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Exactly. Add to that that good sales people will build up a lot of "soft" knowledge about the orgs they will be selling to, like: When does their fiscal year st
by heipei 6y ago
Exactly. Add to that that good sales people will build up a lot of "soft" knowledge about the orgs they will be selling to, like: When does their fiscal year start, what's their budgeting timeline, who has purchasing authority, am I talking to someone whose job it is to negotiate a discount, how long will the sales process take to close, should I try to go through a reseller for this deal, is the customer gonna nickel-and-dime every item on the quote, how anal is their legal department, etc. If you do it right it is indeed a full-time job for B2B enterprise sales.
- ianmcgowan 6y agoTo add an anecdata - I worked in IT at a medium-ish (10K people) company, and Microsoft, IBM and Oracle sales reps absolutely had a better understanding of the procurement process (and employees involved) than most people at the company. To everyone saying Customer Service can handle sales, there's a large misunderstanding of what enterprise sales involves - making the sale (getting to yes) is just the first step in a long slog to a signed purchase order.