Strategies to Convert Enterprise Accounts: Tips & Ideas

Harsha V. · 2025-09-26T02:06:35.505Z

Guys a quick question! So im trying to sell my software to an enterprise account. I dont mind spending good amount of time/money on this particular account but i want to see him converted at any cost. So as safe side i started with relationship building. I sent him an appreciating message and he responded well. Now im not a complete stranger to him. How do i take ahead from here? 1. Shall i share an insightful article from his industry? What if he already knows it and doesn't care. 2. Shall i write a personalised report for him showing my study of his company vs competitors and learnings he can copy from competitors 3. Shall i build and give him a free software tool that might solve a small problem for him 4. Any other ideas ?:slightly_smiling_face:

6 comments

· Sorted by Oldest

Matt E.
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Hey Harsha V. I would avoid sending generic articles about the industry. I recommend sending a hyper-personalised insight led approach, by running a "mini-audit" of their business based on what data or knowledge you can find online. You can then present it back as a "proactive" and valuable differentiator.
✅1
Collin H.
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Matt E. spot on. Understand needs and fit, then tie in exactly how and why you're product/service will fix their biggest problem while doing it in a way that brings returns on the investment. I'm not enterprise though lol.
🙌1
Konstantinos P.
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Harsha V.
1.
Offering value: everybody says it, but I think it’s often misunderstood. I’d say, don’t build any tools or create reports unless it’s for the purpose of demonstrating a capability that’s core to your offering. Still, I wouldn’t prioritize ancillary value-add.
2.
Sharing insights: I wouldn’t do it. If anything, we’re all more than inundated with interesting stuff to watch and read. I signed up for an app to siphon my newsletter subscriptions from my inbox so it’s easier for me to read them. I’ve never opened the app. Even though much of the content is really good. There’s just no time, and if you miss the mark it’s even worse.
3.
Where I would push you: can you make him think that you’re not just about closing a sale, you’re more of an equal and you understand him. When you get an email from a seller, you don’t want to open it. When it’s from a “friend” or equal you want to help. Can you say: I’m hosting this industry newsletter / podcast / panel and I’d love to add your insights. You said XYZ that was very interesting and relevant. Would you like to join me and A, B, C peers from your industry to have a chat about it?
4.
Alternatively, also consider who will be using your platform within the org. Maybe reach out to them and say you’re trying to see if your platform is a good fit. You’re speaking with the owner but would love to understand the end user’s perspective. The more advocates you build the better.
I’m sure you can come up with lots and better ideas. Just wanted to share some thoughts that may take you in a different direction.
Vikas K.
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I don't know your time horizon, therefore I am assuming a longer time horizon. Prepare a list of 10 such accounts. Figure out events they generally attend in person. Introduce yourself there, even in hallway conversations. Honestly say you are eager to work with them. Be seen in these events at least twice to establish that you are here to stay. I have seen things moving even with strangers after such meet ups. Your sincerity comes through. You can add me on LinkedIn. I would love to know if it worked for you as well.
🚀1
Vikas K.
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Love your inputs, Konstantinos P.!
Ayse G.
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What was the first conversation like? Do you know his pain points, JTBD, what is the alternative he is using ti do this work, how does your product fit those in concrete value props? Not features, value you can provide. These follow ups ar a sequence of a dance from the first conversation. You haven’t specified who the stakeholder is- economic buyer, end user, etc.. this changes the value props and the approach. Maybe if you can give some more info; we can be more specific.

Strategies to Convert Enterprise Accounts: Tips & Ideas | RevGenius

Matt E.
·
·
Hey Harsha V. I would avoid sending generic articles about the industry. I recommend sending a hyper-personalised insight led approach, by running a "mini-audit" of their business based on what data or knowledge you can find online. You can then present it back as a "proactive" and valuable differentiator.
✅1
Collin H.
·
·
Matt E. spot on. Understand needs and fit, then tie in exactly how and why you're product/service will fix their biggest problem while doing it in a way that brings returns on the investment. I'm not enterprise though lol.
🙌1
Konstantinos P.
·
·
Harsha V.
1.
Offering value: everybody says it, but I think it’s often misunderstood. I’d say, don’t build any tools or create reports unless it’s for the purpose of demonstrating a capability that’s core to your offering. Still, I wouldn’t prioritize ancillary value-add.
2.
Sharing insights: I wouldn’t do it. If anything, we’re all more than inundated with interesting stuff to watch and read. I signed up for an app to siphon my newsletter subscriptions from my inbox so it’s easier for me to read them. I’ve never opened the app. Even though much of the content is really good. There’s just no time, and if you miss the mark it’s even worse.
3.
Where I would push you: can you make him think that you’re not just about closing a sale, you’re more of an equal and you understand him. When you get an email from a seller, you don’t want to open it. When it’s from a “friend” or equal you want to help. Can you say: I’m hosting this industry newsletter / podcast / panel and I’d love to add your insights. You said XYZ that was very interesting and relevant. Would you like to join me and A, B, C peers from your industry to have a chat about it?
4.
Alternatively, also consider who will be using your platform within the org. Maybe reach out to them and say you’re trying to see if your platform is a good fit. You’re speaking with the owner but would love to understand the end user’s perspective. The more advocates you build the better.
I’m sure you can come up with lots and better ideas. Just wanted to share some thoughts that may take you in a different direction.
Vikas K.
·
·
I don't know your time horizon, therefore I am assuming a longer time horizon. Prepare a list of 10 such accounts. Figure out events they generally attend in person. Introduce yourself there, even in hallway conversations. Honestly say you are eager to work with them. Be seen in these events at least twice to establish that you are here to stay. I have seen things moving even with strangers after such meet ups. Your sincerity comes through. You can add me on LinkedIn. I would love to know if it worked for you as well.
🚀1
Vikas K.
·
·
Love your inputs, Konstantinos P.!
Ayse G.
·
·
What was the first conversation like? Do you know his pain points, JTBD, what is the alternative he is using ti do this work, how does your product fit those in concrete value props? Not features, value you can provide. These follow ups ar a sequence of a dance from the first conversation. You haven’t specified who the stakeholder is- economic buyer, end user, etc.. this changes the value props and the approach. Maybe if you can give some more info; we can be more specific.