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"Enterprise sales requires experienced sales staff" I've seen enterprise software companies with a barely-graduated team of phone sales people kick ass, FWIW.
by webwright 18y ago
"Enterprise sales requires experienced sales staff"
I've seen enterprise software companies with a barely-graduated team of phone sales people kick ass, FWIW. Totally depends on the complexity of the product and whether there is a services component.
- davi 18y agoAre you saying a services component helps, or hinders the sale? I could see it going either way, depending on the product and the customer.
- webwright 18y agoI think it depends. In general, I think selling services is strangely easier than selling just a product. Products often represent "work" - the buyer has to learn about the product, sell it to their team, etc. If you basically say, "we're going to hold your hand at $125/hr every step of the way", it can make the sale easier. Middle manager buyers don't care much about profit. They care about stuff that allows them to work less or look smarter/better/more capable to their peers.