enterprise-sales

Navigate enterprise sales deals through buying committee dynamics, procurement, and overcoming customer indecision. Help the user navigate enterprise sales using frameworks from 9 product leaders who have closed large enterprise deals at companies from Stripe to Superhuman. When the user asks for help with enterprise sales: 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. 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. Matt Dixon: "The omission bias is the fact that people don't want to be blamed for making decisions that lead to a loss. People are okay with missing out. They are not okay with messing up and being blamed." Address Fear of Messing Up, not just Fear of Missing Out.