This is very good advice. Having sold enterprise software to large companies, I know from experience that the sales cycle can be long — in some cases, as long as 2 years. In addition, when selling to large companies, you are now dealing not just with one decision maker, but several. This is because many people within the company have a stake in whether your solution will work or not. It’s not enough to just deal with one IT manager — now you have to deal with other IT employees across the board. Not to mention dealing with the CFO and others in upper management. That’s why I advise anyone who wants to pursue a career in tech sales to be patient, be organized, and be prepared for a long and complex sales cycle.