START WITH THE LIVE SYMPTOM
Big accounts do not stay small by accident.
You have a relationship. You may even have a live opportunity. But you are covering a large account with a small slice of it, and the decision can move around you before anyone tells you.
WHAT IS REALLY HAPPENING
A sponsor who cannot give access to power or sell for you when you are not in the room is not enough to carry a complex account.
THE WORK
Sweep the table to understand the account’s full situation, including the part you do not solve.
Build a power map that separates regional influence from global authority.
Create a champion pack with the internal argument, not a brochure and encouragement.
Work named opportunities weekly with a mutual plan and buyer milestones.
THE RISK FLAG
At enterprise deal size, a single-threaded deal is not a relationship. It is a risk flag.
THE NEXT MOVE
Do not start with a programme. Start with the one live deal, account or operating problem that tells you where the motion is missing.
PRINCIPLES TO APPLY
The thinking behind the move.
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Sweep the table — see the whole picture through their eyes.
See the customer’s entire picture, including the eighty percent you do not solve. Play it back until they say you got it right. You can only see the full table from the customer’s side of it.
Read in the manifesto10
Every complex deal has a next decision.
The sales job is not to generate activity. It is to identify the one decision that must happen now and choose the move that makes it more likely.
Read in the manifesto