Enterprise sales cycles are typically 15+ steps, not 5—and skipping even one costs deals. Jen Abel walks through the complete playbook for closing $100K+ deals: from landing the first meeting using the 'pincer model' to navigating procurement and signature without losing momentum, revealing why 90% of salespeople execute this wrong. The standard five-stage CRM pipeline is a forecasting tool, not a sales process; enterprise deals require 15 discrete steps with specific actions at each stage to maintain momentum and extract competitive intelligence.