Selling into large corporates can be tough.  We take a forensic look at what activities you need to undertake to successfully sell in these complex environments.

In this course you'll learn:

  • How to create the decision organization
  • The key characters of corporate decision making
  • How best to align your resources
  • The importance of account coverage
  • The significance of establishing a 'coach' in your account
  • How to de-position your competitors
  • How decisions are made in large companies
  • How to qualify larger deals
  • and more!

Course Curriculum

  • 1

    Introduction

    • Course overview

    • Navigating the org-chart introduction
  • 2

    Course chapters

    • Why it's important

    • The decision making process

    • Key personalities

    • Importance of a coach

    • Qualify and sense check

    • Organizational alignment

    • Key takeaways

    • Navigating the Org chart quiz

About the instructor

Founder of Sales University

Ferdinand Roberts

Ferdinand Roberts is a sales veteran who has spent the majority of his career working in Europe and the US, initially as a senior executive for companies such as Yahoo! and Cisco, and for the last decade building (and selling) a number of his own ventures. Roberts' experience closing in excess of $100 Million over the course of his career is brought to bear in his courses. He offers a no-nonsense, practical style of teaching that is immediately applicable in the sales arena. Roberts lives between Europe and the US and has worked with and advised companies on their customer interaction and sales strategies across the globe. 

Learn how to win those LARGE deals by navigating the org-chart like a PRO!

Enroll now!

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