#260 Overcoming Burnout To Land and Excel At The Sales Engineering Role
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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The Differences Between Small and Medium Business
The delayed gratification thing, you really have to embrace it when it comes to the public sector. You might be working on an opportunity and won't close till 2023 or 2022. And some of the opportunities that they've been working on since 2018 are going to close in 2020. The big difference is, well, we can talk about small, medium business. It's closed within a week, two weeks, three weeks. Then you have medium enterprise. Sales cycle is a bit longer. But you build those relationships. A lot of decisions are made on relationships as far as I can see.
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