What is Enterprisium?
To help salespeople think strategically, I have developed this customized ChatGPT named Enterprisium.
Enterprisium’s kernel is the result of what I learned in 40 years of enterprise sales, plus what I developed in enterprise sales training programs and absorbed from reading many books on sales.
GPT does the heavy lifting, but the kernel functions as a rutter in navigating salespeople to where they need to go.
Create your strategic sales plan in minutes and build on it as your insights grow.
Enterprisium is in beta release and free.
Checkers vs Chess
Selling to an enterprise and enterprise sales are often confused. Selling to an enterprise requires the tactical skills needed to sell to any company, big or small. However, catching the big fish of enterprise-level sales requires strategic skills too; tactical skills alone won’t do. Not differentiating between the two is like saying checkers and chess are the same game.
To put it in simpler terms, we might think of strategy as the design and tactics as the plan for putting that design into action. Tactical sales skills like writing the right email or making the right phone call are essential. However, these skills won’t be enough in the murky waters of the enterprise, where decisions involve several individuals and can be disrupted by internal and external forces that sometimes resemble dark matter.
While we all dream of big sales, making them is another story.
To do this, we start by putting aside our tactical sales skills and think strategically. This means doing our homework and researching the prospect, their industry, competitors, management changes, and recent developments,. For example, did you know CEOs are more likely to take action on new ideas in their first six months than later? To capture the big fish you need to know how and when to find them. You need to study their movements and stand in their shoes.
Here are some of the books I used in my sales training programs that are factored into this GPT.
The Challenger Sale (The most recent and most relevant today.)
The New Strategic Sales Miller & Heiman (the bible of strategic selling and almost as old)
Major Account Sales Strategy Neil Rackham
SPIN Sales Neil Rackham (The best tactical sales book I know.)
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