My biggest takeaways from @jjen_abel on the enterprise sales process: 1. Most people think enterprise sales is a five-step process. It’s actually around 15 steps. The classic CRM stages of a sales process (intro, demo, proposal, contracting, close) are a revenue forecasting tool, not how you successfully move a buyer through a decision and close a deal. 2. The “pincer” move for landing the first meeting: Target the executive or the n-1, and no one else. When prospecting into an enterprise…