Enrossie

Inside Sales Manager

Recommendations : Best training course / workshop to learn how to close Enterprise deals

My CRO wants me to uplevel in the next 6 months to be able to close 6 figure deals without him. He offered to send me to a week long training course if I can find one. Any recommendations?

My background is I am only 3 years into a sales career after 20+ years in the Navy. I've progressed from SDR to BDR to AE and am closing the small number deals relatively quickly but need the CRO for the exec level discussions for the Enterprise deals.

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Sunbunny31

Politicker

Sr Sales Executive 🐰

This is a great question I don't have the answer for, and hope someone does.

FWIW, I am an Enterprise rep selling solutions that are 6-figure ARR and 7 figure TCV. Execs making decisions like this are still people. Don't be afraid of a big number; they're coming to you and your company to solve a problem, and you should have the confidence that what your company has will solve that problem, and the price is fair for that solution.

Enterprise sales also often involves more departments, so you'll hear the term multi-thread - you'll need to be aware of and pay attention to all the departments involved. It won't be just marketing, for example. IT will have an interest, maybe communications, brand strategy, or another department, depending on what you're selling.

Finally, I do make sure that I have executive alignment at the proper place in my deal. I assume your CRO is wanting you to be able to run the deal so he doesn't have to do the day-to-day steps, but I hope he isn't cutting you off entirely. Engaging a C-level or VP from my company to match up to the prospect exec is a big buying sign and progresses the deal for me.

I hope someone has a recommendation for a relevant course for you.

oldcloser

Arsonist

💀

Gold.

Maximas

Tycoon

Senior Sales Executive

Better check on these.
https://www.edx.org/learn/enterprise-sales

https://www.showpad.com/best-enterprise-sales-training/
Hope it helps!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

The biggest difference between Enterprise and SM sales is TIME, IMO. Yes there are other dynamics, but it come down to people relationships and because there are more hoops to jump through in larger companies, its simply time. So if you can handle the longer sales cycle and can develop relationships effectively, you'll do fine.

CuriousFox

WR Officer

🦊

Time is the most precious ❤

SaaSlyfe

Opinionated

Enterprise Account Manager

Look at mega deal secrets (Jamal Reimer), he has a course. Have heard good things from colleagues that have gone through the training.

atx22

Catalyst

Enterprise Account Executive

Without knowing context of current product and process, is this a skill gap or methodology gap?

Skill can be having higher level conversation, understanding the details behind the ask, negotiations.

Methodology could be tracking to make it repeatable to call out risk. Are you multi threaded(like mentioned below) what are the drivers of the buyers, who is linked to competition, who wins if you win, who loses if you win?

Skill: Spin Selling, Gap Selling, Jamal Reimer, Chris Schaum(Million Dollar Deal Maker), Chris Orlob, Brandon Fluharty

Methodology: Miller Heiman: Strategic Selling w/Perspective now under Korn Ferry, Sandler

I can help with SaaS contracts and configuration. Feel free to ping me and I can discuss the above and help you out. I'm former Army, so don't mind helping a Navy guy.

CPTAmerica

Opinionated

President/CRO

Thank you for your service!!

I'd recommend a Sandler bootcamp. I think they are usually 2-3 days. It's not perfect but a really great foundation. Keep in mind they franchise. So, like Taco Bell, some locations are better than others (not sure where you are located).

Director, Sales Training & Enablement

Check out the Ascender program from Force Management. $500/year and provides 2 major benefits…

1) MEDDICC certification. Great for helping you better qualify deals early, gain executive alignment, and create differentiation.

2) Numerous courses on core sales skills like active listening, story telling, and discovery questions. These may be basic, but even the best of us can benefit from a refresh on foundational concepts.

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Enrossie

Recommendations : Best training course / workshop to learn how to close Enterprise deals

9 comments

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