enterprise-sales-motion

Personally close at least 10-20 unaffiliated customers before hiring, and hire once sales activities consume over 20% of your time. Hire two reps simultaneously to A/B test performance, and onboard them with leading indicators like meeting volume rather than waiting for closed revenue.

MEDDIC is a deal qualification framework for complex enterprise sales covering Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. It helps sellers model large multi-stakeholder deals with high contract values and long sales cycles.

Use the Setup Framework: lead with a unique market insight, honestly compare alternative approaches including the status quo, then propose a 'perfect world' solution and ask for agreement. Follow through by proving your differentiated value rather than walking through features.

Deals typically stall due to the buyer's fear of messing up (FOMU), not lack of urgency. The JOLT method addresses this: judge indecision, offer a recommendation, limit exploration, and take risk off the table with safety nets.

Not until founders have personally closed the first few dozen customers and developed a repeatable sales process. Hiring a sales leader too early breaks the feedback loop between market learning and product development.