Selling into Enterprise Accounts

Deliver more impact to your Enterprise customers through effective stakeholder management, provocative discovery, and win-win trading.
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Why should I take this course?

Learn the skills needed to better navigate complex selling environments—including how to conduct stakeholder meetings, manage opportunities, and craft provocative statements.

Who

Course Format

Prerequisites

  • Onboarding SDRs / BDRs who are new to the team
  • SDR accelerating their skills into enterprise prospecting
  • 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
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 Schedule

Registration links open in Winning by Design's website.
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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.

Week 1:
Provocative Selling

Module 1
Provocative Selling for Enterprise

Understand the different types of selling methodologies—and how and when to deploy a provocative selling approach.

Module 2
Fundamental Concepts

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

Leverage a framework for developing a unique and provocative point of view to align your solution with each level of your customer’s hierarchy.

Week 2:
Orchestrating the Account

Module 4
Understanding Critical Events

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

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

Identify the key buying committee roles, learn to navigate gatekeepers, and create a deal strategy map.

Week 3:
Influencing Stakeholders

Module 7
Influencing Decision Criteria for Success

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

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

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

Manage a proof of concept to a successful buying outcome, and maximize decision-maker influence.

Module 11
Trade vs. Negotiate

Successfully navigate procurement teams to secure a win-win deal.

Module 12
Pulling it All Together

Review the end-to-end learning path, recap core concepts, and receive a primer ahead of the certification exam.

To learn more about the instructors and curriculum, visit the Winning By Design course website.