Enterprise Sales Mastery-Hunting, Deal Strategy & Leadership

Board Infinity via Coursera

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Details

Go to class

Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Paid Certificate Available
Duration & workload

14 hours 48 minutes
Sessions

On-Demand
Level

Advanced
Subtitles

English

Found in

Overview

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Enterprise sales requires more than just pitching products. It demands strategic hunting, executive-level conversations, complex deal navigation, and long-term account leadership. In this course, you’ll learn how top enterprise sellers identify large opportunities, engage senior executives, and win complex deals. You’ll explore practical frameworks for territory planning, executive outreach, enterprise demos, strategic account management, and cross-team collaboration. In Module 1, you will learn how to design strategic territories, pursue large enterprise accounts, and build strong points of view from market insights. In Module 2, we will cover how to win complex enterprise deals by building executive narratives, running impactful demos, and managing post-demo deal momentum. In Module 3, we will explore enterprise account management, including mapping power structures, expanding strategic accounts, and running QBRs that create long-term value. In Module 4, we will focus on operating within the broader revenue system by collaborating with SDRs, marketing, pre-sales teams, and sales leadership. By the end, you will: • Design a strategic enterprise territory and named-account plan • Engage senior executives using insight-led outreach • Structure high-impact enterprise demos and deal narratives • Build expansion strategies for key enterprise accounts • Operate effectively within a collaborative revenue organization This course is ideal for: • Enterprise Account Executives and Strategic Sellers • Business Development professionals targeting large accounts • Sales professionals moving into enterprise or strategic roles • Key Account Managers responsible for large client relationships Mastering enterprise sales requires both strategic thinking and operational discipline—this course will help you build both. "Enterprise sales requires more than just pitching products. It demands strategic hunting, executive-level conversations, complex deal navigation, and long-term account leadership. Disclaimer: This is an independent educational resource created by Board Infinity for informational and educational purposes only. This course is not affiliated with, endorsed by, sponsored by, or officially associated with any company, organization, or certification body unless explicitly stated. The content provided is based on industry knowledge and best practices but does not constitute official training material for any specific employer or certification program. All company names, trademarks, service marks, and logos referenced are the property of their respective owners and are used solely for educational identification and comparison purposes.

Syllabus

How to Be a Great Business Development Guy (Hunting Big Logos)

This module focuses on developing the strategic mindset required to identify and pursue large enterprise opportunities. Learners begin by understanding how successful sellers design territory strategies and named-account plans to focus on high-potential organizations rather than relying on random pipeline generation. The module explores how to identify market signals and trigger events that indicate potential buying windows, enabling sellers to approach prospects at the right time with relevant insight. Participants will also learn how to conduct executive-level outreach and run first meetings as peer conversations rather than traditional sales pitches. A key focus is developing a strong point of view based on patterns observed across customers, competitors, and market trends. By the end of the module, learners will be able to shape large opportunities, qualify deals strategically, and position themselves as trusted advisors capable of engaging senior decision-makers within target organizations.

Winning Complex Enterprise Deals

Enterprise deals involve multiple stakeholders, competing priorities, and complex decision processes. This module teaches learners how to navigate these dynamics by building compelling executive narratives that connect solutions to strategic business outcomes such as revenue growth, operational efficiency, or risk reduction. Participants will learn how senior leaders evaluate problems and how to frame business challenges in ways that resonate with executive audiences. The module also introduces stakeholder mapping and multi-threading strategies to build relationships across different roles within the buying organization. Learners will explore how to manage procurement processes, defend pricing effectively, and structure concessions without weakening their position. Through negotiation frameworks and deal strategy insights, participants will develop the ability to maintain control of the sales process and recognize when walking away from a deal may be the strongest strategic decision.

How to Be a Great Key Account Manager (Enterprise Farming)

Winning an enterprise deal is only the beginning of a long-term commercial relationship. This module focuses on the skills required to grow and manage key accounts strategically. Learners begin by understanding how to map complex organizations, identify economic buyers, and recognize internal champions who influence expansion opportunities within the account. The module introduces structured account planning approaches that support long-term growth through land-and-expand strategies. Participants will also learn how to run high-impact quarterly business reviews and executive conversations that focus on business outcomes rather than operational updates. In addition, the module explores commercial governance topics such as renewal planning, risk detection, and proactive churn prevention. By building continuous feedback and insight loops from customers, learners will understand how to strengthen partnerships while generating valuable insights for product and marketing teams.

How to Be a Collaborative Sales Guy (Running the Revenue System)

Enterprise sales success depends not only on individual selling ability but also on effective collaboration across multiple teams. This module explores how sales professionals operate within a broader revenue system that includes marketing, SDRs, solution engineers, operations, and leadership. Learners will understand how to use CRM platforms as a strategic command centre for managing pipeline visibility, deal tracking, and operational cadence. The module also focuses on strengthening collaboration with demand generation teams to improve lead quality and meeting effectiveness. Participants will learn how to work effectively with pre-sales and product teams by providing clear deal context and aligning customer expectations with delivery capabilities. In addition, the module highlights how sellers can leverage sales managers through structured deal reviews and strategic coaching conversations. By the end of this module, learners will understand how high-performing sales organizations function as coordinated revenue engines rather than isolated individual contributors.