The Enterprise Sales Playbook

Large deals stall in the gaps between meetings. This playbook covers the account map, the business case, and the plan that keeps a committee moving.

• ✓The roles in a committee decision and what each one needs
• ✓Account mapping questions that surface hidden influence
• ✓A four line business case your champion can forward
• ✓A mutual action plan template with owners and dates
• ✓The signals a deal is stalling, and how to name it