it took 5 months to get one room

I worked on a deal with one of the largest software companies in the world.

5 departments. 20+ people on the buying committee.

It took 5 months to get everyone in the same room.

here's what they don't teach you about deals like these

that's normal.

Enterprise sales are not negotiations. They're political campaigns.

You are not negotiating with buyers. You are campaigning with buyers. And the rules are completely different.

There are 7 to be exact.

I'll tell you about them here.

On this deal, we didn't have one champion. We had captains. One for each department.

Having one champion in a 20-person committee is a single point of failure. Champions get laid off. Champions get put on leave. Champions get embroiled in internal political fights that have nothing to do with you. And your deal dies with them.

That's rule number 3.

And honestly... it's one of the easy ones.

The other 6 are where it gets good.

One of the 7 rules is why deals die at month 9. (They actually died at month 1. It just took 9 months for anyone to notice.)

Another one is all about the pilot formula for this new AI age, where every buyer has been burned by a demo that sounded good but never actually worked.

And the final one is all about the meetings you don't get invited to.

The rooms where the real decisions get made.

I've embedded a video with all 7 rules below.

It goes into detail on each one and exactly how to execute each of them on your deals this week.

Watch it here.

Let me know in the comments which one of these rules has the biggest impact on your deals.

Andrew

P.S. If you're done watching and your team's pipeline is full of deals that just... sit there… this is literally what we build. Book a free strategy session, and we'll show you how teams use Distribute to convert more pipeline.