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Selling into Enterprise Accounts (US/PST)

Win enterprise customers through more effective conversations, provocative discovery, and win-win trading. Acquire the tools to improve stakeholder engagement, account planning, and to better drive engagement with urgency. Best for Enterprise Account Executives, and AEs managing complex deals


Enterprise sales teams have unique challenges: non-linear sales process, complex stakeholder map to manage, and a far deeper level of acumen required from enterprise sellers. Enterprise reps must learn how to move from Consultative Selling to Provocative Selling in order to successfully manage large deals, with a proven repeatable sales process.

Best for Enterprise Account Executives, and AEs managing complex deals

Registration Details

Registration will close 48 hours prior to the course start date. After registration and payment, learners will receive an email confirmation with calendar invitations and additional course details. For registration assistance, please email

Session Agendas

Session 1: Provocative Selling

  • Provocative Selling for Enterprise
  • Fundamental Concepts
  • Crafting a Provocative PoV

Session 2: Orchestrating the Account

  • Understanding critical events
  • Creating urgency with a Joint Impact Plan
  • Navigating the decision process

Session 3: Influencing Stakeholders

  • Influence decision criteria for success
  • Preparing for a stakeholder meeting
  • Holding the stakeholder meeting

Session 4: Driving to Commit

  • Proof of concept
  • Trade vs. negotiate
  • Pulling it all together


Recommended for reps with 5+ years of experience managing large complex accounts

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