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?

4 answers

All related (32)

VP, Product at Barracuda Networks • November 16

Complex enterprise sales are more about relationships and solution selling than they are collateral. So, if anything, content and collateral becomes less important the farther up market you go. These

61 Saves

Hien Phan

Director of Product Marketing at Amplitude • June 17

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 and content. My two-cent is tha

31 Saves

Savita Kini

Director of Product Management, Speech and Video AI at Cisco • March 11

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 important to understand what is solut

36 Saves

Huzaifa Dalal

Senior Director Product Marketing, Observability at CrowdStrike • October 2

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 challenger solution selling course. Th

39 Saves

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