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

Enterprise sales success relies on a rigorous, 15-step process that prioritizes information gathering over traditional, scripted sales tactics. By targeting the chief legal officer or their direct report, founders and sales leads can utilize a "pincer model" to secure high-level engagement. The most effective intro calls remain informal, avoiding demos to focus on uncovering the "alpha"—the unique, transformative value a solution provides. Success requires treating the sales cycle as a project management exercise, where the demo serves as a strategic carrot to build internal consensus and collect competitive intelligence. Rather than rushing to close, high-performing sellers focus on co-authoring the business case with an internal champion, ensuring the solution feels custom-built for the organization. Maintaining a 25-35% win rate is standard for healthy enterprise growth, as higher rates often signal underpriced offerings.