Enterprise Sales School

Pavilion’s Enterprise Sales School is designed to help Enterprise Account Executives understand how to sell complex, strategic deals to large organizations. 

This 10-week school will give students a deep understanding of what’s needed to perform at the highest level in Enterprise Sales, focusing on selling transformational deals that require consensus from multiple stakeholders. From account planning, to C-suite prospecting, deep discovery, and closing complex deals, this course will cover the essentials across the entire Enterprise sales cycle.


Enrollment Closed. View Course Catalog >>

ian-headshot

Ian Koniak, Instructor

Ian Koniak is President and Founder of Ian Koniak Sales Coaching, which helps AEs go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. As a speaker, trainer, and expert on Enterprise Sales, Ian has led national training workshops for Fortune 500 companies and his message has been shared in a variety of media including several leading top 100 podcasts. Ian was recently ranked as the #1 LinkedIn Sales Star by Sales Success Media in Q3 2021.

With over 100M sold in revenue at Fortune 500 companies, Ian Koniak was the former #1 Enterprise Account Executive at Salesforce. Prior to Salesforce, Ian led a team of 10 Sales Managers and 70 AEs at Ricoh USA, where he grew his division to 60M ARR and was recognized as the #1 Director of Sales.

Connect with Ian

Course curriculum

Enterprise Account Executives who need to understand how to sell complex, strategic deals to large Enterprises, whether they’re new in this role or want to level up their approach.

Session 1:
Introduction to Enterprise Selling 

 

By the end of this class, you will be able to:

  • Use the key differences between transactional and enterprise sales
  • Adapt with change
  • Win at the Enterprise Level
  • Gain group consensus amongst multiple decision-makers
  • Use team selling to win deals

Session 2:
Qualities of a Great Enterprise Salesperson 

 

By the end of this class, you will be able to:

  • Define top skills and traits to identify Enterprise Sales Stars
  • Shift from an inward to outward focus
  • Help top Enterprise AEs spend their time effectively
  • Guide  an extended team to move deals along the pipeline

Session 3:
Income and Business Planning

 

By the end of this class, you will be able to:

  • Grow your ACV using three different methods
  • Identify and track sales metrics that matter in the Enterprise 
  • Effectively plan income by working backward from the desired income to map required activity

Session 4:
Territory Management and Account Planning

 

By the end of this class, you will be able to:

  • Navigate complex Enterprise accounts
  • “Hunt” or “farm” accounts 
  • Segment your accounts for account planning
  • Identify your target personas

Session 5:
Mastering Your Message

 

By the end of this class, you will be able to:

  • Effectively speak to what problem you solve
  • Give an elevator pitch by creating your value proposition 
  • Tailor your message by persona

Session 6:
Prospecting to Power 

 

By the end of this class, you will be able to:

  • Use the Pareto Principle in Enterprise Sales  
  • Research individuals and companies
  • Establish Linkage to what you sell 
  • Personalize prospecting outreach using the three levels of personalization
  • Leverage the idea of “less is more” while communicating with prospects

Session 7:
Impactful Executive Conversations 

 

By the end of this class, you will be able to:

  • Leverage the yo-yo selling framework
  • Think and work like an executive
  • Use pre-frames to add value first 
  • Get to a prospect's “why” using reverse selling to qualify
  • Sell the Discovery process to your prospects

Session 8:
Winning with Deep Discovery 

 

By the end of this class, you will be able to:

  • Overcome decision fatigue
  • Use the 4 levels of discovery: Executive, Process, Value, and Product 
  • Conduct 1:1 discovery interviews
  • Work through your champion or change agent
  • Unite the customer team around a shared vision

Session 9:
Stories That Sell

 

By the end of this class, you will be able to:

  • Apply a storytelling framework to proposals 
  • Build the narrative for your story
  • Create a killer proposal template
  • Create a business case

Session 10:
Closing the Complex Sales

 

By the end of this class, you will be able to:

  • Identify when to propose or not to propose
  • Create urgency that drives change 
  • Leverage your Champions to sell for you
  • Close a deal using the 10 Laws of Closing Complex Deals 
  • Negotiate a complex sale

Expected Results

By the end of this course, you will be equipped with the knowledge and skills to:

  • Identify and track sales metrics that matter to grow your ACV
  • Effectively account plan by defining target personas and segmenting accounts
  • Personalize outreach using research and the three levels of personalization
  • Conduct 1:1 successful discovery interviews using the 4 levels of discovery (Executive, Process, Value, and Product)
  • Apply a storytelling approach to proposals
  • Close the deal by using champions and driving urgency
PavU2 1

Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

This course is currently in between sessions. Stay tuned.

This course is currently in between sessions and, therefore, is not meeting.

Enrollment is closed.

Join Pavilion to enroll in
Enterprise Sales School

Develop your career alongside a powerful network of founders, CEOs, and sales, marketing, and customer success leaders.