Learn a reliable, repeatable, method for winning competitive complex enterprise sales.
Enterprise sales training provides a proven method for winning high-value complex sales. Strategy and tactics for winning against superior competitors.
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 is the best enterprise sales training course?
- The trainer has deep subject matter knowledge and experience.
- Training is delivered by the course author.
- Includes the opportunity for one-to-one sessions with the trainer.
- The co-creation of workplace actions for embedding learning in participant routines and habits.
- Career-long support.
Key Benefits
- Win more high-value 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 sales process.
Course Content
Introduction: Goals, objectives, and learning management.
Planning to Succeed: The structure of an effective plan.
Identify the Right Issues: Things that compel executive action.
Choose the Right Opportunities: Will it happen, can you win, and will it be worthwhile?
Establish a Collaboration: A CLEAR process of discovery.
Identify the Right People: Buying roles and organisational politics.
Negotiate Access to Power: Those who can start a buying process.
Initiate a Buying Process: How to control the customer's buying process.
Managing Relationships: Working with champions, supporters, and opposers.
Defeating the Competition: Using strategy to defeat competitive threats.
Tactics for Strategy Execution: Ways to implement each possible strategy.
Win with a Proposal: How to win when you are a late competitor.
Project Management: Organising and managing the temporary team.
Learn from Failure: How to learn where the process failed.
Learn from success: How to recognise why the process succeeded.
Review and Next Steps: How to transform learning into results.
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.
£3995 - Learn more.
Group Training on a per-session basis:
£250 per 1-hour session. Learn more.
Fees exclude VAT.
Traditional Classroom
Delivery over one or more days at a conference venue or the customer's offices. The full course takes three days. Contact us for fees.
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.