Enterprise Selling from edX

Selling is one of the most crucial and oldest professions and it is an extremely marketable skill for most consulting, management and executive positions. In fact, for many careers in business, the starting point is sales. In this course you will get the chance to learn how to "sell" to senior executives in enterprises .

Do you think;
You could sell a $1,000,000 services deal to a team of experienced executives at a multinational corporation?
You could close an annual software contract for $50,000 to the founding team of a fast moving startup?
You can convince a C-level executive to make a purchase decision and choose your business
You have the communication skills that will enable you to sell your ideas, services, products, and most importantly yourself!

Over the duration of this course, enterprise selling, you will have opportunity to learn sales concepts like the sales cycle, buying process, and managing enterprise customers through a variety of lectures, case studies, and video role play analysis. There will be an opportunity to see the sales process in action, taking potential customers and converting them into enterprise accounts, enabling you to practice your skills to become a sales leader.

What you'll learn

Upon successful completion of this course, the student should be able to:

Understanding of the role of marketing and how business unit decisions impact the marketing function
Compare and contrast enterprise buyer behavior versus consumer buyer behavior
Understand how enterprise buyer behavior and marketing plan decisions dictate the selling effort
Understand the sales funnel concept and how opportunity management drives revenue
Explain the processes of demand generation and customer acquisition
Conduct prospecting exercises using industry-proven methodologies and cadences
Understand the enterprise sales conversation framework
Explain the keys to success in the first few minutes of a sales conversation
Understand the various questioning & discovery methodologies
Explain the keys to successfully presenting value proposition
Explain the processes and methods for handling objections and gaining commitment
Analyze and conduct enterprise sales conversations

What's inside

Learning objectives

Understanding of the role of marketing and how business unit decisions impact the marketing function
Compare and contrast enterprise buyer behavior versus consumer buyer behavior
Understand how enterprise buyer behavior and marketing plan decisions dictate the selling effort
Understand the sales funnel concept and how opportunity management drives revenue
Explain the processes of demand generation and customer acquisition
Conduct prospecting exercises using industry-proven methodologies and cadences

Understand the enterprise sales conversation framework
Explain the keys to success in the first few minutes of a sales conversation
Understand the various questioning & discovery methodologies
Explain the keys to successfully presenting value proposition
Explain the processes and methods for handling objections and gaining commitment
Analyze and conduct enterprise sales conversations

Understanding of the role of marketing and how business unit decisions impact the marketing function
Compare and contrast enterprise buyer behavior versus consumer buyer behavior
Understand how enterprise buyer behavior and marketing plan decisions dictate the selling effort
Understand the sales funnel concept and how opportunity management drives revenue
Explain the processes of demand generation and customer acquisition
Conduct prospecting exercises using industry-proven methodologies and cadences
Understand the enterprise sales conversation framework
Explain the keys to success in the first few minutes of a sales conversation
Understand the various questioning & discovery methodologies
Explain the keys to successfully presenting value proposition
Explain the processes and methods for handling objections and gaining commitment
Analyze and conduct enterprise sales conversations

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Explores a core business practice and professional development skillset in sales

Guides learners how to present ideas, services, and products to potential clients

Taught by Jim Hamilton, an expert in enterprise sales

Provides a solid understanding of the sales cycle, buying process, and enterprise customer management

Lays a solid foundation for participants to become successful in sales leadership roles

Provides a clear framework for engaging in sales conversations and handling objections effectively

Reviews summary

Enterprise selling: useful basics

According to students, Enterprise Selling delivers useful basics for understanding the process of sales. Learners mention that the first half of the course is a bit light on practical knowledge, focusing on the roles of personnel involved in the sales process. Students report, however, that the second half provides helpful demonstrations of good and bad sales pitches.

Introductory course on sales roles.

"The first half of the course covered very basic knowledge, like the different roles of sales staff."

Demonstrations of effective sales presentations.

"The second half of the course showed demo videos of good and bad sales presentations."

"This was very useful to see what a solid process looks like when engaging with a potential customer."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Enterprise Selling with these activities:

Review key concepts in marketing and sales

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Reviewing key concepts in marketing and sales will strengthen your foundation and prepare you better for the course.

Browse courses on Sales

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Create a list of key concepts covered in the course syllabus.
Review your notes and textbooks from previous courses related to marketing and sales.
Read articles and blog posts on current trends and best practices in sales and marketing.
Watch online videos or webinars to reinforce your understanding.

Read 'Selling to Large Organizations' by Michael A. Cusumano

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Reading 'Selling to Large Organizations' will provide you with insights into the unique challenges and opportunities of selling to large and complex organizations.

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Read the book and take notes on the key concepts.
Identify specific examples from the book that resonate with your own experiences or observations.
Consider how the concepts and strategies in the book can be applied to your own sales efforts.

Explore the sales funnel and opportunity management

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Understanding the sales funnel and opportunity management will provide you with a framework for understanding the sales process and identifying opportunities for growth.

Browse courses on Sales Funnel

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Find online tutorials or courses on the sales funnel and opportunity management.
Follow the tutorials and complete any exercises or assignments.
Apply what you learn to real-world sales scenarios.

Five other activities

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Record a video presentation on a key sales concept

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Creating a video presentation on a key sales concept will help you solidify your understanding and improve your communication skills.

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Choose a key sales concept to focus on.
Research and gather information on the topic.
Write a script for your video presentation.
Record and edit your video.

Conduct prospecting exercises and role-play sales conversations

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Engaging in prospecting exercises and role-playing sales conversations will allow you to practice and refine your sales skills.

Browse courses on Prospecting

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Identify potential prospects using industry-proven methodologies and cadences.
Prepare for sales conversations by researching prospects and understanding their needs.
Role-play sales conversations with a partner or colleague, focusing on value proposition and handling objections.

Join a peer study group or attend a sales networking event

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Joining a peer study group or attending a sales networking event will provide you with opportunities to connect with other sales professionals, share knowledge, and learn from their experiences.

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Research peer study groups or sales networking events in your area.
Join or attend the group or event on a regular basis.
Participate in discussions, share your knowledge, and ask questions.

Develop a sales strategy for a specific enterprise

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Developing a sales strategy for a specific enterprise will allow you to apply the concepts learned in the course to a real-world scenario.

Browse courses on Sales Strategy

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Research the target enterprise, including its industry, size, and key decision-makers.
Identify the enterprise's needs and pain points.
Develop a value proposition and competitive analysis.
Create a sales strategy that outlines your target market, sales process, and expected outcomes.

Volunteer with a non-profit organization focused on sales or entrepreneurship

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Volunteering with a non-profit organization focused on sales or entrepreneurship will provide you with practical experience and allow you to give back to your community.

Browse courses on Sales

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Research non-profit organizations in your area that focus on sales or entrepreneurship.
Contact the organization and inquire about volunteer opportunities.
Participate in volunteer activities such as mentoring, sales training, or event planning.

Career center

Learners who complete Enterprise Selling will develop knowledge and skills that may be useful to these careers:

Sales Engineer

Sales Engineers help customers understand and implement complex technical solutions. This course is highly relevant to Sales Engineers because it covers topics such as demand generation, opportunity management, and value proposition development. Additionally, the course provides insights into enterprise buyer behavior, which is critical for Sales Engineers who must understand the needs of their customers.

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Business Development Manager

Business Development Managers identify and develop new business opportunities. They work closely with sales teams to generate leads and close deals. The Enterprise Selling course can help individuals seeking this role by providing them with a strong understanding of the sales process, as well as the skills needed to identify and qualify potential customers. Furthermore, the course covers topics such as market research and competitive analysis, which are essential for Business Development Managers.

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Marketing Manager

Marketing Managers develop and execute marketing campaigns to promote products and services. They work closely with sales teams to generate leads and close deals. The Enterprise Selling course will help students interested in becoming Marketing Managers by teaching them how to identify and qualify potential customers, as well as how to develop and pitch marketing campaigns. Furthermore, the course covers the fundamentals of relationship management, which is essential for Marketing Managers.

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Account Manager

Account Managers are responsible for developing relationships with key clients. They work closely with clients to understand their business needs and create tailored solutions. The Enterprise Selling course will help students interested in becoming Account Managers by teaching them how to identify and qualify potential customers, as well as how to develop and pitch proposals. Additionally, the course covers the fundamentals of relationship management, which is essential for Account Managers.

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Sales Operations Manager

Sales Operations Managers are responsible for planning, implementing, and managing sales operations. They work closely with sales teams to improve efficiency and productivity. The Enterprise Selling course may be useful to those seeking a career as a Sales Operations Manager, as it provides insights into the sales process and the needs of enterprise customers. Additionally, the course covers topics such as process improvement and data analysis, which are important for Sales Operations Managers.

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Customer Success Manager

Customer Success Managers are responsible for ensuring that customers are satisfied with their products or services. They work closely with customers to identify and resolve problems, and to provide ongoing support. The Enterprise Selling course may be useful to those looking to become Customer Success Managers, as it provides insights into the needs of enterprise customers. Additionally, the course covers topics such as relationship management and problem-solving, which are essential for Customer Success Managers.

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Sales Trainer

Sales Trainers develop and deliver training programs to help sales teams improve their skills and knowledge. They work closely with sales managers to identify training needs and to develop customized training programs. The Enterprise Selling course may be useful to those looking to become Sales Trainers, as it provides insights into the sales process and the needs of enterprise customers. Additionally, the course covers topics such as instructional design and adult learning principles, which are important for Sales Trainers.

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Consultant

Consultants provide expert advice and guidance to clients on a variety of business issues. They work closely with clients to identify problems and develop solutions. The Enterprise Selling course may be useful to those seeking a career as a Consultant, as it provides insights into the needs of enterprise customers. Additionally, the course covers topics such as problem-solving, critical thinking, and communication, which are essential skills for Consultants.

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Business Analyst

Business Analysts identify and analyze business problems and opportunities. They work closely with stakeholders to develop and implement solutions. The Enterprise Selling course may be useful to those looking to become Business Analysts, as it provides insights into the needs of enterprise customers. Additionally, the course covers topics such as problem-solving, critical thinking, and data analysis, which are important for Business Analysts.

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Product Manager

Product Managers are responsible for developing and launching new products and features. They work closely with engineering, marketing, and sales teams to bring products to market. The Enterprise Selling course may be useful to those aspiring to become Product Managers, as it provides insights into the sales process and the needs of enterprise customers. Additionally, the course covers topics such as market research and value proposition development, which are important for Product Managers to understand.

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Entrepreneur

Entrepreneurs start and run their own businesses. They are responsible for all aspects of their business, from product development to marketing and sales. The Enterprise Selling course may be useful to those looking to become Entrepreneurs, as it provides insights into the sales process and the needs of enterprise customers. Additionally, the course covers topics such as market research and value proposition development, which are important for Entrepreneurs to understand.

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Project Manager

Project Managers plan, execute, and close projects. They work closely with stakeholders to ensure that projects are completed on time, within budget, and to the required quality standards. The Enterprise Selling course may be useful to those looking to become Project Managers, as it provides insights into the needs of enterprise customers. Additionally, the course covers topics such as project planning, risk management, and stakeholder management, which are important for Project Managers.

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Market Researcher

Market Researchers conduct research to gather information about markets, customers, and competitors. They use this information to help businesses make informed decisions about product development, marketing, and sales. The Enterprise Selling course may be useful to those looking to become Market Researchers, as it provides insights into the needs of enterprise customers. Additionally, the course covers topics such as research design and data analysis, which are important for Market Researchers.

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Technical Writer

Technical Writers create and maintain technical documentation, such as user manuals, white papers, and training materials. They work closely with subject matter experts to gather and organize information. The Enterprise Selling course may be useful to those looking to become Technical Writers, as it provides insights into the needs of enterprise customers. Additionally, the course covers topics such as information design and audience analysis, which are important for Technical Writers.

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Sales Director

Sales Directors lead sales teams and devise sales strategies to maximize profitability and revenue. This course in Enterprise Selling may be useful to those looking to attain this role, because it helps build foundational knowledge of enterprise-level selling techniques, including how to interact with C-level executives. Students will also learn to prepare value propositions and conduct discovery exercises, which are key skills for Sales Directors.

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