In enterprise sales, we often act as if the client’s ( bank or insurance co) process is carved in stone. “Compliance wants this.” “Procurement needs that.” And we start negotiating within their constraints instead of questioning them.
The best deals I’ve seen don’t fight the system; they quietly redesign around it. Change the commercial model so that the risk is lower. Reframe the solution to fit an existing budget line. Turn a “no integration this year” blocker into a portal-first phase.
There is a simple principle I follow: when the system feels rigid, don’t push harder.
Step back, redefine the problem, and design a version everyone can say yes to.