Enterprise Sales School

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Overview

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, 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.

Designer

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.

Information

About

This 10-week school is designed to give students an understanding of what is required to be a successful enterprise seller and will cover various topics like account planning, C-suite prospecting, deep discovery, closing complex deals, and more.

Who Should Enroll

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.

Impact

By the end of this course, students 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

Why Enroll

It’s no secret that selling to enterprise organizations is a different game than selling to smaller organizations. To put it simply, everything is more complex. The process requires more time, more people, and more energy. This course will help prepare you to take on these additional challenges as you navigate enterprise sales.

Curriculum

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

Frequently Asked Questions

: This school is included in the cost of a Pavilion Membership.
: At this time, this school is open to Pavilion Members only. Apply to join Pavilion to enroll.
: This school starts on October 5, 2023, and lasts 10 weeks.
: Applications are currently closed.
: Live, virtual sessions occur weekly on Thursdays from 1:00 pm - 2:30 pm ET.
: Yes, there will be cohorts for this school. Cohorts meet once per week at a selected day/time during the duration of the program.
: Yes, there is a final exam at the end of this school. A passing score of 80% must be attained to receive your certificate.
: Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience. However, watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.
: After successfully meeting attendance requirements and passing the final exam, you will receive a certificate that you can add to your Licenses and Certification Section on LinkedIn.

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