Educate, align and onboard the workforce in world-class sales practices
We created our Enterprise Sales Academy to equip sellers with the strategies, skills and frameworks to effectively orchestrate complex sales-cycles. Supported by a series of workshops, each module leverages the collective intelligence of internal teams to replicate the practices of top performers and solve key selling and enablement challenges. The academy is a scalable e-learning resource and coaching system that optimises inter-departmental collaboration, onboarding and enablement initiatives.
Scale Excellence
Systematically map the sales landscape, align with proven practices and quickly onboard new hires to the company values, procedures and message.
Different by Design
Workbooks streamline coaching, drive accountability in the sales team, and transfer bandwidth and resource back to the leadership function.
Go Bespoke
Choose from off-the-shelf content or work with us to create a bespoke learning curriculum. Targeted learning in the format most likely to be received.
01/ Process
Engineering a customer-centric sales process
The Process module analyses the elements of complex decision-making cycles and identifies the critical skills and responsibilities required to optimise the customer experience and probability of success.
02/ Territory
Building a robust go-to-market strategy
The Territory module maps the parameters upon which to build a robust go-to-market strategy and gives a framework for identifying revenue opportunities, timeframes, and the most effective path to market.
03/ Profile
Who to target and how to reach them
The Profile module demonstrates how to adopt an agile Persona strategy and tailor your approach to customer challenges, agenda, risk profile and personality type.
04/ Key Account
Key Account due diligence framework
The Key Account module equips enterprise sellers with a proven framework for assessing the opportunity in large accounts and make a personalised, data-backed and value-driven approach.
05/ Discovery
What to ask, when, why, and how
The Discovery module shares a customer-centric discovery framework thats gains deep insight into customer challenges, identifies enterprise-wide opportunity and demonstrates expertise through insightful questions.
06/ Positioning
Delivering concise value-statements
The Positioning module adopts a design-thinking methodology to identify the value-drivers of any product, service or solution. These drivers are applied to a robust story-telling framework and used to build the core company stories.
07/ Presentation
Conducting technical sales presentations
The Presentation module shares a proven framework for conducting technical sales presentations and give sellers the tools to deliver a unique and value-driven experience.
08/ RFP
Coming soon
Responding to a technical RFP requires a significant investment of company time and resource. The RFP module discusses how to justify and manage the process in the most effective way.
Meet Your Instructor
With fifteen years in enterprise selling, Lee Bartlett became a trusted advisor to many of the worlds largest banks, law firms, public and private corporations. He has an exemplary record of being mandated on the largest deals in his industry and is widely recognised as a leading sales execution specialist. In the Foundation modules 1-7 Lee explains the necessary preparation required to conduct a customer-centric enterprise sales process at the highest level.