Enterprise sales is 15 steps, not five. Here is the real playbook.
Most founders treat the CRM pipeline as their sales process; Jen Abel argues it is just a forecasting tool. She walks the full $100K-plus cycle in 15 steps, from the "pincer model" that lands exec and N-minus-one meetings simultaneously to the two-to-three-day pilot that defines success jointly before you ever talk price. The useful reframe: sell them "alpha," not the feature, and treat the intro call as an intelligence grab, not a demo.