Enterprise sales help for founders selling to large companies
Large companies don’t buy from a person. They buy through a committee.
If you keep losing deals you should win, get ghosted after a great demo, can’t get past your champion, or freeze when the security questionnaire and the procurement team arrive, you are running into the complex enterprise sale. I have spent 30+ years selling software into some of the largest and most careful buyers in the country. Founders who look for an enterprise sales consultant usually get advice; as your fractional VP of Sales or advisor, I work inside your enterprise deals with you and build the motion your team can repeat.
Based in Scottsdale, Arizona. In person across Greater Phoenix; remote with founders across the US.
Rarely at the demo. Usually somewhere you weren’t looking.
- A champion who can’t sign. Enthusiastic, well meaning, and without the power to make the purchase happen.
- No economic buyer. Nobody who owns the budget has ever met you, so the deal has nowhere to land.
- The security and technical review. A questionnaire nobody prepared for, and a quarter disappears.
- Procurement and legal. Paper you have never seen, terms you can’t accept, and a deadline that was never theirs.
- A pilot with no finish line. Free work, no success criteria, no decision date.
- The RFP you didn’t shape. If you first hear about it when it lands, it was written for someone else.
Every one of these is visible early if you know where to look. Late-stage stalls are power-base problems explains the most common one.
The work that turns a good meeting into a signed contract.
- A committee map on every real deal. Who decides, who signs, who can quietly say no, and who you haven’t met yet.
- A mutual plan with dates. Agreed with the buyer, from first meeting to signature, so silence becomes visible fast.
- Discovery in your buyer’s language. The problem, the cost of doing nothing, and the event that makes them buy now. MEDDPICC as a checklist, not a religion.
- A business case finance believes. Built with your champion, in their numbers, before procurement asks.
- Security, legal and procurement prepared in advance. The questionnaire, the paper and the approvals mapped before they become a surprise.
- The founder in the right moments. You meet the executive buyer and close the commitments that need you. I carry the rest. When the founder should show up has the detail.
Cold calls rarely open a large company. Partners and warm paths do.
Systems integrators, resellers, technology partners, trade associations and people who already serve your buyer can get you into accounts no outbound sequence will. I have built and led partner ecosystems, and I help founders choose the few partners worth the effort.
Trade shows count too, when they’re run like a campaign: the target list set before the show, meetings booked in advance and every conversation followed up. For founders selling into retail, NRF’s Big Show in January is the one I know best.
I have sold the deal you’re trying to win.
I have closed $1M+ deals at nearly every company I sold for, and ran a book of $100M+ in annual bookings at Toshiba. Most of that was software sold into large retailers, brands and manufacturers through long, careful buying processes — the same kind of sale a founder faces with a first enterprise customer.
What I bring isn’t a methodology binder. It is knowing what the buyer’s committee is going to ask before they ask it, and building your team’s habits around that.
Enterprise sales, answered.
We have a great product. Why do our enterprise deals stall?
Because large companies buy through committees, on their calendar, with their risks answered. A great product gets you a great first meeting. The deal is won or lost in everything after it: who else has to agree, what they need to see, and whether anyone with budget authority is involved.
Are we ready to sell to the enterprise?
You are ready to try if you have a product that solves an expensive problem, at least one customer who can vouch for it, and a founder willing to be in the room at the right moments. You are ready to scale it when you can explain why your last three deals closed. I can help you get from the first to the second.
Will you sell for us?
I work the deals with you and lead pursuits where that helps, but the goal is a motion your team can run. Founders who hand every enterprise deal to an outside seller end up with revenue they can’t repeat.
Do you help with RFPs and security questionnaires?
Yes. I help you decide which RFPs to answer, shape the ones you can, and organize the security, legal and procurement work so it runs alongside the deal instead of after it. Your technical team still answers the technical questions.
Which industries do you know best?
B2B software and SaaS sold into large organizations, deepest in retail, commerce, order management, supply chain and computer vision. The gate is the complex sale, not the industry.
Other ways I help founders: Sales coaching & training · Sales management · Sales hiring & recruiting · How engagements run
Thirty minutes. Bring the enterprise deal that went quiet.
Not ready for a call? Check the fit in two minutes