About the Course
Enterprise Sales & Complex Deal Leadership is an advanced programme designed to strengthen capability in managing high-value, multi-stakeholder sales environments.
In complex B2B markets, success depends on strategic account planning, stakeholder alignment, and disciplined deal orchestration. This course equips participants with structured approaches to navigating long sales cycles, influencing decision-makers, and securing sustainable client relationships.
The programme integrates value-based positioning, negotiation discipline, and commercial strategy to support long-term revenue growth.
Course Benefits
- - Strengthen strategic account management capability
- Improve multi-stakeholder deal navigation
- Enhance value-based positioning in complex sales
- Increase win rates in high-value opportunities
- Build sustainable client relationship strategies
Course Duration
5 Days (6 hours per day)
Who Is This Course For?
- - Enterprise sales professionals
- Account directors and business development leaders
- Commercial managers
- Sales team leaders
- Executives overseeing complex B2B relationships
Course Delivery
- - Enterprise sales simulations
- Account planning workshops
- Case-based complex deal analysis
- Negotiation and stakeholder mapping exercises
- Applied frameworks to participants’ live accounts
Course Content
Day 1: Foundations of Enterprise Sales
- - Understanding complex B2B sales environments.
- Mapping stakeholder influence and decision networks.
- Aligning value propositions with client priorities.
- Strengthening long-term account strategies.
Day 2: Strategic Account Planning
- - Designing structured account development plans.
- Identifying growth and cross-sell opportunities.
- Assessing competitive positioning within accounts.
- Managing pipeline visibility and forecasting discipline.
Day 3: Influencing Multiple Decision-Makers
- - Navigating organisational politics and stakeholder agendas.
- Building executive-level credibility and trust.
- Managing objections and competing priorities.
- Strengthening strategic communication.
Day 4: Complex Deal Negotiation
- - Applying structured negotiation frameworks.
- Managing trade-offs in pricing and contract terms.
- Protecting value in competitive environments.
- Closing high-stakes commercial agreements.
Day 5: Sustaining Long-Term Commercial Relationships
- - Strengthening post-deal relationship management.
- Aligning delivery and commercial expectations.
- Monitoring account performance and retention metrics.
- Building sustainable revenue growth capability.
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