December 11, 2025

Enterprise Sales: How to Close Deals in 9 Days

49 minutes

Most founders think enterprise sales takes 6-12 months. Bassem Hamdy closes deals in 9 days. After scaling Procore from $10M to $100M, Bassem built Briq - an AI workforce platform now doing 8 figures in revenue. His enterprise sales strategy is counterintuitive: never demo the product early, never do free POCs, and always charge from day one.

Bassem reveals why selling to enterprise starts with vision and value before showing a single screen ("I could demo a blank screen - they don't know what you're demoing anyway"), how targeting CFOs instead of innovation teams compresses B2B sales cycles, and the land-and-expand playbook that grew a $15K first deal into 8-figure enterprise sales revenue.

Briq is an AI orchestration platform for construction and manufacturing that automates back-office work for enterprise deal cycles across Fortune 100 companies. Bassem spent 15 years in construction tech before selling to enterprise in this market.

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🔑 Key Lessons

🏢 Enterprise sales starts with vision, not demos: Bassem says "I could demo a blank screen" - customers don't know what they're looking at anyway. Align on vision and value first, and enterprise deal cycles shrink from months to days.

💰 Never do free POCs in enterprise sales - even $1 creates commitment: Free pilots attract time-wasters. The moment money changes hands in B2B sales, prospects become invested in making the product work.

🎯 Target CFOs, not innovation teams: Innovation teams chase shiny objects but can't write checks. CFOs control the checkbook, love price certainty, and close enterprise sales quickly once they see ROI.

📈 Land small and expand to grow revenue: Briq's first deal was $15K. Through disciplined land-and-expand with consumption pricing, they grew to 8 figures selling to enterprise.

🔄 Don't pivot away from product-market fit: Briq had PMF with their automation product but pivoted to forecasting under investor pressure - and had to "refound" the company to recover.

Chapters

Why SaaS founders should ignore feature requests

Introduction and welcome

What Briq does: AI workforce for physical industries

The failed "construction data cloud" idea

The investor-forced pivot to forecasting

How to close enterprise sales deals in 9 days

Selling on vision and value vs. features

Why you should never do free enterprise POCs

SaaS pricing: moving to consumption-based tokenization

Selling to CFOs: overcoming risk aversion

Firing bad enterprise clients

Lightning round

Resources

Full show notes: https://saasclub.io/465

Join 5,000+ SaaS founders: https://saasclub.io/email

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By Omer Khan

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