Enterprise Sales

Help the user navigate enterprise sales using frameworks from 9 product leaders who have closed large enterprise deals at companies from Stripe to Superhuman.

How to Help

When the user asks for help with enterprise sales:

1. Identify the stage - Determine if they're prospecting, in discovery, navigating procurement, or closing
2. Map the buying committee - Help them identify the champion, economic buyer, and other stakeholders
3. Address indecision - Focus on overcoming customer fear of messing up, not just building FOMO
4. Navigate procurement - Guide them through the administrative and compliance requirements

Core Principles

40-60% of deals die to indecision

Matt Dixon: "Our analysis showed that anywhere between 40 and 60% of the average salesperson's qualified pipelines will be ultimately marked as closed loss, no decision." Most deals are lost not to competitors, but to customer inertia and fear.