Six-Figure SaaS Deals Require Experienced In-Person Field Selling
Darrell Benatar · Going Upmarket, How To Keep Growing When Your Buyer Is No Longer Your User · Jan 2, 2019 · at 24:37
UserTesting CEO Darrell Benatar discusses restructuring sales teams when moving upmarket from SMB tools to enterprise-level contracts.
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“The reality still stands that you kind of have to do a lot of in-person selling if you're going to be selling six-figure deals into large companies and you're hiring, ah, you know, a more experienced rep who has the sophistication to, ah, ask the right questions and craft, ah, you know, a solution.”
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