Close $100K+ enterprise deals: a real 15-step cycle, not the CRM's 5
Jen Abel (JJellyfish, State Affairs) breaks the standard five-stage CRM pipeline — calling it a forecasting tool, not a sales process — and maps the real cycle at roughly 15 steps. The memorable play: a "pincer model" that lands exec and one-level-down meetings simultaneously, plus a two-to-three-sentence pitch built around giving the buyer "alpha" before any demo. Walk-through runs from first cold outreach to procurement and the final signature.