decisions are like group projects. There’s always that one person who does most of the work, but everyone else still gets a say. Make sure you know all the key players.

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Become a thought leader

Let’s face it — nobody likes the pushy sales guy. But people do love the go-to expert who drops knowledge bombs that make their lives easier. 

Share insights that help your prospects out, and they’ll see you as a trusted advisor rather than just another salesperson.

Here’s where to start: 

• Start dropping knowledge: Write about the stuff your prospects care about — tips to solve their biggest challenges or cool insights about where the industry’s headed.
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• Webinars = conversations: They’re not just one-way presentations. Let your prospects ask questions and engage. Make it fun!
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• Talk the talk: Jump into conversations on social media and share opinions that make people think. You’ll be top-of-mind when they need advice (or a solution). Whether it’s writing blogs, running webinars, or simply posting smart stuff on LinkedIn, show them you know your stuff.

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Use case studies for credibility

Nothing says “trust me” like proof that you’ve already helped someone like them. Case studies aren’t just boring reports — they’re stories about how you swooped in like a hero and made life better for another company. 

Share how you took on a tough challenge, delivered the goods, and made everything better. 

Here’s what a good case study looks like: 

• Show off the numbers: If you helped someone increase revenue, save money, or boost productivity, shout it from the rooftops (or, you know, the case study).
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• Tell it like a story: Make your case study fun to read. Take them on a journey from problem to solution and wrap it all up with a happy ending.
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• Make it relatable: Show them how you solved problems that look just like the ones they’re dealing with. They’ll want in on the action.

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Effective communication

When you’re dealing with a big company, you can’t just rely on one person to seal the deal. You have a multi-thread — fancy speak for talking to more than one person. 

This helps you build relationships with everyone who matters, from the big boss to the people who use your product every day. (Plus, if one person drops off, you’ve still got the rest of the team in your corner.)

Here’s how to nail it: 

• Speak their language: The CEO cares about ROI, the operations manager wants efficiency, and the tech guy needs it actually to work. Know who’s who and adjust what you say.
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• Be consistent: Make sure everyone on your team knows the game plan. You don’t want mixed messages flying around.
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• Keep checking in: Don’t ghost your contacts. Even a quick “everything’s on track” goes a long way in showing you’ve got it under control.

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Summing up

Succeeding in the enterprise sales process boils down to understanding your customer’s world, adding real value, and sticking with them through the ups and downs. 

With Lindy backing you up, you’re not just closing deals — you’re setting yourself up for long-term success.

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Next steps: Let Lindy boost your enterprise sales process

Lindy is here to level up your enterprise sales process with AI automations that support every stage — from coaching your team to closing deals faster. 

Whether it's automating routine work, giving fast feedback, or onboarding new hires, Lindy’s got the stuff you need to scale your sales efforts.

What Lindy offers:

• Sales training that sticks: Use Lindy’s sales agents to create dynamic role-playing scenarios that help your team practice pitches and objection handling. This builds confidence and keeps everyone sharp.
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• Instant feedback: With Lindy’s AI, your team can get immediate insights on sales calls and presentations, giving them the ability to fine-tune their approach on the spot.
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• 24/7 AI support: Whether it's the middle of the day or late at night, Lindy’s AI chatbots are always available to help with advice, follow-ups, or whatever your sales team needs to keep the momentum going.
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• Onboarding made easy: Lindy’s can help automate the recruiting process, from sourcing candidates to scheduling interviews, so you can focus on hiring the right talent.
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• More than just sales: Lindy can handle a wide variety of tasks, from coding and content creation to email management. Whatever your team needs, Lindy’s got what you need. Get started at the Lindy Academy to learn the basics. 
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• AI teamwork: With Societies of Lindies, you can create a team of AI assistants working together to support all aspects of training and sales management, pooling their collective brainpower to finish tasks faster and making sure everyone stays on top of their game.

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Try Lindy for free.‍