Enterprise Selling

Course Overview

Course Introduction

Enterprise selling differs from transactional selling. It requires additional skills and knowledge as a salesperson to do it well. When you sell at the enterprise level, you are not just selling a product or a service, but are creating a relationship. This relationship will likely involve multiple decision makers, complex issues, and involve a high level of communication and team involvement.
Dave Mattson, CEO of Sandler Training, shares his expertise on a variety of topics dealing with sales. These include: main elements of enterprise selling; differences between enterprise selling and transactional selling; skills salespeople need to have for large scale enterprise-wide sales; the use of a “cookbook” to create a plan that works for sales teams management; tools and software that can help sales leaders and their teams; how some sales leaders manage by setting quotas for their sales teams; use of a quarterly business review to meet long-term customer needs; why sales leaders should create a “cookbook” of goals and specific projections; compensation programs tied to the specific goals of the sales force; and what happens in a sales department where nobody knows their role or responsibility, and there is no accountability.

Who Should Attend

  • Senior Sales Managers
  • Sales Heads


Course Methodology

This self-paced e-learning course is based on an interview with David Mattson, CEO of Sandler Training, and author of the Sandler Rules for Sales Leaders.

Learning Objectives

  • Using enterprise selling, the difference between enterprise selling and transactional selling, skills needed for enterprise selling
  • The best way to manage sales team, using a middle-ground strategy to manage sales people, and choosing sales management tools
  • Handling a quarterly business review
  • Becoming better at forecasting
  • Sales leaders and compensation structures for their sales teams
  • Creating a culture of accountability in a sales organization

Course Modules

  • Selling To Enterprises
    • Enterprise Selling: Marketing And Sales
    • Enterprise Selling Vs. Transactional Selling: Marketing And Sales
  • Managing Enterprise Sales
    • Enterprise Selling Skills: Marketing And Sales
    • Managing By Numbers: Marketing And Sales/Leadership
    • Cookbook Approach To Sales Management: Marketing And Sales/Strategy And Management
  • Tools For Enterprise Sales
    • Tools For Sales Leaders: Marketing And Sales
    • Quarterly Business Review: Marketing And Sales
    • Sales Managers And Forecasting: People/Strategy And Management
  • Creating The Right Culture
    • Compensation And Sales Goals: Marketing & Sales/Leadership
    • Culture Of Accountability: Marketing And Sales
  • Category
  • Skills Level
  • Duration
    28 min
  • Competencies
    Enterprise Selling
    Sales Leadership
    Sales Planning
  • Package
    Pro Yearly

Course Experts

Dave Mattson's picture
Dave Mattson CEO - Sandler Training