Useful to know when you are starting out and trying to sell to enterprise
Brandon’s posthaven
Brandon, 8 Aug , 2013
When my co-founder and I were starting out, we came from an engineering background and thought of sales as black magic. Divine the customer's deepest desires, howl a few bewitching incantations, and then—abracadabra—a contract would be conjured. Magic!
Two years of selling served as a painful exorcism. There's no magic to enterprise sales, but there's a hell of a lot of zoology. LTV, field sales, inside sales, CAC, prospects, leads, consumerization, channel sales, … the array of terms is bewildering and there's no textbook that explains how it all fits together.
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Two years of selling served as a painful exorcism. There's no magic to enterprise sales, but there's a hell of a lot of zoology. LTV, field sales, inside sales, CAC, prospects, leads, consumerization, channel sales, … the array of terms is bewildering and there's no textbook that explains how it all fits together.
Read More
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