What if you were all nice and comfy at a company?

You worked your way up, you will well respect it, you knew how to sell the service.

And then you go to a startup where it's all new.

It's not a transactional sale.

It's a transformational sale.

It's an enterprise, business to business, business large dollar amount changing the way

they do business sound familiar I think a lot of us are in that space and you have to learn that

you've got great sales experience but it's kind of doing something different much more of

the transactional you get get action, you know

if they're going to buy or not immediately. Then you move to the enterprise sale where it's a step

by step process. It's not just what you say. Too many of us think selling is what you say. That's part of it. But in the

enterprise space and the business to business space, it's a small part of it. It's keeping direction,

momentum, and control over a deal. And that's not just finding the problem and building it up to get them to have urgency

to take action. That's a little piece of it. You've got to know where to take them, how to build

up that confidence in the product. And it takes time and there's time gaps between the meetings.

Now, this is very different than most what most of

us are taught. We're all taught about asking the questions, have a close, and that's all good.

And a lot of people make the mistake of thinking the large complex sales, just a simple sequence of

small, simple sales.

Eh, not really.

You got to know where you're going.

You got to know where you are.

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