All ideas
Go-to-marketProposed topic
What great enterprise sellers understand about change
Large deals are change-management projects that happen to end in a contract.
By Daniel Timpane
This essay hasn't been written yet. Below is the working premise and the questions it will try to answer.
The premise
The best enterprise salespeople aren't the best pitchers. They're the people who understand how an organization actually changes its mind — and help it get there without breaking anything.
Questions I want to answer
- 1.Why do most “no decisions” have nothing to do with the product?
- 2.How do you find the person who actually owns the problem?
- 3.What changes when the buyer is a committee, not a person?