Getting better as an Enterprise AE
Qualify harder, negotiate calmer.
My take on this move
Manan Sachdeva
I'm still writing this one: what actually changes, what to stop doing, and your first 30 days. The reading path below is ready now.
The path
Read in this order · 2 picks
MEDDICC
Why now The shared language most enterprise teams use to qualify. Read it before you forecast a large deal.
Try this week: Score your three biggest open deals letter by letter and mark where you are guessing.Never Split the Difference
Why now As deals get bigger, the negotiation starts well before the pricing call.
Try this week: On your next discount ask, name what you hear before you answer.