Leading content to prepare you for Enterprise level career opportunities in the field of software & technology sales.

PART I: INTRODUCTION TO ENTERPRISE SALES

Chapter 1: Introduction to Enterprise Sales vs. Transactional Sales

Chapter 2: The Role of an Enterprise Account Executive

Chapter 3: Enterprise Sales Compensation

PART II: THE CORPORATE BUYING PROCESS & THE ENTERPRISE SALES PROCESS

Chapter 4: The Corporate Buying Process

Chapter 5: Pilot Best Practice

Chapter 6: The Four Agreements of an EAE Deal

Chapter 7: The Buying Paradigm & An Informed Recommendation

Chapter 8: Aligning Solutions to C-Level & Board Level Priorities aka Executive Alignment

PART III: FOUNDATIONS OF THE BUSINESS CASE: ANALYSIS & INQUIRY

Chapter 9: Marketing & The Role of the CMO Chapter

10: Data Science & The Analyst Process

PART IV: ENTERPRISE SALES PROCESS

Chapter 11: Enterprise Sales Process

Chapter 12: Account Prioritization

Chapter 13: Vetting the Correct Point of Contact(s)

Chapter 14: Outreach

Chapter 15: Preparation

Chapter 16: Pre-Qualification Call

Chapter 17: The Discovery Call (DC)

Chapter 18: The Product Call (PC)

Chapter 19: Coauthoring the Buying Paradigm & the ROI Model

Chapter 20: The Proposal Call

Chapter 21: Closing

Chapter 22: Gathering Payment Information

Chapter 23: Onboarding

Chapter 24: The Client Partner & Reporting

PART V: ATYPICAL SALES CYCLES

Chapter 25: Farming & Professionalizing the Logistics

Chapter 26: Objections vs. Conditions & Seeking to Understand

Chapter 27: NDM without DM Power Process to Get Deal Approved

Chapter 28: Working with NDM’s & Looping in the DM

PART VI: SOLUTION BEST PRACTICE

Chapter 29: Enterprise Sales Principles

Chapter 30: Fitting a Solution within their Existing Marketing & Attribution Strategy

Chapter 31: Attribution

Chapter 32: Coauthoring the Solution

Chapter 33: Backing Clients into Provable KPIs & Connecting Them to ROAS

Chapter 34: Using Product Knowledge to Tailor the Solution to the Process Flow

Chapter 35: Using “What We Know” Data to Relate the Solution Back

PART VII: PRODUCT

Chapter 36: Enterprise Product Funnel

PART VIII: RUNNING MEETINGS

Chapter 37: How to Run a Meeting

Chapter 38: Running Meetings with Slide Decks

Chapter 39: Setting the Agenda for a Call

Chapter 40: Open Ended Questions and the Complex Sale

Chapter 41: Building Rapport on Every Call/Email

Chapter 42: Using Dig in Questions to Surface Objections (QASSD Method)

Chapter 42: Tailoring the Sales Process to How DMs Buy

PART IX: ANALYTICS

Chapter 43: Analytics

Chapter 44: Business Process Analysis

PART X: ENTERPRISE SYSTEMS

Chapter 45: Enterprise Systems

Chapter 46: Admin

Chapter 47: Salesforce & Forecasting

PART XI: MINDSET & HABITS

Chapter 48: EAE Habits

Chapter 49: Enterprise Sales Mindset & Controlling the Controllables

Chapter 50: Higher Level Sales Skills

PART XII: THE FIRST 90 DAYS IN A NEW EAE ROLE

Chapter 51: The First 90 Days in a New EAE Role

PART XIII: YOUR CAREER IN ENTERPRISE SALES

Chapter 52: Your Career in Enterprise Sales

Chapter 53: Local Management vs. Enterprise Management