Learn about enterprise sales with online courses and programs
What is enterprise sales?
When you purchase a product for your own personal use, you are engaging in a transactional sale. However, businesses also engage in what is referred to as complex or enterprise sales, which involve multiple stakeholders and a complex series of negotiations. Their clients are usually corporations rather than individuals, where budgets are much larger.
The sales cycle typically begins with prospecting potential customers, then evaluating those leads to identify qualified prospects. Through additional steps such as needs assessment, proposal development, and negotiation, salespeople can lock in deals worth millions or billions of dollars for their organization.
Enterprise sales cycles can last months or even years. Sales representatives must spend time building relationships with their clients, working to understand their business and needs. They communicate with internal teams to develop tailored solutions that solve clients’ challenges while negotiating the best possible terms that benefit both parties. This can be a highly exciting and rewarding career path for individuals with the requisite interest and drive.
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Enterprise sales course curriculum
Success in enterprise sales requires a variety of hard and soft skills that can be acquired through both education and experience. Learners interested in enterprise sales can find online courses that cover relevant topics, such as how to:
Align selling actions with the buyer decision-making process
Analyze current enterprise prospecting methodologies and trends
Define the sales funnel concept and why it is important
Identify the components of a demand generation program
Leverage data, tools, and technology to drive productivity
Communication, critical thinking, and the ability to problem-solve are also important to building relationships with clients. You may also find it beneficial to hone your negotiation skills, which can help to reduce costs and increase revenue for your organization.
Start building the knowledge you need to work in enterprise sales with edX. From accelerated boot camps to comprehensive programs that allow you to earn a bachelor’s degree or (for more advanced learners) a master’s degree, there are many different learning formats available to fit your needs. Busy professionals can even take advantage of executive education courses tailored to those in leadership and management positions. Find the right course for you.
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Enterprise sales need people on both the seller and buyer sides to facilitate the process. Here are just a few of the people involved in enterprise sales on each end of the transaction:
Sales representative: Manages relationships with potential clients, engages with prospects, understands their needs, and presents suitable solutions.Footnote 1
Account manager: Manages client accounts, working to understand the client's evolving needs and ensure their satisfaction.Footnote 2
Sales director: Oversees the sales team, sets sales targets, develops strategies, and provides leadership and guidance to the sales representatives and executives.Footnote 3
Chief information officer (CIO): Evaluates the technical aspects of an enterprise solution, assessing compatibility, security, scalability, and integration capabilities.Footnote 4
Accountant: Assesses the financial implications of the purchase, including the return on investment (ROI), budget allocation, and payment terms.Footnote 5
Each of these roles will have different education and skills requirements. For example, some employers may seek candidates with a degree in accounting or business management depending on the role. Before deciding on a specific learning path, research the positions you hope to pursue and align your coursework with your career goals.