The Full AI Enterprise Sales Cycle, Step by Step

Why it matters

In this in-depth interview, sales expert Jen Abel breaks down the enterprise AI sales cycle phase by phase. From lead generation and tailored demos to procurement compliance and contract negotiation, she shares actionable strategies for every stage. Startups and established companies alike will gain practical insights into what makes selling AI products unique in the B2B market.

Key takeaways

• AI sales starts with industry research to target high-value accounts, not random cold outreach.
• Customize demos to each prospect's workflow to show immediate, tangible AI value.
• Navigating procurement, legal, and security reviews is essential for AI sales success.
• Negotiate data ownership and AI compliance in contracts, and propose small pilots to ease adoption.