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


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


Recommended for reps with 5+ years of experience managing large complex accounts. For training on fundamentals of selling, see the Selling for Impact course.


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.

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

Provocative Selling

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

Orchestrating the Account

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

Influencing Stakeholders

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

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.


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


Taken by employees at

Training for 8 or more people?

Contact us to discuss private course options.