They Conceive the idea of amplifying their own brand with customers and across their organisation…

…They Believe that creating early engagement by targeting Economic Buyers is THE vital first step

Committed - they know that they will find a way to win and they can step into that uncertainty. Uncertainty might now be the norm for us as humans for the next 20, 30, 40 years. Perhaps, the steady state we had previously was the anomaly - we need to get ready for change on our terms, and to adapt.

Proactive - they drive business value for the customer, anticipate and get ahead. They go beyond what the customer wants by anticipating whether it is fit for purpose.

Adaptive - they learn and tailor dialogue to different buyer personas, speaking differently to the legal team, procurement, finance, and end decision maker. Adapting to those different personas is fundamental to tailor messaging to their agenda and their language.

…They Win recurring deals that are large and more profitable

Which one of these areas could you focus on for self-growth and to create more success in your Enterprise Sales career?

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