One of the tools put forth in my article on how to execute enterprise sales is the Probability of Win (PWIN) calculation. There is a fundamental paradox though that occurs when your competitors all use this method. That’s okay, it’s expected.
Thoughts on go-to-market strategies.
As an engineer, I love to analyze things. To my great delight, when I made the transition to business development and sales, I found that there has been a great deal of work done by like-minded people to turn what seems like a creative art into a process as rigorous as any science-based discipline. While I believe working with customers requires high EQ with a highly-tuned personal touch, you can still measure execution and set priorities using math. I’ll walk you through how to do that in this post.
In this article, I walk through the enterprise software sales playbook I have developed during my career, which in turn has come from the playbooks of those I have learned from. I have refined my approach over the years, and here I give you my handbook for enterprise sales (for startups).