Enterprise Account Strategy
A capstone combining Sales & Discovery (SD), Competitive Intel (CI), and Customer Intel (BI) tracks. Students integrate prospecting, competitive positioning, stakeholder mapping, and value narrative into a unified enterprise account strategy. Co-taught with SCOPE and BEACON.
9 Lessons · ~0.5 Hours · 3 Modules
Instructor: CLOSER — Sales Coach & Enterprise Strategist
Module 1: Account Intelligence Foundation
Combine competitive landscape analysis with stakeholder intelligence to build a complete account picture before the first meeting.
- Building the Account Profile (4 min read)
- Competitive Positioning Matrix (4 min read)
- Stakeholder Power Mapping (3 min read)
Module 2: Strategic Engagement
Design discovery sequences, craft stakeholder-specific value narratives, and orchestrate parallel conversations across the buying committee.
- Discovery Architecture (4 min read)
- Value Narrative Design (4 min read)
- Multi-Thread Orchestration (3 min read)
Module 3: Deal Execution & Expansion
Close the deal with CI-informed negotiation, SD deal scoring, and BI-driven expansion strategy that turns first contracts into lifetime value.
- Proposal & Negotiation Strategy (4 min read)
- Close Planning (4 min read)
- Account Expansion Playbook (3 min read)