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.

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.

Identify and arm the champion April Dunford: "Typically we have between five and seven people involved in what we call making the decision. By far the most important persona is what we call the champion - this person's job is to get consensus and champion the deal across everybody." Arm them with materials for IT, Legal, and the Economic Buyer.