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

Module I: INTRODUCTION TO ENTERPRISE SALES

Lecture 1: Introduction to Enterprise Sales vs. Transactional Sales

Lecture 2: The Role of an Enterprise Account Executive

Lecture 3: Enterprise Sales Compensation

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

Lecture 4: The Corporate Buying Process

Lecture 5: Pilot Best Practice

Lecture 6: The Four Agreements of an EAE Deal

Lecture 7: The Buying Paradigm & An Informed Recommendation

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

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

Lecture 9: Marketing & The Role of the CMO

Lecture 10: Data Science & The Analyst Process

PART IV: ENTERPRISE SALES PROCESS

Lecture 11: Enterprise Sales Process

Lecture 12: Account Prioritization

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

Lecture 14: Outreach

Lecture 15: Preparation

Lecture 16: Pre-Qualification Call

Lecture 17: The Discovery Call (DC)

Lecture 18: The Product Call (PC)

Lecture 19: Coauthoring the Buying Paradigm & the ROI Model

Lecture 20: The Proposal Call

Lecture 21: Closing

Lecture 22: Gathering Payment Information

Lecture 23: Onboarding

Lecture 24: The Client Partner & Reporting

PART V: ATYPICAL SALES CYCLES

Lecture 25: Farming & Professionalizing the Logistics

Lecture 26: Objections vs. Conditions & Seeking to Understand

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

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

PART VI: SOLUTION BEST PRACTICE

Lecture 29: Enterprise Sales Principles

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

Lecture 31: Attribution

Lecture 32: Coauthoring the Solution

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

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

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

PART VII: PRODUCT

Lecture 36: Enterprise Product Funnel

PART VIII: RUNNING MEETINGS

Lecture 37: How to Run a Meeting

Lecture 38: Running Meetings with Slide Decks

Lecture 39: Setting the Agenda for a Call

Lecture 40: Open Ended Questions and the Complex Sale

Lecture 41: Building Rapport on Every Call/Email

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

Lecture 42: Tailoring the Sales Process to How DMs Buy

PART IX: ANALYTICS

Lecture 43: Analytics

Lecture 44: Business Process Analysis

PART X: ENTERPRISE SYSTEMS

Lecture 45: Enterprise Systems

Lecture 46: Admin

Lecture 47: Salesforce & Forecasting

PART XI: MINDSET & HABITS

Lecture 48: EAE Habits

Lecture 49: Enterprise Sales Mindset & Controlling the Controllables

Lecture 50: Higher Level Sales Skills

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

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

PART XIII: YOUR CAREER IN ENTERPRISE SALES

Lecture 52: Your Career in Enterprise Sales

Lecture 53: Local Management vs. Enterprise Management