How to Position Yourself as the Premium Provider in Enterprise Sales

Name: How to Position Yourself as the Premium Provider in Enterprise Sales
Uploaded: 2024-07-22T13:01:53+00:00
Duration: 38 s
Channel: Jason M. Lemkin
Description: Enterprise buyers expect to pay more for solutions that come with dedicated support and custom workflows. Positioning yourself as premium from the start…

22 Jul 2024 · 1 min

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Enterprise buyers expect to pay more for solutions that come with dedicated support and custom workflows. Positioning yourself as premium from the start shapes how they perceive your value and makes the higher price feel justified.

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The thing that historically I have had a preference around when selling more into the enterprise is where we're like, we talked about this environment where somebody actually needs a sales rep. They, they want to talk to somebody. It's a much larger business. They want to have, have custom workflows built out or whatever. Their, their needs are more complex. I've actually benefited from being positioned as the higher priced vendor. And the logic, or, or what I attribute that to is the psychology behind proactively positioning as the premium provider in this space.