Enterprise sales is vastly different from selling to mid-sized or small companies. The metrics are different. The teams and processes are structured differently. And in a lot of cases, it is exponentially more complex than SMB sales. However, most sales leadership advice is geared toward selling to consumers or smaller companies.
So, how can you set your enterprise sales team up for success in today’s environment? How do you tackle issues such as sales and marketing alignment and become an expert on your prospects' growth strategies?