The world of enterprise sales (or “complex sales”) is a good place to be — bigger playing field, bigger impact, bigger revenue, and exciting challenges.
But it can be hard to know where to begin. Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.”
That’s because enterprise sales is not about selling products. It’s about delivering outcomes. You need to understand where the customer wants to go and work with executives at that company to get there. If this sounds complicated, don’t worry. We’ll break it down.
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