Most sellers underestimate how different Enterprise deals are from SMB or Mid-Market. More stakeholders. Longer cycles. Higher stakes.
This week we're breaking down 4 principles that have worked for top sellers closing multi-six-figure deals in Germany, Austria & Switzerland:
1. Build Your Map Before You Make Your Move
Enterprise = multiple decision-makers, each with their own agenda.
You need an Account Map before your first deep dive.
Ask:
-
Who’s the champion?
-
Who’s the blocker?
-
Who has budget authority?
-
Who’s the hidden influencer nobody talks about?
Pro Tip: Don’t just rely on LinkedIn titles. Use internal conversations, Recording snippets from your calls, and LinkedIn engagement clues to find the real power.
2. Sell the ROI, Not the Feature
Enterprises rarely buy tools, they buy transformation.
If you’re talking about “time saved per task,” you’re still in SMB mode. For Enterprise, zoom out:
-
Business outcome: “Your sales team can win 8% more enterprise deals per year.”
-
Strategic impact: “You’ll reduce ramp time for 200+ reps by 2 months.”
Make it matter to the C-Suite!
3. Orchestrate the Deal, Don’t Chase It
Top Enterprise sellers aren’t just “following up.” They’re orchestrating:
-
Multi-threading with different departments
-
Aligning on timelines that already exist inside the customer’s business (audits, launches, budget cycles)
-
Dropping value touches at the right moments
Think conductor of an orchestra, not busker playing to whoever walks by!
4. Win by Committee
Enterprise deals don’t close because one person said yes. They close when everyone who matters feels they’ve been heard, their risks addressed, and their success tied to your solution.
Bring blockers in early. Get the skeptics talking. It’s slower at the start, but it’s what gets you the win at the end.
Your Challenge This Week
If you have an Enterprise deal in motion, draw your Account Map today! Colour-code your contacts:
Champion, Blocker, Decision Maker, Influencer.
You’ll instantly see where you’re thin and where you need to go deeper.
Also live this week 🎙️:
A new episode of the Sales in DACH Podcast 😍
We cover Enterprise Selling in DACH with Florian Dosterst, CEO at Syntinels and Masterclass Instructor in our Academy!
→ Listen now on Spotify.
Want to win your Enterprise Deals faster?
Our Enterprise Selling Masterclass with Florian is live inside the Sales in DACH Academy.
You’ll get:
-
The full Enterprise Deal Playbook for DACH
-
Account mapping templates
-
Multi-threading email sequences
We're excited to see you there!
Your Sales in DACH Team! ✨
Antworten