Enterprise Sales Workflow | Bootspring Docs

The Enterprise Sales workflow provides a structured approach to selling to enterprise customers, from initial qualification through contract signing.

Overview#

Property	Value
Phases	5
Tier	Business
Typical Duration	3-6 months
Best For	B2B SaaS, enterprise deals $25K+ ACV

Enterprise vs. SMB Sales#

Enterprise sales differs fundamentally from SMB or self-serve:

Aspect	SMB	Enterprise
Decision Makers	1-2 people	5-10 stakeholders
Sales Cycle	Days-weeks	Months
Contract Value	< $10K/year	$50K-$500K+/year
Procurement	Credit card	Legal, security, IT review
Customization	None	Custom contracts, SLAs
Support	Self-serve	Dedicated CSM

Sales Process Framework#

┌─────────────────────────────────────────────────────────────────────────┐
│                         ENTERPRISE SALES PIPELINE                       │
├─────────────┬─────────────┬─────────────┬─────────────┬─────────────────┤
│ Qualification│  Discovery  │    Demo     │    POC      │    Closing     │
│    (1 week) │  (2 weeks)  │  (1 week)   │ (4-6 weeks) │   (2-4 weeks)  │
├─────────────┼─────────────┼─────────────┼─────────────┼─────────────────┤
│ BANT check  │ Pain points │ Tailored    │ Technical   │ Security       │
│ ICP fit     │ Use cases   │ demo        │ validation  │ review         │
│ Champion ID │ Stakeholder │ ROI case    │ Integration │ Legal review   │
│ Budget      │ mapping     │ Objections  │ Success     │ Negotiation    │
│ validation  │ Success     │ handling    │ criteria    │ Contract       │
│             │ criteria    │             │ agreed      │ signing        │
└─────────────┴─────────────┴─────────────┴─────────────┴─────────────────┘

Phases#

Phase 1: Qualification (1 week)#

Agents: business-analyst

Qualify the opportunity using BANT framework and ICP fit.

Tasks:

Complete BANT qualification
Verify ICP fit
Identify internal champion
Research company and stakeholders
Set up CRM tracking

BANT Qualification Framework:

┌─────────────────────────────────────────────────────────────┐
│                      BANT CHECKLIST                         │
├─────────────────────────────────────────────────────────────┤
│                                                             │
│ B - BUDGET                                        Score: /25│
│ [ ] Has allocated budget for this category                  │
│ [ ] Budget aligns with our pricing                          │
│ [ ] Understands ROI expectations                            │
│ [ ] Budget owner identified                                 │
│ [ ] Timing aligns with budget cycle                         │
│                                                             │
│ A - AUTHORITY                                     Score: /25│
│ [ ] Decision maker identified                               │
│ [ ] Understand approval process                             │
│ [ ] Know all stakeholders involved                          │
│ [ ] Champion has influence                                  │
│ [ ] Executive sponsor exists                                │
│                                                             │
│ N - NEED                                          Score: /25│
│ [ ] Clear pain point articulated                            │
│ [ ] Current solution inadequate                             │
│ [ ] Urgency to solve exists                                 │
│ [ ] Our solution fits their need                            │
│ [ ] Not just nice-to-have                                   │
│                                                             │
│ T - TIMELINE                                      Score: /25│
│ [ ] Decision timeline defined                               │
│ [ ] Implementation deadline exists                          │
│ [ ] Aligns with our capacity                                │
│ [ ] No blocking dependencies                                │
│ [ ] Reasonable for deal size                                │
│                                                             │
├─────────────────────────────────────────────────────────────┤
│ TOTAL SCORE: /100                                           │
│ > 75: Hot lead, prioritize                                  │
│ 50-75: Warm lead, nurture                                   │
│ < 50: Not qualified, revisit later                          │
└─────────────────────────────────────────────────────────────┘

ICP (Ideal Customer Profile) Criteria:

// lib/sales/qualification.ts

interface ICPCriteria {
  companySize: {
    employees: { min: number; max: number; weight: number };
    revenue: { min: number; max: number; weight: number };
  };
  industry: {
    target: string[];
    weight: number;
  };
  technology: {
    required: string[];
    preferred: string[];
    weight: number;
  };
  useCase: {
    primary: string[];
    weight: number;
  };
}

const ourICP: ICPCriteria = {
  companySize: {
    employees: { min: 100, max: 5000, weight: 20 },
    revenue: { min: 10_000_000, max: 500_000_000, weight: 15 }
  },
  industry: {
    target: ['SaaS', 'Fintech', 'Healthcare', 'E-commerce'],
    weight: 25
  },
  technology: {
    required: ['Cloud-based', 'API-first'],
    preferred: ['Modern stack', 'DevOps culture'],
    weight: 20
  },
  useCase: {
    primary: ['Internal tools', 'Customer portal', 'Data platform'],
    weight: 20
  }
};

export function calculateICPScore(company: CompanyProfile): number {
  // Implementation scoring logic
  let score = 0;
  // ... calculate based on criteria matches
  return score; // 0-100
}

Phase 2: Discovery (2 weeks)#

Agents: business-analyst, technical-expert

Deep dive into prospect's needs, pain points, and decision process.

Tasks:

Conduct discovery calls
Map all stakeholders
Document pain points and use cases
Define success criteria
Understand competitive landscape

Discovery Call Template:

## Discovery Call Agenda

### Opening (5 min)
- Introductions and roles
- Confirm time available
- Set expectations for the call

### Current State (15 min)
1. What tools/processes do you use today for [problem area]?
2. How long have you been using this approach?
3. Who on your team uses it and how often?
4. What's working well with the current approach?

### Pain Points (15 min)
1. What's not working with your current approach?
2. What triggers made you start looking for alternatives?
3. What would happen if you did nothing?
4. How does this impact your team/company?

### Desired State (10 min)
1. What does success look like in 6 months?
2. What specific outcomes are you hoping to achieve?
3. How would you measure success?
4. What's your timeline for making a decision?

### Process & Stakeholders (10 min)
1. Who else is involved in this decision?
2. What does your evaluation process look like?
3. Are you evaluating other solutions?
4. What's your budget range for this initiative?

### Next Steps (5 min)
- Summarize key points
- Propose next steps (demo, technical review, etc.)
- Confirm attendees and timing

Stakeholder Mapping:

┌─────────────────────────────────────────────────────────────────────────┐
│                         STAKEHOLDER MAP                                 │
├─────────────────────────────────────────────────────────────────────────┤
│                                                                         │
│                         ┌─────────────┐                                 │
│                         │   CEO/CFO   │ ← Economic Buyer                │
│                         │  (Approver) │   Signs off on budget           │
│                         └──────┬──────┘                                 │
│                                │                                        │
│              ┌─────────────────┼─────────────────┐                      │
│              │                 │                 │                      │
│       ┌──────┴──────┐   ┌──────┴──────┐   ┌──────┴──────┐              │
│       │  VP Eng     │   │  VP Product │   │  VP IT      │              │
│       │(Influencer) │   │ (Champion)  │   │ (Gatekeeper)│              │
│       └──────┬──────┘   └──────┬──────┘   └──────┬──────┘              │
│              │                 │                 │                      │
│       ┌──────┴──────┐   ┌──────┴──────┐   ┌──────┴──────┐              │
│       │  Engineers  │   │   PMs       │   │  Security   │              │
│       │   (Users)   │   │  (Users)    │   │  (Blocker?) │              │
│       └─────────────┘   └─────────────┘   └─────────────┘              │
│                                                                         │
│ Legend:                                                                 │
│ ○ Champion - Internal advocate, drives deal forward                     │
│ ○ Economic Buyer - Controls budget, final approval                      │
│ ○ Influencer - Technical validation, recommendation                     │
│ ○ Gatekeeper - Can block (security, legal, IT)                         │
│ ○ User - End users, need to see value                                   │
└─────────────────────────────────────────────────────────────────────────┘

Phase 3: Demo & Evaluation (1 week)#

Agents: technical-expert, ui-ux-expert

Deliver compelling, tailored demonstrations that address specific needs.

Tasks:

Prepare customized demo environment
Create demo script addressing pain points
Deliver demo to stakeholders
Handle objections
Document feedback and concerns

Demo Best Practices:

## Enterprise Demo Structure

### Before the Demo
- [ ] Research attendees on LinkedIn
- [ ] Review discovery notes
- [ ] Prepare customized demo environment
- [ ] Test all integrations and features
- [ ] Prepare for likely objections
- [ ] Send agenda in advance

### Demo Flow (45-60 min)

1. **Recap & Agenda** (5 min)
   - "Based on our discovery call, you mentioned [pain points]"
   - Preview what you'll show

2. **Show, Don't Tell** (25-30 min)
   - Start with their #1 pain point
   - Use their data/terminology when possible
   - Show the happy path first
   - Involve the audience: "Would you use it this way?"
   - Connect features to their stated outcomes

3. **Competitive Differentiation** (5 min)
   - Briefly address "Why us vs. alternatives"
   - Focus on unique capabilities

4. **ROI/Value** (5 min)
   - Quantify the impact
   - Use their numbers when possible

5. **Q&A** (10-15 min)
   - Address concerns
   - Note any new requirements

6. **Next Steps** (5 min)
   - Propose POC or pilot
   - Get commitment on timeline

Common Enterprise Objections:

Objection	Response Strategy
"Too expensive"	Quantify ROI, compare to cost of status quo
"We could build this"	Calculate build vs. buy, opportunity cost
"Security concerns"	Share SOC 2 report, security documentation
"Integration worries"	Offer POC to validate integrations
"Not the right time"	Understand triggers, create urgency
"Need to see more vendors"	Respect process, differentiate

Phase 4: POC/Pilot (4-6 weeks)#

Agents: technical-expert, backend-expert

Run a structured proof-of-concept to validate technical fit.

Tasks:

Define POC scope and success criteria
Set up dedicated POC environment
Provide technical support
Conduct weekly check-ins
Document results and learnings

POC Success Framework:

// lib/sales/poc.ts

interface POCPlan {
  customer: string;
  startDate: Date;
  endDate: Date;
  successCriteria: SuccessCriterion[];
  stakeholders: POCStakeholder[];
  milestones: POCMilestone[];
}

interface SuccessCriterion {
  id: string;
  description: string;
  metric: string;
  target: number;
  weight: number; // 0-100, must sum to 100
  measurement: string; // How to measure
}

const examplePOC: POCPlan = {
  customer: "Acme Corp",
  startDate: new Date("2024-03-01"),
  endDate: new Date("2024-04-15"),
  successCriteria: [
    {
      id: "1",
      description: "Reduce report generation time",
      metric: "time_to_generate",
      target: 5, // minutes, down from 30
      weight: 30,
      measurement: "Average across 10 sample reports"
    },
    {
      id: "2",
      description: "User adoption",
      metric: "active_users",
      target: 15, // out of 20 pilot users
      weight: 25,
      measurement: "Users with 3+ logins per week"
    },
    {
      id: "3",
      description: "Integration with Salesforce",
      metric: "integration_success",
      target: 100, // percent
      weight: 25,
      measurement: "All data syncs correctly"
    },
    {
      id: "4",
      description: "User satisfaction",
      metric: "nps_score",
      target: 40,
      weight: 20,
      measurement: "NPS survey at end of POC"
    }
  ],
  milestones: [
    { week: 1, goal: "Environment setup, user onboarding" },
    { week: 2, goal: "Core workflow testing" },
    { week: 3, goal: "Integration validation" },
    { week: 4, goal: "Full pilot usage" },
    { week: 5, goal: "Results review, success evaluation" }
  ]
};

POC Weekly Check-in Template:

## POC Week [N] Check-in

### Progress Update
- What was accomplished this week?
- Any blockers or issues encountered?
- Feedback from users?

### Success Criteria Status
| Criterion | Target | Current | Status |
|-----------|--------|---------|--------|
| Report time | < 5 min | 7 min | On track |
| Active users | 15 | 10 | At risk |
| Integration | 100% | 100% | Complete |
| NPS | > 40 | TBD | Week 5 |

### Action Items
- [ ] Item 1 - Owner - Due date
- [ ] Item 2 - Owner - Due date

### Next Week Goals
- Goal 1
- Goal 2

Phase 5: Closing (2-4 weeks)#

Agents: business-analyst, legal-expert

Navigate procurement, legal, and security reviews to close the deal.

Tasks:

Complete security questionnaire
Negotiate contract terms
Handle legal redlines
Coordinate with procurement
Execute contract

Security Questionnaire Response:

## Common Security Questions & Answers

### Data Security
Q: How is data encrypted at rest?
A: All data is encrypted at rest using AES-256 encryption. Database
   encryption is handled by [cloud provider] using their managed
   encryption service with automatic key rotation.

Q: How is data encrypted in transit?
A: All data in transit is encrypted using TLS 1.3. We enforce HTTPS
   for all connections and use certificate pinning for mobile apps.

### Access Control
Q: How do you handle authentication?
A: We support SSO via SAML 2.0 and OIDC, integrating with all major
   identity providers including Okta, Azure AD, and OneLogin. MFA is
   available and can be required at the organization level.

Q: What is your authorization model?
A: We implement role-based access control (RBAC) with customizable
   roles and permissions. Organizations can define their own roles
   with granular permissions at the resource level.

### Compliance
Q: Are you SOC 2 compliant?
A: Yes, we maintain SOC 2 Type II certification. Our most recent
   report is available under NDA upon request.

Q: How do you handle GDPR requirements?
A: We are fully GDPR compliant. We have a DPA template available,
   support data export, and can accommodate data residency
   requirements in EU regions.

Contract Negotiation Tips:

Term	Customer Ask	Our Position	Compromise
Payment	Net 60	Net 30	Net 45
SLA	99.99%	99.9%	99.95% with credits
Indemnification	Unlimited	Cap at fees	2x annual fees
Auto-renewal	None	Annual	90-day notice
Termination	Immediate	End of term	30-day cure

Starting the Workflow#

# Start enterprise sales workflow
bootspring workflow start enterprise-sales

# Track deal progress
bootspring enterprise deal status

# Generate proposal
bootspring enterprise proposal generate --company "Acme Corp"

# Complete security questionnaire
bootspring enterprise security-questionnaire

Deliverables#

A successful Enterprise Sales workflow produces:

Qualified opportunity with BANT score
Stakeholder map and champion identified
Discovery documentation
Customized demo environment
POC plan with success criteria
Completed security questionnaire
Negotiated contract

Best Practices#

Qualify ruthlessly - Time is limited, focus on real opportunities
Find the champion - You need an internal advocate
Multi-thread - Build relationships with multiple stakeholders
Document everything - Knowledge compounds across deals
Set mutual action plans - Hold both sides accountable
Be a consultant - Solve their problem, don't just sell

Sales Metrics to Track#

Metric	Target	Description
Win Rate	> 25%	Deals won / qualified opportunities
Sales Cycle	< 90 days	Average days from first call to close
ACV	> $50K	Average contract value
POC Conversion	> 60%	POCs that convert to paid
Deal Velocity	Improving	Deals moving through stages