What's the framework for a CRO to decide whether to build two separate sales motions (organic vs M&A/upmarket) with distinct qualification rules, or force-fit both into a single process in 2027?
Direct Answer Separate the motion only when the two segments show genuinely divergent sales physics — different economic buyer, 3x deal size, 2x cycle, non-transferable rep skills, conflicting qualification — and the upmarket segment can in…
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