Enterprise SaaS Sales

For whatever reason, I don't look at Enterprise sales in terms of “closing deals.” Rather, I've always looked at as earning the right to solve big problems.

I’ve been in SaaS long enough across product marketing, GTM strategy, partnerships, business development, and know there’s no magic bullet for winning enterprise deals.

BUT, there is a framework that has worked for me and my sales teams when you apply it with discipline and humanity: MEDDICC (probably familiar with).

Metrics → Speak the CFO’s language
Economic Buyer → Find the person who signs
Decision Criteria → Win their scoring system, not yours
Decision Process → Map it, respect it
Identify Pain → Get to the real “why” behind the project
Champion → Build an internal ally who fights for you
Competition → Know it, counter it, out-position it

MEDDICC on its own is a checklist especially useful to newer AEs transitioning to enterprise accounts from a more transactional sell.

What makes it work in the enterprise world is TRUST.
That means:
Building genuine rapport with multiple stakeholders
Listening more than pitching
Showing up with insights that prove you understand their industry and their problems

I've found that by leveraging my multi-discipline SaaS experience (marketing, product, ops, partnerships) I was able to have the right conversation with anyone on the buying committee and do it while building that trust and rapport because 9 out of 10 times I've run into a similar situation over my 25+yrs.

Enterprise sales is about selling a solution but more importantly its about becoming the partner they trust more than anyone else in the room. The deal gets signed when the customer believes you’ll still be there after the ink dries.