35-Minute Mastery: Enterprise B2B Sales Condensed

Name: 35-Minute Mastery: Enterprise B2B Sales Condensed
Rating: 4.4 (87 reviews)

The Fastest Overview/Summary of B2B Enterprise Sales Available. Start Selling to Businesses Today.

Created byWole Lawani

Last updated 12/2018

English

What you'll learn

Quickly grasp the "core core" fundamentals of enterprise sales to successfully sell to large enterprises
Apply co-creation concepts to make buyers take ownership early in the process and sell your product to themselves
Use strategic questioning to rapidly iterate your pitch until it fits perfectly into what the buyer is ready to pay for
Understand the 6-step Enterprise Sales Process and the 6 Key Principles of Enterprise Sales

Course content

2 sections • 14 lectures • 39m total length

Introduction & Core Principle #15:56
There is a difference between what you sell and what the buyer buys. Adjust your pitch accordingly.
An Important Message1:15
Lecture 2: Core Principles #2 & #32:31
"Enterprises" are a mirage - there are only INDIVIDUALS. We discuss this and the Law of Differentiation.
Core Principle #42:52
Time is the Enemy. How do you deal with that?
Core Principles #5 & #62:55
The average seller sells forward - expert sellers sell backwards, using the power of questioning. Learn how.

Overview: The 6 Stages of a Successful Enterprise Sale4:01
Enterprise sales are like a biological process - there is no skipping of any of the stages.
Important Reminder1:15
Strategic Questions That Drive Successful Research0:47
As explained in Core Principle #6, "Success is driven by the number of questions answered". Here are the critical questions.
The Kickoff Stage & The Kickoff Meeting3:52
Now you're ready to actually meet the client. Dos and Donts...
Educating The Client & Building Momentum3:09
Successful enterprise sales are a process of co-creation, not a one-way communication. Learn and apply.
Securing Individual Buy-In (Creating Champions)3:55
Understand how you create internal Champions that will sell the solution to the rest of the organization.
Securing Corporate Buy-in/Approval3:23
Many a sale dies in the long march to corporate approval. Understand how to maintain momentum and focus.
Closing The Deal & Conclusion1:48
Close the deal!
Lecture 12: Going to the Next Level (Bonus Lecture)1:35

Requirements

Nothing except having some enterprise customers you are targeting.

Description

**To master Enterprise sales you need years of practice…but only 30 minutes of focused theory**

This course condenses 20 years of Enterprise/B2B sales experience into "6 Principles + 6 Stages" that can be digested in 35 minutes flat.

You will learn the most fundamental Enterprise/B2B sales skills and how to apply them immediately to drive revenue in your target market.

If you have no (or very limited) enterprise sales experience and need to learn super fast, this is the best 30-minute time investment you can make. If you have some experience, this course would be a very efficient refresher.

By the end of the course you will be able to:

Apply co-creation concepts to make enterprise business buyers take ownership early in the process and sell your product to themselves
Rapidly iterate your pitch until it fits perfectly into what the buyer is ready to pay for
Identify and connect with key decision makers
Generate leads, prune out time wasters, and execute on your most promising prospects
Make more effective cold calls and send cold emails that people respond to
Use strategic questioning to accelerate the sales cycle …and more!

Who this course is for:

Individuals who are new to Enterprise or B2B Sales
Sales professionals who want a quick refresher on enterprise sales concepts

35-Minute Mastery: Enterprise B2B Sales Condensed

What you'll learn

Explore related topics

Course content

Core Principles5 lectures • 15min

Applying the Core Principles: The Six Stages of a Successful Enterprise Sale9 lectures • 24min

Requirements

Description

Who this course is for: