What I love about selling is that as social norms and the tech stack evolve, so does the playbook. In the era of AI chatbots and automated scrapers, a personalized email suddenly carries less weight, while an in-person conversation at the right event carries more.
This page shares some of the tools behind how I help early-stage AI companies land their first enterprise customers: discovery templates, ROI models, close plans, and account planning tools I've built, plus a few resources I trust. Remix freely.
📋 Table of Contents
Your product analytics platform may contain data that give you clues as to your champions within your target organizations: repeated usage; colleagues being invited into the platform; the nature of the work they're applying it to.
This is a useful list to start with, as chances of getting a response to, say, a cold outreach are higher since this group has already experienced the value of the platform. And once you've gotten a response, what do you propose?
Taking a consultative approach, here are some of the "next steps" post initial discovery call that I've found build momentum.
Usage Notes
Webinar recording: https://events.mural.com/collaborative-sales-playbook/
In my experience, when enterprises look to bring on new technology, they’re often (but not exclusively) looking to:
If your technology moves the needle on any of those, one powerful way to crystallize it is by quantifying its impact.