Enterprise Sales Training

Do you need to win more high-value complex sales? Enterprise sales training provides a proven solution.

Enterprise sales training teaches a method for winning high-value complex sales against superior competitors.

How is enterprise selling different from broader roles?

• Multiple stakeholders on both sides.
• High value. Critical for both buyer and seller.
• Long sales cycles that often exceed a year.
• Complex overlapping buyer issues.
• Complexity in the solution being offered.
• Customisation and integration requirements.
• Complex negotiations.

Closing large sales from enterprise-scale organisations depends on faultless planning and flawless execution by a team. Adopt a team-based sales process for minimising the risks inherent in competing for high-value sales.

Participants apply the process to current high-value sales opportunities during the programme.

Training for winning complex sales can be spread over several months, condensed into longer intensive sessions, or delivered over consecutive days.

What makes an enterprise sales training course different?

1. Participants are invited to study the course content in advance.
2. Training time is spent on practical and real-world exercises.
3. Learning involves the integration of best practices.
4. Establishing new routines and habits through workplace actions.
5. The opportunity for one-to-one sessions with the course author.
6. Career-long support.

How do you master enterprise sales?

Enterprise selling usually involves a high-value complex sale that has an impact on many people in the buyer and seller organisations. The sales cycle is often long and subject to many variables that are outside of buyer and seller control. Mastering enterprise sales requires excellence in several disciplines including project management, team leadership, politics within organisations, networking, and competitive strategy. This is in addition to the more familiar sales competencies of communication, persuasion, and negotiation. This course is designed to teach the necessary methods, skills, and habits.

What are the key benefits?

• Win more high-value enterprise sales opportunities.
• Increase productivity and save time.
• Increase certainty and forecast accuracy.
• Reduce or eliminate mistakes.
• Anticipate and adapt to change.
• Identify and influence the right people.
• Outthink competitors.
• Use strategy to drive actions.
• Shorten the enterprise sales process.

What is covered in the course?

Introduction: Goals, objectives, and how to learn faster.
Planning to Succeed: How to create and test a plan.
Focus on the Right Issues: Understanding executive motivation.
Effective Qualification: Will it happen, can you win, and will it be worthwhile?
Turn Selling into a Collaboration: The CLEAR process.
Identify key People: Six buying roles.
Political Dynamics: Understanding organisational politics.
Access to Power: How to reach those with the power to decide.
Start a Buying Process: How to shape the customer's evaluation.
Relationship Development: Creating champions and supporters.
Competitive Strategy: How to defeat a competitor's strategy.
Executing the plan: Tactics for driving strategy.
Better Proposals: How to compete via a proposal.
Project Management: Organising and managing the temporary team.
Complex Negotiations: How to preserve both sides win.
Learn from Failure: How to keep getting better.
Learn from success: How to recognise what worked.
Review and Next Steps: How to transform learning into results.

Who is the course designed for?

Those responsible for or helping with the sale of technology, capital equipment, management consulting, and enterprise software. People who interface with customer staff during high-value sales efforts. Participants often include line managers, technical support people, bid managers, professional services managers, internal consultants, and directors as well as salespeople.

Typical Participant Comments

This is a 'just in time' course for improving our daily sales activities. The techniques taught are easy to understand and apply in the real world. This is a great course. From Motorola

An excellent mix of practical exercises and theory. Good examples for clarity, good pace and very good use of interpolation from the tutor. From Elyzium

Fast paced and relevant. Challenging for all levels of attendee experience. Good time keeping. Maintained interest and control throughout. One of the better ones. From Hand Held Devices (Now Honeywell Imaging and Mobility)

Enterprise Sales Training Materials and resources

• Self Study guide.
• Accelerated learning report.
• Account plan template.
• Opportunity plan template.
• Short form opportunity plan template.
• Profit contribution calculator.
• Shared goal and objectives template.
• Quantified qualification assessment.
• Quantified qualification presentation template.
• Personality style assessment.
• Work motivators assessment.
• Sales strategy matrix.
• Deal clinic guide.

Enterprise Sales Training Delivery Options

One to One

Take the course through eight 2-hour or sixteen 1-hour one-to-one sessions with the course author.

£1595 - Learn more.

One to One on a per-session basis

£150 per 1 hour session - Learn more.

Virtual Classroom Group Training

Eight 2-hour or sixteen 1-hour virtual classroom sessions.

£6395 for up to fifteen people - Learn more.

Group Training on a per-session basis:

£450 per 1-hour session for up to fifteen people. Learn more.

Fees exclude VAT.

Traditional Classroom

Delivery over one or more days at a conference venue or the customer's offices. Contact us for fees.

Back to the course list.

Guarantee

We unconditionally guarantee the quality and effectiveness of our services. In addition, we warrant that applying the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees. Should you decide that our services have not met this guarantee, we will refund your fees promptly and courteously.

Want Something Different? Please Ask:

If you need to increase success rates with high-value complex sales opportunities enterprise sales training delivers a proven methodology. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.