The Critical Building Blocks of an Enterprise Sales Engine
MAY 22, 2019
They know ROE and ROA, whereas standard sales wouldn’t know ROS from their ARR(se). Industry knowledge (customer, not vendor) either as a direct participant or as a studious associate. Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint.