The Physics of Enterprise Sales

Does selling to a Fortune 100 company need a different playbook than selling to a small business?

Rob's take: enterprise sales runs on the same physics as other deals - you're still looking for one person with PULL. He gets into why procurement isn't actually your buyer, how to spot the person inside a big org who can buy, and why the "project plan to purchase" is where deals quietly stretch from one month to twelve.

Links

Get The Power of PULL:
Amazon: https://amzn.to/48KC1yv
Barnes & Noble: https://bit.ly/4dyMTSv

Rob's PULL course: https://robsnyder.org/course

Work with Rob: https://www.robsnyder.org

Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

Follow Rob's Substack: https://thephysicsofstartups.substack.com/

Rob's conversation with Newt Gingrich

YouTube | Apple Podcasts

Chapters
02:56 — Introducing the topic: the physics of enterprise sales
04:02 — Why founders assume enterprise sales is a different game
05:59 — The Challenger Sale mistake that blew a ten-million-dollar deal
09:09 — The actual physics: it's still one person with PULL
10:32 — Why procurement isn't your buyer
12:35 — Why PULL matters even more at the enterprise level
14:05 — Finding the champion — and avoiding contacts who are too junior
17:30 — The three-call process for enterprise deals
19:32 — Building the project plan to purchase
23:52 — Using their timeline as a forcing function
27:10 — Common mistakes and the "tush push"