ATCP, LLC

Ask A Sales Engineer


“What is Enterprise Sales”?

Good question. I get this question more often than you’d think-probably once per week on average. Today was the last time, so I thought I’d address it in an article.

All of my Sales/Sales Engineering methodologies are short, easy to understand and elegant. I use this method as it is easier for non-Sales Engineers to remember. Complicated doesn’t cut it with people under stress with a lot to remember already. So it is fitting that I treat the expression “enterprise” no differently.

Enterprise anything relates to people, places, things, or opportunities that involve strategic management, or management elements, in any company, group, or institution.
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I’m in enterprise software sales, and I often have people who have never sold anything, much less high priced software, tell me what I’m doing wrong. One of the most common things I get is an inexperienced executive trying to make changes to the way I demonstrate software.

For executives and budding Sales Engineers alike, here are a few things to understand about demonstrating complex software:
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