The traditional definition of Enterprise Sales is the sales of large contracts to large companies that have a long sell cycle. Usually, the sales cycle is anywhere from six to 24 months.
So how do you cut the Enterprise Sales Cycle time in half while improving the closing ratio? A lot of people come to us for the answer. Along with that we usually hear frustration with having to drop prices to close as well as a lot of uncertainty that enterprise sales deals will close at all.
I want to share with you, at a high level, our process of how to cut the sales cycle in half, while improving the closing ratio without having to drop your price. We’ve been using this process internally not only for Enterprise level prospects but in some cases mid-sized companies. When we realized we had created an extraordinary process for our own internal use we rolled it out to clients and they’re having great success. So what I’m about to share is cutting-edge, yet proven and time-tested.
Our Enterprise Selling Program consists of three major components, and we train people on it through six, 90 – minute workshops. We call it the Enterprise Selling Boot Camp.
It consists of the following:
I want to let you know that we’ve developed and used these components to close multiple multi-billion-dollar accounts in the U.S. Europe, the Mid-east, Asia, South America, and Australia. The material in them is cutting edge yet proven and time tested. Our process is not the traditional approach. I promise you’ve never seen or heard of our Account Planning and Political Mapping process, yet it works. I also promise that you’ll love it and want more training!
In the 6 (90 minute) workshops, participants will learn the methodology of Political Mapping Enterprise Accounts and executing the Account Planning Checklist. Participants will bring a live Enterprise Customer and a live Competitively Held Enterprise Account to the workshop in order to develop the Account Plan using the Account Plan Checklist.
A wise man will make more opportunities than he finds. “Francis Bacon“