The Core Problem with Enterprise Sales in Brazil: We Don’t Write Enough.

If you don't write, you don't think properly.

The number one problem with enterprise salespeople in Brazil is that we don't write nearly enough.

If you don't write, you don't think properly.

If you don't think properly, you can't weave everything that matters to the customer into a cohesive vision of how they are going to defeat their challenges throw the right decisions.

They must achieve success. They can only do so through good decisions. They have big, inneficient decision-making comittees and lots of FOMU (fear of messing up).

Your job as a salesperson is to map that unknown territory for each and everyone of those stakeholders so that their knowledge on the matter is level, the stakes are known and the options are plain and irrefutable.

If you can't write a great champion letter, you will not be ready for the next meeting. You will never find out what their fears and concerns are since you won't properly reflect on them, and you will never beat the competion's arguments.

If you don't spend time reading and writing out your deals,…