My team is preparing to raise our series A and in preparation for the scale that is intended to follow, I am need some insight into how others are structing their sales outreach and rules of engagement.
To offer a little context on my organization, we sell a tiered, annually billed, analytics tool into the construction industry. The tool historically, and presumably in the future, has been sold as smaller one off packages to help drive feedback and early adoption... and also tech in construction is not as widely utilized as in other industries. With that said, we have been more and more successful with Enterprise agreements as of late which is where the choke point begins.
I have worked at companies that have had strategic/major account teams, regionally based team, and just rules of engagement around when you can and cannot try to begin another sales cycle.
Really interested in getting some other insight as to how your teams are doing it.
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