enterprise-sales

SKILL.md

Navigate enterprise sales deals through buying committee dynamics, procurement, and overcoming customer indecision.

Helps identify deal stage, map stakeholders (champion, economic buyer, decision-makers), and arm internal advocates with role-specific materials

Addresses the root cause of deal loss: customer fear of messing up and being blamed, not just competitive pressure or missing urgency

Guides procurement navigation by proactively handling administrative burden, compliance requirements, and form completion to avoid being sidelined

Frames proof-of-concepts as collaborative business case exercises rather than product demos, using conservative ROI projections to set realistic expectations

Covers PLG-to-enterprise escalation patterns and de-risking strategies drawn from frameworks used by product leaders at Stripe, Superhuman, and similar companies

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:

Identify the stage - Determine if they're prospecting, in discovery, navigating procurement, or closing

Map the buying committee - Help them identify the champion, economic buyer, and other stakeholders

Address indecision - Focus on overcoming customer fear of messing up, not just building FOMO

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.