Enterprise deals rarely fall apart because of product or pricing. They fall apart because sellers miss the hidden power centers shaping every decision. Modern buying is driven by shifting influence, cross functional politics, and silent internal forces that most teams never see. This guide breaks down how power moves, why it matters, and how it impacts every AE, RevOps leader, and revenue team.

Sales technology has evolved beyond simple enablement. This guide explores how modern sales teams integrate AI, automation, and strategy to improve forecasting, collaboration, and win rates. Learn how digital sales rooms differ from deal execution platforms and how to future-proof your GTM stack.

Learn how to run a Business Value Assessment (BVA) discovery session that feels consultative, not like an interrogation. Chapter 2 covers how to set the stage, do smart pre-call research, ask value-driven questions, and co-create a business case buyers can defend. Backed by research showing buyers complete 70% of their journey before meeting sales, this chapter helps you make discovery impactful and credible.

Enterprise deals are increasingly complex, involving 10+ stakeholders across multiple buying cycles. This post explores how poor stakeholder visibility slows deals, stalls execution, and silently kills revenue momentum.