Signature · Field Guide
How enterprise deals
actually close.
The version I wish someone had handed me. Opinionated, stage by stage, and updated as I learn. This is me showing my hand.
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Discovery
Stop pitching. Map the pain to a number and find the person who owns that number. If you can’t name the metric, you don’t have a deal — you have a demo.
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Multi-threading
Single-threaded deals die when your champion changes jobs. Get wide early: economic buyer, technical owner, and the skeptic who will try to kill it.
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Champion-building
A champion isn’t who likes you — it’s who sells for you in the meetings you’re not in. Arm them with the internal business case, not your slide deck.
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Forecasting
The forecast is a story you tell twice — to your VP and to yourself. Date it to a customer event you can verify, not to the end of your quarter.
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Negotiation & procurement
“Procurement is a formality” is the most expensive sentence in sales. Pre-wire terms with your champion before legal ever sees the paper.
More stages, real examples, and the messy edge cases are coming. Field Notes goes deeper.