When selling SaaS products to businesses and enterprises, how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales.

You see a huge conversion opportunity in a prospect. You lead the conversation on the sales call and convince your account contact. You’re elated. However the next day, your prospect gives you a “no.” Ouch. What went wrong?

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. Here’s the story of how it made my first startup go belly-up.From B2C to B2B It was mid 2007. We were a tiny team—just myself as the founder and one engineer.

Enterprises typically have very long buying cycles. Six months or longer from initial contact to closing a deal are the norm. But there are ways to fast-forward this process and close even large enterprise deals in less time.

At my first startup, I made a lot of mistakes chasing after enterprise deals.

When a large prospect shows interest in your startup, it’s easy to jump on the bandwagon. But there’s one thing you should consider before exploring a future in enterprise sales.

Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you'll still get value out of listening.

Want to sell to large organizations but don't know how to navigate the complex sales cycle? Closing enterprise deals can be a lucrative way of growing your SaaS business—or a long, treacherous process, leaving you with nothing to show for it.