What will you Learn?

This is a three month interactive & experiential learning program to help you enhance your sales and business development skills, broaden your perspective, and achieve your professional goals.

Through interactive workshops, case studies, and real-world projects, you will gain a deep understanding of the sales process, learn how to identify and pursue new business opportunities and develop effective communication and negotiation skills. With personalized coaching and mentorship, you will be able to apply your learning directly to your work and accelerate your career growth.

01

Foundations of Enterprise Sales

• Introduction to Enterprise Sales and the sales process
• Understanding the buyer journey in Enterprise Sales
• Do’s & Don’ts of Enterprise Selling
• Sales ethics and professionalism in Enterprise Sales

02

Prospecting and Lead Generation

• Identifying and targeting potential enterprise customers
• Techniques for lead generation, including account-based marketing (ABM), referrals, and events
• Qualifying enterprise leads and identifying potential sales opportunities - Lead Scoring Sheet

03

Leveraging Technology

• Leveraging various tools to source contact details of decision makers / influencers
• Establishing contact through phone calls / emails – Dos & Don’ts
• Tools - Lusha, LinkedIn, Mail tracker, LinkedIn Sales Navigator, ZOOM Info, Hunter.io, ChatGPT, Cloud Telephony etc.
• Sales Enablement Platforms – Seismic, HighSpot, Showpad

04

Presales Preparation

• Importance of pre sales preparation
• Pre sales preparation tool - 8+1 Matrix
• Importance of Personal Branding
• CPE Vs. CSP (Problems vs. Solutions)

05

Building Relationships and Managing Stakeholders

• Understanding the importance of relationship building and stakeholder management in enterprise sales
• Techniques for building and maintaining relationships with key decision-makers / influencers - SEAL Model – Similarities, Empathy, Appreciation & Listen
• Strategies for managing stakeholders in complex enterprise sales cycles
• Using customer feedback to improve sales and service in enterprise sales
• Case studies and role-playing exercises to practice relationship building and stakeholder management skills in enterprise sales

06

Probing and Gathering Information

• Techniques for gathering information and uncovering enterprise customer needs
• Asking effective questions to understand enterprise customer pain points
• Using active listening to gather key information in enterprise sales
• Case studies and role-playing exercises to practice probing and information gathering skills in enterprise sales

07

Developing and Presenting Proposals (Offering Solutions)

• Creating effective sales pitches and presentations for enterprise customers
• Building enterprise sales proposals and customized solutions
• Creating value propositions that address enterprise customer pain points
• Presenting enterprise sales proposals and solutions effectively
• Proposal and Contract Management Tools – Pandadoc, Docusign, Adobesign
• Case studies and role-playing exercises to practice developing and presenting enterprise sales proposal

08

Handling Objections “NO” to “YES”

• The psychology behind objections
• Understanding the importance of objections and how they are opportunities to close deals
• Difference between questions & objections
• Various categories of objections and how to deal with them
• Objection handling technique

09

Contract Negotiation

• Understanding the nuances of enterprise contract negotiation
• Techniques for negotiating enterprise contracts effectively
• Understanding legal and regulatory requirements in enterprise sales
• Building strong partnerships with enterprise customers through contract negotiation
• Role-playing exercises and case studies to practice enterprise contract negotiation skills

10

Closing

• The fear of rejection
• Various call closing techniques and how to use them effectively to close deals
• To understand the importance of an outcome of a call - Close, Follow Up, No Sale
• How to handle rejections gracefully - RMA

11

Effective Follow Ups

• Importance of deriving outcomes of a call and effective follow ups
• Email Tracking and Sequencing Tools: Yesware, Mixmax, and Boomerang can help you track email opens, clicks, and replies
• Calendar and Scheduling Tools: Calendly, Doodle, and ScheduleOnce can help you schedule follow-up calls and meetings with prospects and customers
• Text Messaging and Chat Tools: Drift, Intercom, and Slack can help you communicate with prospects and customers in real-time

12

Account Management & Customer Success

• Understanding the importance of customer retention and account management in enterprise sales
• Techniques for building and maintaining customer relationships in enterprise sales
• Strategies for upselling and cross-selling to existing enterprise customers
• Using customer feedback to improve sales and service in enterprise sales
• Case studies and role-playing exercises to practice enterprise account management skills

13

Tools of the Trade

• CRM Tools – ZOHO, SalesForce, HubSpot
• Sales Engagement Platforms – Outreach. SalesLoft, Yesware
• Meeting Platforms - ZOOM, Microsoft Teams, Google Meets
• Email Automation and Personalization Tools – Hubspot, Mailchimp, SendinBlue

14

Sales Management in Enterprise Sales

• Managing an enterprise sales team, including setting goals and performance metrics
• Sales forecasting and pipeline management in enterprise sales
• Understanding the role of technology in enterprise sales management
• Using sales analytics to measure and optimize enterprise sales performance – Tableau, Power BI, Google Analytics
• Case studies and exercises to practice enterprise sales management skills