1. What is Enterprise Sales Orchestration (ESO)?

Enterprise Sales Orchestration™ (ESO) is a methodology for navigating complex enterprise deals. It helps sellers and executives decode influence networks, align diverse stakeholders, and orchestrate consensus around shared business outcomes. Unlike traditional sales methods, ESO addresses not only logic and value but also the politics and behavioral dynamics inside large organizations.

2. Who can benefit from ESO?

ESO benefits anyone involved in complex, multi-stakeholder decisions. Sales teams use it to accelerate enterprise opportunities. CIOs, CISOs, and CTOs apply it internally to secure buy-in for strategic initiatives. Executives, consultants, and business leaders use ESO frameworks to align interests, reduce risk, and drive momentum where traditional approaches stall.

3. How is ESO different from other sales methodologies?

Most sales methodologies focus on process steps or feature-driven pitches. ESO is different because it recognizes that enterprise deals unravel due to misalignment, hidden blockers, and shifting influence — not because of product fit alone. Instead of chasing consensus, ESO equips teams to map informal networks, anticipate resistance, and orchestrate convergence toward a decision.

4. Can ESO help with deals already in progress?

Yes. ESO can be applied to live opportunities through consulting or deal interventions. By mapping influence chains, uncovering silent blockers, and equipping champions with stronger narratives, ESO provides clarity and momentum even in late-stage or stalled deals. It doesn’t restart the sales cycle — it resets alignment to move it forward.

5. What is the best way to get started with ESO?

The best starting point is the book Enterprise Sales Orchestration, which introduces the frameworks and principles in depth. From there, teams typically engage with ESO Training to build capability across their organization, or ESO Consulting for direct support in high-value, live opportunities. This combination ensures both immediate impact and long-term adoption.