Enterprise deals often stall because the large buying committee isn't aligned. A mutual action plan (MAP), ideally in a shared digital sales room, gets everyone on the same page by outlining the necessary steps for the deal to close, preventing delays and confusion.
To overcome a prospect's fear of risk, go beyond generic demos. Use their actual documents, data, and processes to show how your solution fits into their existing workflow. This makes the change feel less like a leap of faith and more like a natural evolution.
In complex enterprise sales, don't rely solely on your champion. Proactively connect with every member of the buying committee using personal touches like video messages. This builds a network of allies who can provide crucial information and help salvage a deal if it stalls.
Don't overwhelm an enterprise buying committee by pitching all of your product's features. Instead, survey each member to find the 2-3 features that resonate most broadly. Focus all messaging and demos on just those features to create a clear, concentrated value proposition.