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Research Report

How Customized Deals Impact Involvement from Sales Specialists

Deals with heavy customization can complicate the sales process, as executing and negotiating a deal requires specific expertise. While companies may have a general idea of who to bring in order to close deals, it is challenging to know when a specialist should step in and when an account executive should take the lead. TSIA recently asked companies about their experiences with sales specialists and examined how heavily customized deals impact the sales process.

Authored By:

Hannah Yoon

Data Journalist, TSIA

Publish Date: May 1, 2023

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