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Enterprise Sales School

June 16 – September 1, 2022 | Virtual | Applications Due June 2, 2022

Thursdays, 12:30 – 2:00 p.m. ET plus Weekly Cohorts

For ALL Members with an Annual Membership

About the Course

Enterprise Sales School is designed to help Enterprise Account Executives understand how to sell complex, strategic deals to large Enterprises. This 12-week course will give students a deep understanding of what’s needed to perform at the highest level in Enterprise Sales, with a focus on selling transformational deals that require consensus from multiple stakeholders. From account planning, to C-suite prospecting, to deep discovery, to closing complex deals, this course will cover the essentials across the entire enterprise sales cycle.

Course Curriculum

Introduction to Enterprise Selling

Understand differences between transactional and enterprise sales, how to win at the enterprise level, and working with multiple decision makers.

Qualities of a Great Enterprise Salesperson

Learn what it takes to be successful in enterprise sales and where top AEs spend their time.

Income and Business Planning

Learn three ways to grow your ACV, understand what sales metrics matter in the Enterprise sales cycle, and how to plan income.

Fireside Chat

Chris Stuart, President of Place Inc. and former CEO of Berkshire Hathaway HomeServices, gives an inside look to the enterprise sales cycle.

Territory Management and Account Planning

Learn how to navigate the complexities of enterprise sales, account planning and segmentation, and identifying your target personas.

Mastering Your Message

Understand what problem you solve, how to create a value proposition through elevator pitching, and tailor your message by persona.

Prospecting to Power

Learn the Pareto Principle in enterprise sales, how to research prospects, and establishing linkage to what you sell.

 Enterprise AE Fireside Chat

AMA session with enterprise experts to understand the importance of developing your point of view and keys to success when selling to large enterprises.

Impactful Executive Conversations

Understand how executives think and work, pre-frames to add value, reverse selling, and the discovery process.

Winning with Deep Discovery

Understand decision fatigue and how to overcome it, the four levels of discovery, discovery interviews, and working through your change agent.

Stories That Sell

Learn how to apply story frameworks to proposals, build the narrative for your story, and create a business case.

Closing the Complex Sales

Know when to propose or not to propose, how to create urgency that drives change and leverage your champion to sell for you.

About the Dean

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.

Frequently Asked Questions

When will this course take place?

This course will occur weekly on Thursdays from 12:30 p.m. – 2:00 p.m. ET starting June 16th through September 1st, 2022.

Is this course for Members only?

Yes, you must be a Pavilion Member on an annual membership. If you’re not a Member, apply here.

Who should apply for this course?

Members looking to build their skillset in enterprise sales strategy and execution.

When are applications due?

Applications are due no later than June 2, 2022.

Is attendance mandatory?

Yes, 80% attendance is required (Unless APAC Member) to gain your Certificate of Completion.

Will course sessions be recorded?

Yes, all course sessions will be recorded and shared.

What does the course cost?

This course is included with Pavilion Membership to Executives and Associates with Annual Memberships.

What will I receive for course completion?

After successful completion of course, you will receive a certificate of completion for this course.

What if I'm not a member?

You must be a member to participate. Apply today to experience Pavilion Member benefits.