Hey there 👋
I’m Eduardo Tiburcio — enterprise seller, strategist, consultant, and author of The Enterprise Sales Playbook: a guide built from years of real-world experience selling complex B2B solutions across Latin America and helping startups, scaleups, and large organizations close high-stakes enterprise deals.
The book shares the methodologies I’ve developed — from building sales teams from scratch, to designing GTM strategies, to managing million-dollar accounts. Now, with this newsletter, I’m expanding that conversation.
Because the playbook doesn’t stop at the last chapter.
The Enterprise Playbook (the newsletter) is your weekly source for sharp, actionable content at the intersection of enterprise sales, GTM strategy, and the ever-evolving tech world.
If you’ve ever wondered:
How do I land my first enterprise logo?
How do I scale a sales team without burning pipeline or people?
How do I read the market like a strategist, not just a rep?
You’re in the right place.
Whether you're a founder navigating early-stage GTM, a sales leader building process and pipeline, or an operator trying to understand the bigger picture — this is for you.
🧠 What you’ll get every week
Each edition will include a mix of:
Sales frameworks you can use immediately
GTM strategies that go beyond buzzwords
Breakdowns of tech trends and funding news — and why they matter
Real stories from the trenches (and boardrooms)
Insights on market shifts that affect your deals and growth plans
This isn’t theory. It’s tested. It’s tactical. And it’s built for B2B.
⚡ 3 Quick Insights You Can Use Right Now
1. Product-market fit ≠ Enterprise-market fit
Most companies think once they get traction in SMB or mid-market, they’re ready for enterprise. But enterprise buyers don’t just buy solutions — they buy certainty, compliance, governance, and future-proofing. If your product, messaging, and team aren’t aligned with those expectations, you’ll burn more bridges than deals.
2. Sales problems often aren’t sales problems — they’re segmentation problems.
You don’t need more automation, another CRM plugin, or a new cold email script. You need a clearer ICP, sharper prioritization, and a narrative that actually resonates with the people who control budgets.
3. The best sellers think like strategists.
They don’t just pitch — they analyze. They know who’s acquiring who, what’s hurting their prospect’s industry, and where the board is applying pressure. That knowledge becomes influence. And influence closes deals.
📚 A quick note on the book
If you haven’t read The Enterprise Sales Playbook yet, it’s a tactical guide that breaks down everything from market segmentation, business intelligence, account planning, and sales execution — all the way to post-sale growth and leadership.
This newsletter builds on that foundation — with fresh content, deeper analysis, and timely perspectives.
🚀 What’s next?
In the next issue, I’ll break down a big mistake I’ve seen too often:
Startups trying to scale GTM without validating the enterprise buyer journey.
We’ll cover 5 mistakes founders make when trying to land big logos too early — and how to avoid burning time, credibility, and capital in the process.
If this sounds like the kind of signal you want in your inbox, hit subscribe.
And if you know someone building a sales motion, managing a GTM team, or trying to break into enterprise — send this their way.
Let’s get to work.
— Eduardo