Selling to Large Enterprises

Abbas Haider Ali@abbashaiderali

Like a boss

Solve a problem

Classify the problem you’re solving

ProblemSolution

Known Unknown

Known compete educate

Unknown name your price

evangelize

Boil down the value

Revenue Cost

Be a 5 year old

Identify qualitative & quantitative value markers along the way

Checklist

Pricing

Alignment with value

Competitive and market standing

Timing and compelling event

Anecdotes of current pain

Understanding of political landscape

Champion and personal stake

Mechanics of buying

Thanks!www.abbashaiderali.com