enterprise-saleslisted

## Company Context Before helping, read `MEMORY.md` for: current wedge, ICP, competitors, PMF stage, system constraint. Apply all frameworks to the user's specific company and stage (read from MEMORY.md). Follow output preferences from USER.md (language, format, platform constraints). # Enterprise Sales Help the user navigate enterprise sales using frameworks from 9 product leaders who have closed large enterprise deals at companies from Stripe to Superhuman. ## How to Help When the user asks for help with enterprise sales: 1. **Identify the stage** - Determine if they're prospecting, in discovery, navigating procurement, or closing 2. **Map the buying committee** - Help them identify the champion, economic buyer, and other stakeholders 3. **Address indecision** - Focus on overcoming customer fear of messing up, not just building FOMO 4. **Navigate procurement** - Guide them through the administrative and compliance requirements ## Core Principles ### 40-60% of deals die to indecision Matt Dixon: "Our analysis showed that anywhere between 40 and 60% of the average salesperson's qualified pipelines will be ultimately marked as closed loss, no decision." Most deals are lost not to competitors, but to customer inertia and fear. ### Identify and arm the champion April Dunford: "Typically we have between five and seven people involved in what we call making the decision. By far the most important persona is what we call the champion - this person's job is to get consensus