How to close $100K+ enterprise deals, step by step | Jen Abel

0:00So we're gonna do something really unique with this conversation.

0:03Basically go through the enterprise sales lifecycle step by step.

0:07Let's set this up.

0:08Let's start with how do I even get the first meeting?

0:11We're in this flood the zone moment of everyone trying to break into the enterprise.

0:15But like what exactly are you solving for them as a problem that's level one, but most importantly, the alpha?

0:21And it needs to be different.

0:22Step two is basically writing the intro call.

0:25This is the most important call out of all of them.

0:28This is what I like to do.

0:29Super informal.

0:30Don't show them a demo.

0:32Don't show them slides.

0:33Focus on them.

0:34Have a one-on-one dialogue for 30 minutes.

0:37The whole game is to slow down to go fast.

0:41And by the way, do not bring a recorder to this call.

0:45What are the benchmarks for how often you get through each of these stages?

0:48The win rate for enterprise is usually around 30 to 35 percent.

0:52If your win rate is higher than that, your price is too low.

0:55What are some signs that your salesperson is not doing a great job?

0:59The most successful salespeople are not trained salespeople.