As I’ve gotten to better understand the enterprise sales space, face to face is the goal on both sides most of the time. There will be questions to answer, spec

As I’ve gotten to better understand the enterprise sales space, face to face is the goal on both sides most of the time. There will be questions to answer, special circumstances to account for, term and support expectations and often a billing structure to fit with their budgeting process better. Pricing laid out up front is more of a consideration for smaller shops which isn’t their target market at all.