Enterprise Selling

Who it's for

Account executives, senior AEs and enterprise reps selling into organisations where several people decide, and founders on their first enterprise deals.

Output

• A scored report after every room, with the moment that earned each score and one recommended focus to take into the real meeting
• A stakeholder map, a demo plan, a concession plan and a written ask for the live deal, and a trajectory across every attempt
• For the manager, a Ren summary of each rep and a team report once three have finished a room
• Scored against published frameworks: Enterprise Deal Qualification, Consultative Question Sequencing, Stakeholder Salience (Mitchell, Agle and Wood), Interest-Based Negotiation (Fisher and Ury), Principled Negotiation (BATNA and ZOPA) and Anchoring and Concession Theory

Program contents

1. Decision-process discovery · Executive sponsorship — Sales Discovery · Executive Access
2. Committee demonstration · Winning the sceptic — Product Demo · Stakeholder Influence
3. Procurement conditions · Commercial terms — Objection Handling · Negotiation
4. Decision-step commitment — Closing and Commitment

How the program works

A four-week program for account executives and enterprise reps on a committee deal, assigned by a sales manager or an enablement lead, built on Renatus. Seven simulation rooms · Four weeks, two rooms a week then one · Unlimited attempts · Ongoing thereafter.

The rooms

Why this program exists

An account executive on an enterprise deal is selling to a committee over months: a budget holder who has not been met, an executive sponsor seen once, a sceptic who has said no before, procurement with conditions, and a champion who goes quiet the week the decision is due. Every stage is a conversation the rep gets one chance at. This program prepares them through simulation, run against the deal they are working now. Ren builds each scene from the rep's role and the deal as they describe it, and plays every person in it, so every scene is new.

What you'll achieve

1. Rehearsal of every stage of the enterprise cycle, on their own deal, as often as they want it
2. A scored report after every room: each dimension with the moment that earned its score, and one recommended focus with a first step
3. A stakeholder map, a demo plan, a concession plan and a written ask for the live deal
4. Unlimited attempts at every room, each a different scene, scored on the same dimensions and charted against every attempt before it

At a glance

Who it's for

Account executives, senior AEs and enterprise reps selling into organisations where several people decide. It is assigned by their sales manager or an enablement lead. Every room calibrates to sales role, so one cohort can hold an AE on their first committee deal and an enterprise rep in year ten. It assumes participants know the product they sell and have a live deal with three or more stakeholders in the pipeline. It rehearses the judgement each stage is played with, and scores it the same way every time.

Cadence

4 weeks

1

Decision-process discovery · Executive sponsorship · Sales Discovery · Executive Access · Read Control and Disqualification; read Insight Led and Credibility Under Test; read the stakeholder map with its gaps

2

Committee demonstration · Winning the sceptic · Product Demo · Stakeholder Influence · Read Priority Discovery and Honesty on 'Can It Do X?'; read Reading the Room and Durability; read the Ren summary across four rooms

3

Procurement conditions · Commercial terms · Objection Handling · Negotiation · Read Explore Before Responding and Response Truthfulness; read Anchoring & Framing and Concession Pattern; read the concession plan

4

Decision-step commitment · Closing and Commitment · Read Blocker Surfaced and Holding the Ask; read the team report; set the ongoing plan

Session by session