Selling to enterprise is the opposite of a sure thing. It's a long, complex process with inordinate validation points along the way. Most of us don't have a surefire method, but wouldn't it be nice to know your process is as finely tuned as possible?

That's why you need to focus on your people + your process. Like PB&J, if you continue to match these together the right way throughout the sale, you are much more guaranteed to make a successful pitch.

1. Make sure you are driving & aligning value throughout the entire enterprise selling process

2. "Are we running this process the best way possible?" You need to be circling back on that: thinking through, and constantly iterating.

3. Align teams and reps by mapping out responsibilities and expectations. This lets you anticipate any questions or misunderstandings compounding the overall process. Ownership and accountability + understanding values and responsibilities!

4. When adding tech to the process, remember that it needs to take you to the next level. Ask what more it can do for your process, and what more it can do for your people.