The Secret to #Enterprise #Sales Isn't What You Think I just heard a revealing story from Andrei and Vlad from Fullfunnel about Snowflake's CTO that changes everything about enterprise sales. A sales rep asked him at a conference: "How can I get your attention to look at our solution?" His response? "You can't. But if you get my team excited about your product, they'll bring it to me themselves." This is the truth about enterprise deals that most people miss: The decision maker isn't your target. Their team is. Think of it like an iceberg: - The executive at the top is just the visible part - The real influence lies beneath the surface - Their team, partners, and trusted advisors shape every decision I learned this the hard way selling enterprise software in Asia: We spent months targeting a C-level executive Got nowhere Changed approach to engage their entire field sales team Within weeks, we had the whole team championing our solution The shift that matters: Stop thinking "decision maker" Start thinking "decision ecosystem" Your #ABM campaigns need to target: • Internal team members • External consultants they trust • Partners they rely on • Anyone who influences their thinking Because here's what actually happens: 1. Team gets excited about solution 2. Team builds internal consensus 3. Team presents to leadership 4. Deal moves forward Remember: The person who signs the check rarely discovers the solution. They approve what their trusted circle recommends. Focus on winning the team, and the leader will follow.