Enterprise Sales Tips

1. If you're not 'co-writing' the RFP with the client, you're a check-box in their buying process. Be cautious of weight in your pipe and expectations internally.

2. If they are going to use their paper, double the price. Find this out as early as possible in sales process. Why? It will cost a lot more time/legal/service requirements and needs to be baked into contract value.

3. Give procurement wiggle room to negotiate and take a win — Factor in 20-30% of ACV here.

4. Get on call with Procurement as soon as intro is made. Explain clearly what you are doing so they can understand and evaluate their side’s risks otherwise you’ll get kitchen sink. Ask lead on buy-side to join calls with you at this stage.

5. Know who will actually sign the paper (ht @devahaz ) . If signature is coming from CFO’s office find out who’s presenting to them and when that will happen. Get list of sample questions they ask so you can prep the presenter. This will also give you a sense of possible close date. If they are open for you to join session, do it!

6. Be as attentive as possible. Follow up quickly (this does matter a lot and they expect it), build slides that are custom to their process, show up in person, etc.

7. Be sure this is qualified, and they are taking this very seriously/holding up their end of accountability.