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(For those not familiar with enterprise sales, this is very normal and there's no hard feelings on either side! They also really want our product! People are busy, and coordinating between lots of people is naturally difficult. That's why a big co sales cycle is 12-18+ months!)
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Don’t forget the “hurry up and wait” cycles... In gov and massive enterprises, the 12-18 month cycles are never linear effort. It is always made up of sprints to complete proposals, additional docs, and reworks with 2-3 days notice to hit a decision meetings / reviews.
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So so true
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Didn’t you have a thread on pricing a while (year or two) back which mentioned how important it is to calculate this process in the sales price?
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Yes! I don't have it handy but basically this is one reason enterprise deals cost money
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Knew this was sales when I saw it. Enterprise is hard. Our Enterprise reps have long sales cycles but it's good to see their deals hit Closed Won.
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OMG yessss! Would be rad to read one of your open threads about your enterprise sales heuristics ;)
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patience thru the roof!!
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