In enterprise sales, who you're selling to matters as much as what you're selling.
Organizations are divided into two fundamental types of business units: cost centers and revenue centers.
Recognizing this distinction is crucial because it fundamentally changes your approach to pricing, value proposition, and sales strategy.
More precisely, we can tie enterprise sales to two of a company's core functions: cost centers and revenue centers.
Selling to one or the other will change your sales strategy, organizational structure, marketing positioning, and more.
Let’s see why and how.
