Six-Figure Enterprise Deals Often Close Without Showing Executives the Product
Darrell Benatar · Going Upmarket, How To Keep Growing When Your Buyer Is No Longer Your User · Jan 2, 2019 · at 22:33
Darrell Benatar, CEO of UserTesting, explains how executive enterprise buyers rely on internal frontline IC feedback instead of viewing product demos themselves.
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“It's not untypical for a salesperson selling a large six-figure deal to never show the product. To the executive they're selling to.”
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