Elevate Your Career with Enterprise Sales Mentorship
Use our mentorship program in order to level up your skills and become a strategic enterprise seller
Basic
Mentorship
$ 1249
1 session
- Enterprise AE mindset
- Enterprise sales process
- Understanding enterprise analytics
- Learn to coauthor the ROI model and KPIs to prove out success
- Level up your career and become a strategic seller
Advanced
Mentorship
$5999
Weekly
- Enterprise AE mindset
- Enterprise sales process
- Understanding enterprise analytics
- Learn to coauthor the ROI model and KPIs to prove out success
- Level up your career and become a strategic seller
Professional
Mentorship
$9999
Monthly
- Enterprise AE mindset
- Enterprise sales process
- Understanding enterprise analytics
- Learn to coauthor the ROI model and KPIs to prove out success
- Level up your career and become a strategic seller
Software Sales University's Curriculum
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
Software Sales University's Newsletter
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