The Enterprise Sales Playbook

Complex solutions deserve enterprise-level wins—yet too many teams still stride into C-suite boardrooms armed with playbooks built for the mid-market. Enterprise deals aren’t just bigger; they’re a different game. Legal minefields, shifting power centers, and year-long procurement cycles shred the tactics that work fine below the Fortune 500 or largest companies in your region. The Enterprise Sales Playbook is the answer.

Written by Eduardo Tiburcio, a seasoned enterprise-sales professional, advisor, and business consultant, the book shows that conquering global logos is never a lone-wolf move. Product, marketing, finance, and delivery must all operate at enterprise altitude if big-logo growth is the goal.

Inside five powerhouse sections—BUSINESS INTELLIGENCE • BUSINESS DEVELOPMENT • SALES EXECUTION • ACCOUNT MANAGEMENT • SALES LEADERSHIP—you’ll:

Decode the real forces behind enterprise sales—risk aversion, legal scrutiny, shifting power structures, and slow-moving governance.

Learn how to recognize patterns, read between the lines, and adapt your strategy in real time—so you’re not just following a method, you’re mastering the game.

A bonus deep dive on AI in Sales reveals how elite teams mine intent data, auto-personalise outreach, and forecast pipeline with algorithmic precision—so you can act before deals stall.

Master these shifts the moment you finish:

Validate with BI, enterprise product-market fit before burning a year

Map the decision network and orchestrate multi-thread engagement.

Align every department to a shared enterprise cadence and language.

Land once, expand forever—compounding revenue year after year.

If your ambitions outgrow yesterday’s quota, crack the spine and let Eduardo guide your organisation into an enterprise mindset. Complexity isn’t chaos—it’s your moat.