Modern Realities of the Complex Enterprise Sale - Open Workshop, Nov 2022

Enterprise sales is being misconstrued... “Hunt the big deals.” “It’s all about the negotiation.” “You have to get to the CEO.” These types of dated assumptions in enterprise sales are causing enterprise teams to take the wrong actions. And the fundamentals of Enterprise sales have gotten lost. This workshop will bring those fundamental principles and truths to light, and match them up with the key processes and skills that Enterprise AEs and Managers must master in order to succeed with enterprise customers. The fundamentals include: - The enterprise process must be centered around how a buyer buys, not how a seller sells. - The best way is not necessarily the biggest possible deal. There’s a strong case for splitting the deal up and starting with a smaller scope. - The Enterprise AE must orchestrate a “Four Seasons” level of experience, over a long period of time. - Focus on priority, not budget. It’s much easier to make a case for increasing the priority, rather than increasing a client’s budget. - Impact: the goal is not to sell, but to help each other achieve the desired impact. Watch to learn how you can minimize the risks in your enterprise sales team, and maximize the impact that you deliver to your customers. - - - - - Get more frameworks from WbD: https://winningbydesign.com/ https://www.linkedin.com/company/winningbydesign Learn more from WbD Founder Jacco van der Kooij on LinkedIn: https://www.linkedin.com/in/jaccovanderkooij Want to reach out? contact@winningbydesign.com - - - - - About Winning By Design: We specialize in enabling teams to succeed with Remote Selling. Our roots come from advising and collaborating with high-growth startups and mid-market SaaS companies, and we now help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world. https://www.youtube.com/c/WinningbyDesign