Lesson 1: Thinking Like an Enterprise Buyer — The Foundation of Complex Sales

Video Clip: “Focus on High Revenue Activities and Systems.mp4” — Timestamp: 0:00–4:00

Week 1: Enterprise Mindset & Account Selection·8 min

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Reflection questions

Reflection Questions

Answer all questions with at least 5 words each (20 words total minimum)

Looking at your current enterprise prospects, which ones are you engaging with only in the evaluation phase rather than helping them during problem identification and solution exploration, and how could you reposition yourself earlier in their buying journey?

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Think about a recent enterprise deal that stalled or took much longer than expected — what specific risks were your buyers trying to mitigate that you didn't adequately address or help reduce?

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Which of the four enterprise buying phases (problem identification, solution exploration, evaluation/selection, approval/implementation) do you feel least comfortable navigating, and what is one concrete action you can take this week to become more valuable in that phase?

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Lesson 3: Mapping the Enterprise Buying Committee — Identifying and Reaching Every Stakeholder