Selling into Enterprise Accounts
Deliver greater impact with enterprise customers through disciplined stakeholder management, provocative discovery, and value-based negotiation.
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About the Course
Selling into Enterprise Accounts equips experienced sellers with the skills required to navigate complex enterprise sales environments. Learners develop advanced techniques for leading stakeholder meetings, managing multi-threaded opportunities, and crafting provocative, value-driven statements that move large deals forward.
The course is designed to help Account Executives operate confidently within long sales cycles, complex buying groups, and high-stakes decision environments.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 8 hours of live instruction. Sessions incorporate role plays, breakout exercises, and recurring revenue frameworks applied to real-world selling scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
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Enterprise Account Executives
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Account Executives managing complex, high-value deals
Blended Course Format
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8 hours of live instruction, delivered as one 2-hour session per week
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Live sessions conducted via Zoom video conference
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Exclusive asynchronous access to blueprints, videos, and exercises
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- Recommended for reps with 5+ years of experience managing large complex accounts. For training on fundamentals of selling, see the Selling for Impact course.
Course Details
Location
Online, delivered via Zoom
Standard Duration
4 weeks
Standard Schedule
1 live session per week (2 hours each) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: Provocative Selling
Module 1: Provocative Selling for Enterprise
Learning Objective: Understand the different types of selling methodologies—and how and when to deploy a provocative selling approach.
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Module 2: Fundamental Concepts
Learning Objective: Appreciate the shifted dynamics of SaaS vs. perpetual sales, how the bowtie KPIs capture the modern customer journey, and the science of ARR growth caused by incremental improvements.
Module 3: Crafting a Provocative Point of View
Learning Objective: Leverage a framework for developing a unique and provocative point of view to align your solution with each level of your customer’s hierarchy. Use AI to convert 10-Ks into provocative statements.
Week 2: Orchestrating the Account
Module 4: Understanding Critical Events
Learning Objective: Establish the “why now?” for your customer by testing momentum and understanding related and competing priorities.
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Module 5: Creating Urgency With a Joint Impact Plan
Learning Objective: Anticipate the steps required in your customer’s evaluation and selection process—and map those back to a critical event. Execute a plan to identify buyer roles and uncover your buying champion.
Module 6: Navigating the Decision Process
Learning Objective: Identify the key buying committee roles, learn to navigate gatekeepers, and create a deal strategy map.
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Week 3: Influencing Stakeholders
Module 7: Influencing Decision Criteria for Success
Learning Objective: Reframe decision criteria through the lens of impact. Learn how to offer an alternative approach and reshuffle the deck in your favor.
Module 8: Preparing for a Stakeholder Meeting
Learning Objective: Test and adapt your provocative point of view with key individual stakeholders. Learn to build consensus and gain commitment.
Module 9: Facilitating the Stakeholder Meeting
Learning Objective: Bring the stakeholders together, seek the “red thread” that connects, use critical events, and execute a Joint Impact Plan to inspire action and desire for future impact.
Week 4: Driving to Commit
Module 10: Proof of Concept
Learning Objective: Manage a proof of concept to a successful buying outcome, and maximize decision-maker influence
Module 11: Trade vs. Negotiate
Learning Objective: Successfully navigate procurement teams to secure a win-win deal.
Module 12: Pulling it All Together
Learning Objective: Review the end-to-end learning path, recap core concepts, and receive a primer ahead of the certification exam.
Your Learning Journey
A clear view of how the course is delivered—from live sessions to applied practice—so learners know what to expect.
Course dates are flexible. This is for illustrative purposes only.
Get excited for the course — no action items yet.
Get situated on the online learning platform, complete Session 1 pre-work.
Live Session – 2 hours
Covering Modules 1 – 3.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 4 – 6.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 7 – 9.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 10 – 12.
Complete online certification exam to prove your knowledge and earn a certificate (with score of 75% or higher)!
Meet Your Certified Trainers
Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
Complete the certification assessment to validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Trained in this course to date
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ people and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
In this course, learners develop advanced selling skills for navigating complex enterprise sales environments. Topics include managing multi-stakeholder buying groups, leading provocative discovery, structuring value-based tradeoffs, and applying proven frameworks to move large, complex deals forward with confidence.
What is the format and duration of the course?
The course is delivered live online over a series of four, 2-hour sessions, typically with weekly live instruction complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend a live session, will recordings be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, recordings will be provided by the course trainer following each live session.
Are there any prerequisites for this course?
Recommended for reps with 5+ years of experience managing large complex accounts. For training on fundamentals of selling, see the Selling for Impact course.
How is the course delivered?
The course is delivered via live Zoom video sessions led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course and any required assessments will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes. The course is built around practical, real-world enterprise selling scenarios. Learners are encouraged to apply the frameworks and techniques directly to active opportunities, stakeholder conversations, and deal strategies throughout the course.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Sell Confidently Into Complex Enterprise Deals?
Whether you’re managing high-value accounts or navigating multi-stakeholder opportunities, this course teaches advanced enterprise selling techniques to drive impact, align buyers, and close complex deals with confidence.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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