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the Enterprise sales process the Enterprise sales process is built to match the Enterprise buying process for the principles discussed in previous modules the Enterprise sales process is incremental in nature and over multiple meetings which most likely will include multiple decision makers the Enterprise sales process begins with prioritizing your book of business and ends with the handoff to the Enterprise client partner there are marked differences between the transactional sales process and the complex sales process this means that the pre-qualification Discovery demo Roa proposal and closing meetings are separated into different meetings to allow incremental advancement on behalf of the client this allows the client to build the business case for the solution in a co-authored manner Step 1 vetting and research high quality vetting and research can mean the difference between getting and not getting a meeting with a client we need to do our research on the account to understand the organizational structure and who within the organization evaluates new vendors lastly we need to decide the perspective to introduce to the contact to prompt a meeting this is usually the logic of the linkage between the client's strategic goals and our solution Step 2 Outreach and open sales cycle proper Outreach includes an introduction and context for the Outreach it also brings with it a perspective to communicate some value connected to the contact ideally the result of Outreach would be a pre-qualification call on the fly or the setting of a meeting for a pre-qualification call step 3 pre-qualification step the pre-qualification call ensures that we check the boxes of decision maker timeline need budget and ultimately openness to evaluating a solution this is typically performed by a bdr or by an AE that has full cycle responsibilities step 4 the discovery step Discovery is an ordered questioning process qualification in order to form the value concept and to determine need and buying criteria the why the questioning process is ordered in the following manner one roles and responsibilities two top strategic priorities given their role three cost of an action hierarchy to link strategic goals to our solution four workflow analysis 5. recap and solution mapping 6. decision making process seven setting next steps step 5 demo step the demo is tailored to their buying criteria I.E their desired future State and resolution to pain points of their current state in order to co-author a solution to hit their strategic goals the demo ultimately relates everything back to what their desired future state is and the resolution to their pain points from the discovery Step at the end of the product call we begin to co-author the buying Paradigm the demo process is the following one confirm buying criteria from Discovery two demonstrate solution consistent with buying criteria 3. check in question that they agreed that a specific module or functionality satisfies buying criteria 4. repeat the process for each buying criteria step 6 co-author business case if the new vendor evaluation process is quantitative in nature and requires an economic analysis to build the business case within the organization the eae should set up a meeting to co-author an Roi model with the client based upon the client's assumptions inputted into the model step 7 proposal from the nature of the need and budget guide posts we have shaped the buying Paradigm we utilize need-based closing to co-author The Proposal with them rather than simply throwing numbers at them ultimately this means laying out budget options consistent with the buying Paradigm of how they typically pilot new vendors step 8 closing in the closing step we ultimately get purchase orders drafted and signed based upon the agreed pilot structure in addition to the PO we ultimately want to lay the foundation for an upgrade based upon proving out the ROI model once the deal is closed we are going to set up an onboarding meeting and prepare the transition to the client partner step 9 onboarding and the client partner now that the deal is closed we are going to make sure the client is set up for success by onboarding the client properly and introducing them to the client partner that will work to prove out the ROI of the pilot with them the client partner sets reporting expectations with the client along with kpi kpi goal and attribution methodology to get that data this ultimately means satisfying the terms of the upgrade