15 Mistakes GTM Teams Make When Moving Upmarket (and how to avoid them)
Sales Hacker
AUGUST 18, 2023
On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Brian Weinberger , SVP of Sales at Cube A big mistake I see is not understanding the decision making process and who actually makes decisions and then the second part is not multi-threading effectively. Needs more pre sales support.
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