Commercial Expert · Advanced concentration
Enterprise Sales
Go deeper into strategic accounts.
Win, expand and lead complex enterprise AIDC opportunities.
This is a concentration, not a credential. It is taken within Auto DigitID Commercial Expert and does not stand alone. The credential reads Commercial Expert, with Enterprise Sales named beneath it.
Who it is for
For professionals responsible for direct strategic accounts, complex opportunities and major customer relationships.
- Enterprise Account Managers
- Strategic Account Managers
- Business Development Managers
- Enterprise Sales Leaders
- Country Managers
What you will learn to do
- Develop strategic accounts
- Navigate complex buying groups
- Lead enterprise opportunities
- Engineer investment cases
- Sell to executives
- Navigate procurement
- Negotiate complex deals
- Expand pilots into enterprise programmes
How it uses TRACE
Use TRACE to develop complex customer opportunities.
- Customer
- TRACE
- Qualify
- Value
- Win
- Expand
One methodology across the whole path. The concentration changes what you point it at, not how it works. The TRACE framework.
Modules
12 modules.
01 Enterprise Sales Landscape
ES01 Enterprise versus transactional selling, strategic and named accounts, complex buying organisations, long-cycle programmes, multi-site and multi-country opportunities, public versus private.
02 Strategic Account Development
ES02 Account segmentation, account plans, installed-base mapping, whitespace, relationship maps and one, three and five-year development. Land, expand, standardise.
03 Executive Stakeholder Strategy
ES03 Applies the core executive-selling module to a single enterprise buying group: a different value proposition for the CIO, COO, CFO, procurement and the executive sponsor inside the same account.
04 Complex Opportunity Leadership
ES04 Applies core opportunity leadership at enterprise scale: decision architecture, buying committee, decision criteria, political landscape, win themes and mutual action plans on one large pursuit.
05 Enterprise Discovery & Transformation
ES05 Enterprise discovery workshops, multi-workflow opportunity identification, current and future state, transformation roadmaps. Not how many scanners, but what operating capability is being changed.
06 Enterprise Value Engineering
ES06 Multi-year TCO, ROI, payback, NPV, working capital, productivity, risk and compliance, with scenario modelling and investment cases.
07 Solution & Programme Commercialisation
ES07 Hardware, software, services, integration, deployment, training, managed services, support and lifecycle, structured as a phased programme.
08 Executive Selling & Board Communication
ES08 Applies core executive selling to the boardroom: turning RFID, mobility, RTLS and vision into growth, productivity, risk, working capital and resilience.
09 Procurement & Competitive Strategy
ES09 RFI, RFP, RFQ and tenders, competitive displacement, incumbent strategy, bid and no-bid, contract path, and procurement influence without impropriety.
10 Strategic Negotiation & Close
ES10 Multi-variable negotiation across price, scope, payment, term and implementation. Executive negotiation and close plans.
11 Enterprise Expansion
ES11 Pilot, site, multi-site, country, region, enterprise standard - and what has to be true at each step.
12 Enterprise Sales Simulation
ES12 A simulated AIDC transformation opportunity of $1m to $10m class, requiring a full executive pursuit strategy.
How it is bought
Commercial Expert includes the core curriculum and one advanced concentration. Choose Enterprise Sales or Channel Leadership according to how you create growth.
A second concentration can be added later. The credential reads Auto DigitID Commercial Expert, with the concentration named beneath it.