For those of you in more complex sales targeting larger companies, what are the go-to pieces of content/collateral that you encourage sales to send? More specifically, what do you like to send to help a user convince their economic decision maker?

Question

Mike Flouton · Accepted Answer

Complex enterprise sales are more about relationships and solution selling than they are collateral. So, if anything, content and collateral becomes less important the fa...

Huzaifa Dalal · Answer

I agree with Mike above. Complex enterprise sales is about relationships and solution selling. There are multiple stages of selling and it should be part of your challeng...

Savita Kini · Answer

Bulk of my career has been in mid-to-large enterprise solutions -- from engineering to marketing and sales enablement. I agree with Mike's commentary, it is super importa...

Hien Phan · Answer

I have spent my entire career selling into large enterprises. Now I work with our enterprise sales team executing complex enterprise sales, and enabling them with tools a...

For those of you in more complex sales targeting larger companies, what are the go-to pieces of content/collateral that you encourage sales to send? More specifically, what do you like to send to help a user convince their economic decision maker?

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