Enterprise Sales
The motion serving large organisations, characterised by buying committees, procurement, long cycles and high contract value.
Different physics
Enterprise deals are not larger SMB deals. They involve more stakeholders, formal procurement, security and legal review, and budget cycles that gate timing regardless of enthusiasm. Applying an SMB process produces deals that stall at stages the process does not model.
Blended metrics hide it
RELATED TERMS
Sales Cycle Length
The elapsed time from an opportunity's creation to its close. The time dimension underneath capacity planning and forecasting.
MEDDPICC
MEDDIC extended with Paper process and Competition — acknowledging that deals are lost to procurement and to rivals as often as to unclear value.
Multi-Threading
Building relationships with several stakeholders in a buying account rather than relying on one contact.
Mid-Market
The segment between SMB and enterprise, typically with some procurement process but without full enterprise complexity.
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