About the Course

Enterprise sales teams have unique challenges: non-linear sales process, complex stakeholder map to manage, and a far deeper level of acumen required from enterprise sellers. Enterprise reps must learn how to move from consultative selling to provocative selling in order to successfully manage large deals, with a proven and repeatable sales process.

Best for:

  • CROs
  • VPs of Sales
  • Enterprise Account Executives
  • AEs managing complex deals

Course format:

  • 8 hours live instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive access to blueprints, videos, and exercises
  • Industry-recognized certification
  • Maximum number of learners: 25

Price

$2,500 per seat
or contact us for a private course for your team

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.

Curriculum

Learners engage with their certified Trainer in an experiential learning format, with 8 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.

Week1.

Provocative Selling

  • Provocative selling for enterprise
  • Fundamental concepts
  • Crafting a provocative PoV
Week2.

Orchestrating the Account

  • Understanding critical events
  • Creating urgency with a Joint Impact Plan
  • Navigating the decision process
Week3.

Influencing Stakeholders

  • Influence decision criteria for success
  • Preparing for a stakeholder meeting
  • Holding the stakeholder meeting
Week4.

Driving to Commit

  • Proof of concept
  • Trade vs. negotiate
  • Pulling it all together

Training for 8 or more people?

Contact us to discuss private course options.

See here for the latest course schedule to sign up.

Certification

When you pass the exam at the end of the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.

Certified Trainers for this course

Chris Allison

SYDNEY, AUSTRALIA

Taken by employees at

Training for 8 or more people?

Contact us to discuss private course options.