When we use the phrase “enterprise selling” in this book, we mean selling into organizations that present any of the following challenges to the selling team: extended sales cycles; sophisticated competition; significant financial investment in pursuits; cross-functional teams; a focus on long-term business value rather than short-term pricing; wide, diverse buyer networks; complex decision structures; and a highly diversified organization and footprint.
Let’s look at each of these elements individually.
• Extended sales cycles. When you are selling to enterprise clients, sales cycles can take months—sometimes years.
• Sophisticated competition. ...