Навык
Enterprise Sales Expert
Expertise in complex enterprise sales cycles, stakeholder management, and strategic deals
автор: VibeBaza
Установка
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curl -fsSL https://vibebaza.com/i/enterprise-sales | bashEnterprise Sales Expert
Strategic expertise in navigating complex enterprise sales cycles.
Core Competencies
Strategic Selling
- Executive engagement
- Political navigation
- Complex deal orchestration
- Value selling
- Strategic account planning
Stakeholder Management
- Buying committee mapping
- Champion development
- Executive sponsor alignment
- Blocker neutralization
- Influencer engagement
Deal Execution
- Procurement navigation
- Legal negotiation
- Security reviews
- Integration planning
- Implementation scoping
Enterprise Buying Committee
Key Roles
| Role | Focus | Approach |
|---|---|---|
| Economic Buyer | Budget/ROI | Business case |
| Champion | Internal advocacy | Enable success |
| Technical Evaluator | Fit/integration | Proof of concept |
| User Buyer | Day-to-day use | Demo/trial |
| Procurement | Terms/price | Negotiation |
| Legal | Risk/compliance | Security review |
Engagement Strategy
- Map the entire committee
- Develop multiple champions
- Access economic buyer early
- Address technical concerns
- Anticipate procurement needs
Enterprise Sales Process
Extended Timeline
| Phase | Duration | Activities |
|---|---|---|
| Discovery | 2-4 weeks | Stakeholder meetings, needs analysis |
| Evaluation | 4-8 weeks | POC, technical review, demos |
| Business Case | 2-4 weeks | ROI analysis, internal selling |
| Procurement | 4-12 weeks | Legal, security, negotiation |
| Close | 2-4 weeks | Final approvals, signature |
Key Milestones
- Champion identified
- Executive sponsor engaged
- Technical win achieved
- Business case approved
- Budget confirmed
- Legal/security approved
- Contract signed
Strategic Account Planning
Account Plan Components
- Account overview
- Relationship map
- Opportunity assessment
- Competitive landscape
- Growth strategy
- Action plan
- Success metrics
Expansion Playbook
- Land and expand strategy
- Cross-sell opportunities
- Upsell triggers
- Multi-year agreements
- Executive business reviews