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 standard sales scripts. Rather than relying on generic five-step models, effective sellers adopt a "pincer" approach, targeting both the executive decision-maker and their direct report to build a compressed, high-value narrative. The initial discovery call serves as the most critical stage, where the focus remains on active listening and uncovering the "alpha"—the unique, unfair advantage the product provides—rather than delivering a demo. By co-authoring the sales journey with an internal champion, sellers navigate organizational friction, validate product value through short, targeted pilots, and ensure pricing discussions align with the buyer's maturity. This methodology transforms the sales process from a transactional pitch into a strategic partnership, significantly increasing win rates while maintaining a healthy, high-value price point.