Customers love to feel special and understood. According to research from Epsilon, 80 percent of customers say they’re more likely to do business with a company if it offers personalized experiences. Additionally, 90 percent indicated they found personalization appealing. Personalization often begins long before a consumer even considers making a purchase.

As a sales manager, your eyes are glued to your company’s revenue. You’re focused on helping your team close more deals and increasing profitability. But are you sure you’re measuring sales revenue in the best possible way? Gross sales and net sales are two common metrics that offer distinct advantages when it comes to gauging revenue. If you’re not sure what they are and how they differ from each other, you’re not alone.

Enterprise sales is like running a marathon. Your focus isn’t on short-term wins—you’re playing the long game. And just like a marathon results in big physical and mental gains, enterprise sales results in significant revenue and increased opportunities for your business. That being said, you wouldn’t run a marathon without training first. You shouldn’t jump into enterprise sales unprepared, either.