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:

  • 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.

Training for 8 or more people?

Contact us to discuss private course options.

Week1.

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.

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.

Week2.

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.

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.

Week3.

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.

Week4.

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.

Ongoing reinforcement

Get the highest possible ROI on your training investment with additional Skills Coaching. The biweekly live sessions will help your reps truly master the skills they learned in this course, and create behavior change that sticks using hands-on practice and active coaching through real customer scenarios and deals.

Specific skills covered to reinforce the key concepts in this course include:

  • Identifying the Decision Makers
  • How to Demo
  • Impact Questions
  • Trading
  • Uncovering Critical Events

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.