Does selling to a Fortune 100 company need a different playbook than selling to a small business?
Rob's take: enterprise sales runs on the same physics as other deals - you're still looking for one person with PULL. We discuss why procurement isn't actually your buyer, how to spot the person inside a big org who can buy, and why the "project plan to purchase" is where deals quietly stretch from one month to six or twelve.
Bonus: Rob's conversation with Newt Gingrich: YouTube | Apple Podcasts
Post: The Physics of Enterprise Sales
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