Module 01: Process

The Process module teaches a customer-centric sales execution framework upon which internal teams can align. This course leverages the collective insight of participants to agree upon the critical elements of sales execution, and this brings clarity to coaching, onboarding and enablement efforts.
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Meet your Instructor

With fifteen years in enterprise selling, Lee became a trusted advisor to many of the worlds largest banks, law firms, public and private corporations. He has an exemplary record of being mandated on the largest deals in his industry and is widely recognised as a leading sales execution specialist. In the Foundation modules 1-6 he explains the necessary preparation required to conduct a customer-centric enterprise sales process at the highest level.

Lee Bartlett

Course curriculum

    1. 1.1 Introduction

    2. 1.2 How to use this academy

    3. 1.3 The drivers of trust and professional respect

    1. 1.4 Why map your sales process?

    2. 1.5 The differences between B2B vs B2C selling

    3. 1.6 The B2B enterprise procurement process

    4. 1.7 Buy and sell-side process Mapping

    5. 1.8 Enterprise procurement Stage 1 - Qualification

    6. 1.9 Enterprise procurement Stage 2 - Opportunity Management

    7. 1.10 Enterprise procurement Stage 3 - Onboarding and Retention

    1. 1.11 Exercise 1 - Mapping your inbound channels

    2. 1.12 Exercise 2 - Mapping your outbound channels

    3. 1.13 Exercise 3 - Engineering a customer-centric sales process

    4. 1.14 Exercise 4 - Aligning your buyer journey with the CRM

About this course

  • Free
  • 14 lessons
  • 1 hour of video content