The Sales Leader’s Crash Course: Top 3 Frameworks for Exec-Level, Enterprise Selling
How Informatica re-engineered its enterprise sales motion to win executive attention and close complex deals faster.
Enterprise sales cycles are stretching out, execs are harder to reach, and too many winnable deals are slipping away.
Peter Sheehan (Informatica) flipped the script—and tells Nate Nasralla (Fluint) exactly how he did it:
- The 1-Page Business Case: An exec-ready write-up used on the first call—and every call—to align value and uncover stakeholders.
- Strategic Deal Reviews: How he turned “weather report” updates into tactical reviews that expose gaps and sharpen forecasts.
- Driving Team Adoption: The rollout playbook that got reps, managers, and execs fully bought into a new motion.
Walk away with proven enterprise frameworks built to win at the executive level.
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