#enterprise

Create comprehensive B2B sales playbook. Components: 1. Ideal Customer Profile (ICP) definition with firmographics. 2. Multi-touch outreach sequence (email, LinkedIn, phone). 3. Discovery call framework with BANT qualification. 4. Demo script with pain point mapping. 5. Objection handling guide for common blockers. 6. Proposal template with ROI calculator. 7. Negotiation tactics and pricing strategies. 8. Post-sale handoff process to customer success. Include CRM workflow automation and sales metrics tracking.

Create a winning enterprise sales proposal. Sections: 1. Executive Summary (problem, solution, value). 2. Company Overview (credibility, case studies). 3. Proposed Solution (tailored to their needs). 4. Implementation Plan (timeline, milestones). 5. Pricing and Packages (transparent, tiered). 6. ROI Analysis (quantified business impact). 7. Terms and Conditions. 8. Next Steps. Use professional design. Personalize for each prospect. Include social proof and testimonials. Address objections proactively. Make it easy to say yes.

Develop account strategies for key customers. When: annually for top 20% revenue-generating accounts. Account plan components: 1. Executive Summary (current state, opportunity, goal). 2. Account Overview (org chart, decision makers, influencers, power dynamics). 3. Current Relationship (products used, contract value, renewal date, satisfaction score). 4. SWOT Analysis (Strengths in account, Weaknesses, Opportunities for growth, Threats to retention). 5. Whitespace Analysis (departments not using product, potential use cases). 6. Growth Strategy (upsell targets, cross-sell products, expansion timeline). 7. Relationship Plan (who to engage, how often, topics). 8. Success Metrics (revenue target, meetings per quarter, new contacts added). 9. Risks and Mitigation (churn risk, competitive threats, mitigation plans). Review: quarterly with sales and CS leadership. Update: after major account changes (budget cycles, leadership shifts, M&A). Output: guide AE and CSM actions, align cross-functional support (product, marketing).

Navigate complex enterprise procurement. Procurement stages: 1. Vendor approval (get on approved vendor list). 2. Security review (fill SOC 2, ISO certs, questionnaire). 3. Legal review (redline MSA, negotiate terms). 4. Purchase order (PO issued by procurement). What procurement needs: W9, insurance certificate, banking details, security documentation, references. Acceleration tactics: 1. Submit all documents upfront in 'procurement package'. 2. Engage procurement early (don't surprise them post-verbal commit). 3. Offer standard terms (less negotiation). 4. Escalate blockers to executive sponsor. 5. Understand their fiscal calendar (Q4 may be frozen). Red flags: 'we'll get back to you on legal', missing PO number, new stakeholders late in process. Relationship: befriend procurement contact, make their job easy. Most enterprise deals require 30-60 days for procurement after verbal agreement.

Engage multiple stakeholders in target accounts. Multi-threading definition: relationships with 3+ people in buying org. Why: single-threaded deals stall when champion leaves or loses political battle. Strategy: 1. Map org chart (LinkedIn, ZoomInfo). 2. Identify 5-7 key stakeholders. 3. Assign custom approach per person. Example: Economic Buyer (exec briefing, ROI focus), Champions (detailed demos, frequent touch), End Users (hands-on trial, training resources). Tactics: ask champion for intros ('Who else should evaluate this?'). Attend prospect events/conferences. Engage on LinkedIn. Send personalized gifts. Track relationship depth (0=unaware, 1=aware, 2=engaged, 3=advocate). Safeguard deals: if 1 person goes dark, others keep deal alive.

Build an ROI calculator for B2B sales enablement. Inputs: 1. Current state costs (manual processes, errors, time). 2. Implementation costs (software, training, migration). 3. Expected benefits (time savings, error reduction, revenue increase). 4. Timeframe for realization. Outputs: 1. Total cost of ownership (TCO). 2. Net present value (NPV) with discount rate. 3. Payback period in months. 4. 3-year ROI percentage. Create interactive web calculator with shareable results. Include industry benchmarks for credibility.