Overview

The enterprise sales playbook for the AI era - built for AEs who close seven-figure deals with twelve-stakeholder buying committees. Enterprise sales has always been a different discipline from transactional selling. Nine-month cycles. Buying committees of twelve or more. Procurement, legal, security, and finance all carrying veto power. RFPs that arrive at the worst moment. POCs that need to be commercial instruments, not science projects. Forecasts that have to mean something to a CFO. AI changes the math. Not by replacing the seller - enterprise buyers want the seller more than ever - but by absorbing the mechanical work that used to consume the seller's days. Account research that took eight hours now takes forty minutes. Stakeholder maps stay current automatically. Champion enablement produces memos in your champion's voice, not yours. This book is the complete operating manual for AI-supported enterprise sales. Fifteen chapters across the full deal arc: THE ACCOUNT: Account research at depth, three-layer stakeholder mapping, multi-threaded outbound that gets through. THE DEAL: Discovery against committees, value hypotheses that survive CFO scrutiny, POCs scoped as commercial instruments, champion enablement, RFP response strategy. THE CLOSE: Procurement, legal, and security playbooks; executive briefings; pricing architecture across seven dimensions; negotiation, closing plans, and mutual action plans. THE PORTFOLIO: Forecasting complex deals with calibrated probabilities; land-and-expand systems; renewal as a strategic act. IMPLEMENTATION: A 12-week roadmap for the individual AE; a four-quarter roadmap for the enterprise sales organization. References MEDDPICC, Challenger, and Command of the Message as tools rather than religions. Built for sellers who are serious about the craft. By the author of The Complete AI Sales System, The High-Ticket Closing Playbook, and the AI Sales Systems series.

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