I’m getting a head start on this week’s newsletter as I’ll be running the Hawkes Bay Half-Marathon this weekend. I couldn’t be more excited! I'll fill you in how I go!

This week, we’ll explore how to build deal momentum in complex enterprise sales.

Enterprise sales are dynamic and rarely linear.

They're often a winding road involving multiple stakeholders, lengthy timelines, and complex decision-making processes. Without a clear plan, deals can lose steam and end up in limbo.

But here’s the good news: You can create deal momentum by adopting three simple strategies. These practical, proven tactics will not only keep your deals moving forward but also build trust and alignment with your prospects.

Build deal momentum to close deals.

1. Create Structure

People Crave Structure in Complex Deals.

Think about the last big decision you made. Did you feel more confident when the process was clearly outlined and easy to follow? Chances are, you did. The same principle applies in enterprise sales.

When stakeholders are making significant business decisions, they crave structure. They want predictability and a roadmap to guide them through an otherwise overwhelming process.

How to apply it: From your very first interaction with a prospect, establish clear expectations and provide them with a timeline. For instance, instead of a vague “We’ll follow up with you,” build trust and certainty by saying something more concrete like this:

"Here’s what the next few weeks will look like.

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Today, we’ll have our discovery call. Tomorrow, I’ll send you a summary and preliminary thoughts. By next week, we’ll schedule a deeper discussion with your [specific stakeholder].

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And if all looks good, you should have our proposal in your hands by [specific date]."

Visual aids or Graphs work wonders here. Sharing this timeline in a structured format (like a quick PDF visual or even in an email) helps everyone feel aligned.

Why this works:

• It builds confidence by showing you’re organised and have a plan.

• It reduces ambiguity and keeps both parties on track.

• It positions you as a trusted advisor who values the client’s time.

Just like you wouldn’t build a house without a blueprint, don’t expect to close an enterprise deal without a structured plan to guide everyone involved.

2. Use “Double Meetings” to Build Immediate Momentum

This tactic might sound bold, but it’s incredibly effective for accelerating deals. Here’s the key idea behind “double meetings”: After your initial call, don’t wait a week (or longer) to follow up. Instead, schedule a second meeting for the very next day. And do this at the end of your first meeting.

You’re likely thinking, “Isn’t that too pushy?” The answer is no, and here’s why.

How to apply it: The second meeting isn’t about delivering a polished proposal. Rather, it’s an opportunity to share your initial thoughts and test the waters. Show them you’re proactive, focused, and already thinking about solutions tailored to their challenges.

Here’s an example of what you might say:

"Based on our conversation today, I’ will put together some initial ideas on how we can help you address [specific challenge]. I’d love to get your quick feedback to ensure we're aligned. What time shall we regroup tomorrow? 2 pm okay with you?"

Why this works:

• It keeps the deal fresh in your prospect's mind, preventing momentum from stalling.

• It allows you to get early feedback, helping you refine your approach before investing time in a proposal that misses the mark.

• It proves you’re serious, efficient, and committed to their success.

Most decision-makers appreciate this approach because it’s collaborative and keeps things moving. Plus, you position yourself as a partner who is results-driven and forward-thinking.

3. Pre-Intros Create Alignment Before Group Meetings

Enterprise sales often involve several stakeholders with varying priorities, concerns, and levels of influence. Navigating this landscape effectively requires preparation and insight.

Here’s where “pre-intros” come into play. Essentially, these are short, informal one-on-one calls with key stakeholders before a larger group meeting. Think of them as reconnaissance missions to gather insights and eliminate potential misalignments ahead of time.

How to apply it: Use pre-intros to achieve three specific objectives:

• Align priorities: “Before the group meeting, I wanted to get your perspective on [topic]. What are your top priorities for this project?”

• Identify key players: “I’m trying to understand the decision-making process better. Who else will be involved, and what concerns are they likely to have?”

• Address any roadblocks early: “What’s the biggest hurdle you foresee with this project, and how can we tackle it together?”

By collecting this intelligence, you’ll walk into the group meeting with a roadmap—not blindfolded.

Why this works:

• You show respect for individual stakeholders by actively seeking their input.

• You identify potential objections or hesitations early, making group discussions more efficient.

• You increase your confidence (and control) by understanding the decision-making process and power dynamics beforehand.

Picture this scenario: You’re about to present to a group of five stakeholders. You’ve conducted pre-intros with three of them. You now have a clear understanding of their concerns and goals. How much more effective and prepared will your presentation be? This prep work is invaluable.

Building Deal Momentum is a Game-Changer

Creating deal momentum isn’t about gimmicks or shortcuts. It’s about adopting thoughtful, structured practices that build trust and clarity, keeping deals active and collaborative.

Here’s a quick summary of the three strategies we discussed:

1. Provide stakeholders with a clear timeline to offer structure, reduce ambiguity, and keep things on track.

2. Accelerate progress with proactive “double meetings,” allowing you to stay top-of-mind while fine-tuning your approach.

3. Conduct pre-intros to align stakeholders and ensure group meetings are productive and focused.

When applied consistently, these tactics will help you close deals faster and more effectively while strengthening relationships with your prospects.

Remember, enterprise sales may be complex, but with these strategies, you’ll be navigating with confidence and winning deals.

What resonates with you? Are you already implementing this in the sales field? Would love to hear from you.

If you and your team are ready to transform your sales process, start by completing our B2B Sales Maturity Self-Assessment then schedule a free consultation with me to explore the next steps.

⭐Elite Sales Cohort 7 Update

Cohort 7 of Elite Sales has officially come to an end! One of the greatest gifts is receiving heartfelt messages like this. Here’s what one of my amazing students shared. Yup, my heart is full!💜

Thanks for being here, and I’ll see you next week.

Ren