In a classic enterprise sale, you will often have a strategic buyer (who is excited about the change you can bring), an economic buyer (who controls the purse), a technical buyer (who might have approval/blocker rights), and then the actual users of your product.

She immediately diagnosed what had been impeding the sales team: a lack of clear, repeatable messages that communicated the product's value, not just features. Along with that, the sales team needed a better understanding of which prospective customers were most likely to buy, rather than just relying on their Rolodexes. She also recognized the pro

One of GO’s sharpest salespeople, Danny Shader, was accompanying me on the trip. As unobtrusively as possible, he went around the room collecting business cards. “What’d you do that for?” I whispered. “You pretty much know who everyone is.” “Titles are deceptive, but you can tell who really matters by the paper.” He showed me the cards. “The ones w