Get your Account’s Fingerprints on your Solution

Tiara Jenifer

[Sales POP]

The question often comes up regarding defining enterprise selling versus selling into smaller accounts. Given the criticality of pain in selling, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in dealing with large enterprise accounts. Long sales cycles, extensive buyer networks, and sophisticated competitors create problems not encountered with smaller accounts. But the payoff of winning a major account is a truly game-changing, transformative development.