Lesson Content
Study the lesson, then apply the steps to a real prospect or business opportunity.
Corporate Sales Toolkit
1Corporate sales involves multiple stakeholders
Larger companies may involve users, managers, procurement, finance, IT, legal, compliance and senior decision makers.
2Map the account
Identify the business unit, likely users, economic buyer, technical stakeholders and procurement process.
3Build a business case
Connect the solution to measurable business priorities such as time, customer experience, operational efficiency, lead handling or revenue support.
4Prepare discovery questions
Understand current process, volume, systems, constraints, security requirements, approval process and desired outcomes.
5Prepare professional materials
Maintain a company profile, capability statement, service description, case studies where truthful, proposal template, implementation plan and support information.
6Address implementation
Corporate buyers need to understand responsibilities, timeline, integration, training, support and change management.
7Be ready for procurement
You may be asked for registration information, references, tax documents, contracts, data-processing terms or insurance depending on the client and jurisdiction.
8Manage stakeholders
Different people may have different concerns. Keep communication accurate and document agreed actions.
9Avoid unsupported claims
Never invent customers, certifications, results, partnerships or capabilities.
10Follow the buying process
Ask what steps are required for approval and keep the opportunity updated in your CRM.
Assignment Choose one larger prospect and create an account map showing likely users, decision maker, technical stakeholder, procurement stakeholder, business problem and next action.