This Week - Sales Consultants | When to bring in the big guns?
Go to Market this Week
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Catalyst Sales - What's the Biggest Difference?
When you get into the enterprise side of things it's critical this is a guiding principle for me understand the customer better than they understand themselves. Enterprise is more complex because you've got more people were impacted by the problem and who care about them. So I have to network I have to get out there and network and continue to build that advocate so let them know where I'm going, bring them along in those conversations. It's how well do I understand the person on the other end and what their decision criteria are? What are they actually looking to solve for if I understand that then I can advance a sale.
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