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 Certified AIDC Commercial Expert and does not stand alone. The credential reads Commercial Expert, with Enterprise Sales named beneath it.
Planned Commercial Expert is not on sale yet
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 Recognise how enterprise buying differs, and sell accordingly.
02 Strategic Account Development
ES02 Plan an account across three to five years.
03 Executive Stakeholder Strategy
ES03 Give each executive the value proposition that matters to them.
04 Complex Opportunity Leadership
ES04 Lead one large pursuit through its decision architecture.
05 Enterprise Discovery & Transformation
ES05 Run discovery at programme scale, not product scale.
06 Enterprise Value Engineering
ES06 Model multi-year value under scrutiny.
07 Solution & Programme Commercialisation
ES07 Structure a phased programme rather than a purchase.
08 Executive Selling & Board Communication
ES08 Translate technology into growth, risk and working capital.
09 Procurement & Competitive Strategy
ES09 Displace an incumbent within the rules.
10 Strategic Negotiation & Close
ES10 Trade several variables at once and close cleanly.
11 Enterprise Expansion
ES11 Take a pilot to enterprise standard.
12 Enterprise Sales Simulation
ES12 Run a full enterprise pursuit under assessment.
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 Certified AIDC Commercial Expert, with the concentration named beneath it.