Hey Niepodam,

An enterprise rep came to me frustrated: “We’ve got buy-in. People like the product. But it’s just… not moving.”

That’s the curse of mid-funnel enterprise.

You’ve had great calls. Everyone’s “aligned.” But no decision.

Because enterprise deals don’t die from lack of interest.

They die from internal politics.

Here’s the fix: Build a FORCE Map.

It’s a framework I’ve been using to crack stuck deals, uncover hidden blockers, and expose where power actually lives.

F.O.R.C.E. =

Fractures – Where’s the org breaking?

• Are Sales and CS misaligned?
• Is RevOps stretched thin?
• Who’s feeling the pain, but not saying it?

Owners – Who owns the outcome?

• Not the end user.
• Not the loudest person on Zoom.
• The person who takes the hit if the results don’t land.

Resisters – Who stands to lose if this gets implemented?

• Someone is threatened by this change. Find them.
• Hint: It’s often IT, Ops, or Procurement, or a parallel initiative.

Champions – Who’s actively pushing this forward?

• Not just a fan.
• A true mobilizer who books meetings, loops stakeholders, shares internals.

Elevators – Who can escalate the conversation?

• Think beyond your call sheet.
• Is there a senior exec who’s not involved—but should be?