Enterprise SaaS sales playbook
In enterprise SaaS, the first deal is large by default. The real challenge isn’t closing fast—it’s making value obvious before anything is implemented. When the investment is big, buyers don’t ask “does it work?” They ask “is this worth it?”
That’s why successful enterprise SaaS sales aligns closely with the principles described by Robert Cialdini. Not as persuasion tactics, but as tools for helping customers see, believe in, and commit to value early.
The principles — applied to enterprise value creation:
