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.

● 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.

Sections

Inside five powerhouse sections—Business Intelligence • Business Development • Sales Execution • Account Management • Sales Leadership, and a Bonus Section: AI and Enterprise Sales