The AE Cheat Sheet
Bite-sized definitions of the concepts every enterprise AE needs to know. Written by a practising Senior AE — not a consultant who hasn't carried a bag in ten years.
The person inside your prospect's organisation who wants you to win — and has the influence to make it happen. Not just a fan. Not just a friendly contact.
Read entry →The person with the authority to release budget and say yes — when everyone else has already said yes. Often not the person you spend the most time with.
Read entry →The external force or internal deadline that makes doing nothing more painful than making a decision.
The qualification framework built for complex enterprise deals. Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition.
A shared document between AE and buyer that maps out every step needed to reach a decision. A real MAP is co-built, not handed over.
New entries added weekly. One post per week — just raw learnings from enterprise B2B sales.