Major Account Pursuits – You have to Pay to Play!
We’re all aware of the unique challenges faced by sales teams in complex enterprise account pursuits. As opposed to opportunities with smaller accounts, enterprise deals present much more frustrating pains and complexities to selling organizations. Long sales cycles, wide buyer networks, and highly capable competitors are just a few of the obstacles that must be faced and overcome. Pursuing enterprise business is not for the faint of heart. It demands that you bring your very best effort and then execute with precision to walk away with a win.
Tags: enterprise sales