When the fate of your organisation rests on a single decision, nothing can be left to chance. Due diligence sufficient for 'run of the mill' decisions is inadequate for both buyer and seller. Eliminate the guess work with Enterprise Selling.

• Up to six half-day or three one-day sessions spread over several weeks or delivered consecutively
• Between session exercises, practise assignments, and reviews reinforce learning and help establish best practice habits
• Tools, templates, frameworks, and examples act as aid memoirs, save time, and aid adoption of best practice methods
• Managers have more time to focus on results because they have less need to fulfil the role of coach and trainer
• Increased job satisfaction reduces sales staff churn, increases performance, and reduces costs
• Wider adoption of best practice behaviours, habits, and methods increases sales productivity, consistency, and results

Competition for high value sales opportunities is usually ferocious. You can’t always be the first in or have the best solution or the lowest price. Winning means finding a way to out sell your competition. Losing a big deal is more than just disappointing. You cannot recover the time and effort invested in the campaign. Enterprise Selling teaches participants how to take the uncertainty out of the sales process for the benefit of both seller and buyer. Practicing Enterprise methods increases success rates with high value sales campaigns. This programme centres on an advanced sales method that enables established sales people and their support team to increase sales without the need for increased resources. Benefits include improved team cooperation, more accurate forecasts, greater situational control, shorter sales cycles, better success ratio’s, and dramatically increased sales results.

During the course, participants work on live sales campaigns. Applying Enterprise methods to real sales situations demonstrates the method, proves its value, and provides experience working with the planning and thinking tools it incorporates. Time spent on the course advances current sales campaigns and directly increases chances of success.

Who Should Attend

Participants should include all those who contribute to the success of major sales campaigns, including people responsible for access to resources. Those in the following roles are the most common participants: Main board directors, sales managers, sales people, technical sales support people, bid managers, professional services managers, and internal consultants. Those who have worked on high value complex sales campaigns and who are involved in current opportunities that match this description, will gain the most from this course.

Enterprise Selling makes no attempt to teach basic sales or communication skills. The course provides a detailed framework, check list, and method for eliminating uncertainty in major sales campaigns where; the value is significant to the seller's organisation; the result is critical to the buyer; many people from both buyer and seller are involved in the evaluation; and the decision process is expected to take several months to complete.

Course Objectives

• Improve high value sales campaign success ratios
• Reduce or eliminate effort wasted on unproductive sales campaigns
• Increase certainty and forecast accuracy
• Improve team communication
• Reduce or eliminate mistakes in a sales campaign
• Understand customer politics and organisational dynamics
• Learn to predict organisational change
• Identify the people with the most situational influence
• Identify important influencer characteristics
• Assess relationship status
• Change relationship status
• Recognise hidden influence
• Increase control of complex relationships
• Account for and overcome competitive threats
  
• Use strategy to out think competitors
• Use strategy to drive actions
• Accelerate sales campaigns to shorten sales cycles

Enterprise Selling 3 Day Course

Fees range from £1005 for places on a public course down to £627 per person for an in-house programme, depending on numbers. Self led study with coaching support is available for £315.

The Course Includes a preparation guide, in course materials, planning and preparation tools, progress assessments, ongoing performance tips, and career long support. All fees exclude applicable VAT.

For large numbers we offer a licensing and certification option to enable self delivery of this course. To find out more, please use the contact form here. Alternatively telephone +44 (0)118 933 1357 or send email to info@salessense.co.uk