Enterprise sales training
Lead complex deals across buying groups, not just one champion.
bigger deals, more people, longer cycles —
who it’s for —
Built for the people doing the selling.
- Enterprise and strategic account executives
- Account teams selling into large, complex organisations
- Sellers moving from mid-market into enterprise
- Sales leaders coaching large-deal strategy
What we hear from teams
Single-threaded deals
Everything rests on one champion until the economic buyer or procurement appears late.
Value that isn't quantified
The business case relies on features and enthusiasm rather than a cost the buyer recognises.
Long cycles that drift
Without a mutual plan, deals lose momentum between meetings and quarters.
what we work on —
What the training covers
Short input, real scenarios and plenty of practice. Every exercise is built around your customers, your deals and your sales process.
- Stakeholder mapping
- Identifying influence, priorities and gaps across the buying group, then building a plan to reach them.
- Building champions
- Testing and developing a champion who can sell internally when you are not in the room.
- Value and business cases
- Connecting your solution to measurable outcomes the economic buyer cares about.
- MEDDPICC in practice
- Using qualification to shape strategy, not just to fill CRM fields.
- Deal strategy and execution
- Mutual action plans, risk reviews and a clear path through procurement.
Explore. Practise. Perform.
See how a session runsonline or in person —
How we deliver it
Delivered through the two-day AE Lab, the Strategic Sales Bootcamp, the MEDDPICC two-day workshop or a tailored programme. The Deal Room adds deal clinics on live opportunities.
- Live online
- Face to face
- UK & Europe
- Small groups
What changes afterwards
- Account plans showing coverage across the buying group
- Value cases built with the buyer's own numbers
- Mutual action plans on strategic opportunities
- Deal reviews that focus on strategy, not status
Behaviours we agree to look for with you before delivery, not guaranteed results.
ready to book —
Courses that cover this
Account Executives LabAE Lab
From research and outreach to discovery, demos, proposals, negotiation and closing — practise the complete new-business sales journey.
2 daysOnline or face to face
Account Executives LabStakeholder Engagement
Build support across the buying group, develop internal champions and reduce reliance on a single contact.
Half dayOnline or face to face
BootcampsStrategic Sales Bootcamp
Lead complex, high-value sales, strengthen executive conversations and grow key accounts through strategic planning, advanced negotiation and focused coaching.
2 daysFace to face
MEDDPICCMEDDPICC Two-Day Workshop: Foundation + Live-Deal Clinic
Two face-to-face days: build a shared understanding of all eight MEDDPICC elements, then put your own live deals under the spotlight in a coached clinic.
2 daysFace to face
Account Managers LabKey Account Planning
Build a clear, practical plan to protect and grow revenue from your most important clients.
Half dayOnline or face to face
Questions teams ask
Is this suitable for experienced enterprise sellers?
Yes. We pitch the content to the group's experience and spend most of the time on live deals and practice rather than theory.
Do you work with SaaS and technology companies?
Yes. Much of our experience is in B2B SaaS and technology. See our SaaS sales training page for sector-specific detail.
Can managers join?
We recommend it. When managers attend, they can coach the same approach in deal reviews afterwards.
Related sales training
By industry
Where better selling begins.
Your team doesn’t need more slides. They need skills that stick.
Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.