Founder-led training programme
B2B Enterprise Sales Masterclass
Turn complex enterprise opportunities into qualified, stakeholder-aligned deals with explicit value and accountable next steps.
Build a disciplined opportunity strategy that connects qualification, stakeholder influence, buyer value, commercial judgement and the next action required from both sides.
Duration: 1 Day.
One-day applied masterclass, subject to the cohort and written delivery scope.
Format: Public Online · Private Online · Private On-Site.
A current or appropriately anonymised complex B2B opportunity.
Level: intermediate.
An enterprise opportunity plan and mutual action map.
Overview
What this programme covers
Turn a large but uncertain opportunity into an evidence-led decision about qualification, stakeholders, value and the next commitment.
Large B2B opportunities rarely stall because nobody followed up. They stall when qualification is optimistic, the buying group is only partly understood, the business case remains vague or the proposed next step matters only to the seller. This masterclass helps enterprise sales leaders and account teams examine those conditions before more time and credibility are committed. Participants work through enterprise discovery, stakeholder mapping, value-case development and deal strategy using a current or appropriately anonymised opportunity. They test what is known, what is assumed and what evidence should change the pursuit decision. The practical output is an enterprise opportunity plan supported by a mutual action map: a clear record of stakeholders, value hypotheses, risks, commitments and review points. The programme strengthens decision discipline; it does not promise a particular win rate or replace the organisation’s commercial approval process.
Evidence standard
Evidence and learning boundaries
Learning is evidenced through the qualification reasoning, stakeholder map, value hypothesis and opportunity plan produced during applied work, together with each participant’s ability to explain the assumptions and consequences behind the chosen strategy. Attendance is not treated as proof of adoption, and no sales outcome or win rate is guaranteed.
Learning outcomes
What participants will learn
Participants should leave able to challenge deal quality, map buying influence and build a credible mutual action path.
Separate verified qualification evidence from seller optimism, missing information and assumptions that still need to be tested with the buyer.
Map the people influencing a complex purchase, including their interests, authority, concerns, relationships and likely role in the decision process.
Develop a buyer-centred value case that links the proposed change to relevant operational, financial or strategic consequences without inventing certainty.
Choose an appropriate pursue, reshape, pause or exit response by weighing value, access, risk, effort and the credibility of the next step.
Produce an enterprise opportunity plan and mutual action map with named commitments, dependencies, review dates and unresolved evidence gaps.
Programme structure
Programme modules
The programme moves from qualification and stakeholder discovery through value-case challenge to a governed opportunity plan.
Qualify before forecasting
Participants examine a complex opportunity and separate observable buying evidence from hope, habit and internal pressure. They define the problem, consequence, decision path and access still requiring confirmation, then consider what would justify continued investment, a change of strategy or an exit. The exercise makes weak assumptions visible before they become forecast confidence.
Map the buying system
The cohort maps the stakeholders who can shape, approve, use, block or quietly slow the decision. Participants consider each person’s priorities, influence, relationships and evidence needs, without assuming that a friendly contact is a champion or decision-maker. They identify access gaps and plan relevant conversations across the buying group.
Construct the buyer value case
Participants move from features and generic benefits to a value hypothesis grounded in the buyer’s operating context. They connect the proposed change to relevant costs, risks, capacity, service or strategic outcomes, record the assumptions behind that logic and identify the evidence the buyer would need before treating the case as credible.
Direct the opportunity
Each participant brings the qualification, stakeholder and value work into one opportunity strategy. They define the next buyer-relevant commitment, protect appropriate commercial boundaries and build a mutual action map that shows responsibilities, dependencies and decision points. The close establishes how the opportunity will be reviewed without confusing activity with progress.
Audience
Who this is for
Designed for people actively shaping complex B2B opportunities, not those seeking introductory transactional selling scripts.
Enterprise account executives and business development professionals responsible for complex, multi-stakeholder opportunities.
Sales leaders who review qualification quality, forecast judgement, resource focus and deal strategy.
Commercial, solution or subject-matter colleagues who contribute to discovery, value cases or buyer decisions.
Account teams prepared to examine a current or appropriately anonymised opportunity during applied work.
Fit check
Pause before booking when
People seeking introductory consumer-selling techniques, high-volume transactional scripts or a generic confidence session.
Teams that want a guaranteed sales result, forecast uplift or facilitator endorsement of an opportunity without sufficient buyer evidence.
Organisations unwilling to examine a realistic opportunity, even in anonymised form, or to own the actions created during the session.
Delivery and pricing
Choose the route that fits the cohort
Private and scheduled formats use appropriately anonymised opportunities, agreed commercial boundaries and role-relevant practice.
Delivery
Private online working session
A virtual enterprise-sales workroom guides one account team through qualification, stakeholder and mutual-action decisions using an approved pursuit. Platform access and confidentiality rules are established around the opportunity evidence participants may handle.
Delivery
On-site commercial workshop
An in-room commercial masterclass creates space for sales, solution and approval colleagues to challenge one pursuit together. Venue, attendance, access needs and permitted buyer information are fixed for the account team beforehand.
Delivery
Opportunity-specific preparation
The sponsor identifies a suitable live or anonymised pursuit, the commercial context participants may discuss and the approval boundaries that must remain outside the training. Preparation does not require confidential buyer data to be shared with the facilitator unless explicitly agreed.
Delivery
Deal-review follow-through
A separately purchased deal-learning checkpoint can reconsider the team’s current qualification case, relationship reach, customer-value support and reciprocal commitments. It sharpens judgement without becoming outsourced forecast approval or a promise that the buyer will progress.
£495
Public Online
A scheduled public masterclass includes only the live tuition and programme materials stated for that particular cohort.
£2500
Private Tutor-Led
Dedicated enterprise-sales delivery reflects account-team roles, pursuit complexity, participant numbers and the commercial information boundary agreed for practice.
On-Demand
No on-demand offer is assumed while the stored amount is blank; access must be explicitly published before purchase.
Founder-led delivery
Tobi Akiode
Founder-led facilitation focused on enterprise qualification, stakeholder evidence and commercially disciplined next steps.
Tobi Akiode facilitates the masterclass personally and keeps the work centred on the commercial decisions participants must make in complex opportunities. Examples connect sales judgement with financial, operational, data and stakeholder considerations, while the account team remains responsible for buyer evidence, approval boundaries and actions relating to its live pipeline.
Enterprise-sales discovery links the selected pursuit, participant authority and safe opportunity material to the facilitated masterclass. Account teams retain ownership of qualification claims, buyer interpretation, pipeline decisions and commercial commitments made after the learning environment closes.
Questions
What buyers usually ask before booking
Clarify opportunity selection, stakeholder practice, output ownership, confidentiality boundaries and commercial scoping.
What will participants produce during the B2B Enterprise Sales Masterclass?
Participants build an enterprise opportunity plan and mutual action map around a current or appropriately anonymised pursuit. The working documents capture qualification evidence, stakeholder roles, value assumptions, risks, commitments, dependencies and review points. They are learning outputs owned by the account team, not an independent sales forecast or a promise that the opportunity will close.
Does the masterclass teach a specific enterprise sales methodology?
The programme uses disciplined qualification, enterprise discovery, stakeholder mapping, value-case development and deal strategy. If an organisation already uses a named methodology, the discovery conversation can establish whether examples should use its language. The programme does not imply certification in a proprietary method unless that is separately evidenced and agreed.
Which colleagues should attend together?
The strongest cohort usually includes the people responsible for opportunity strategy and the colleagues who materially shape discovery, solution design, commercials or approval. The discovery conversation checks that participants have enough context to do the work while avoiding a group so broad that confidential opportunity discussion becomes impractical.
Can participants use a live deal without exposing confidential buyer information?
Yes. A suitable opportunity can be anonymised so the buying problem, stakeholder structure, evidence gaps and decision path remain useful without exposing names or restricted data. The sponsor should set confidentiality boundaries before delivery, and participants should not include information they are not authorised to discuss.
How is an enterprise sales cohort scoped and priced?
Opportunity context, account-team roles, working environment, preparation and any deal-learning checkpoint shape the masterclass investment. Commercial confirmation identifies scheduling, investment basis, facilitated activity and inputs expected from the cohort. Authorised buyers can review confidentiality and approval dependencies before booking. Opportunity governance stays explicit during that buying decision.
Ready to choose a time?
Book a focused discovery call when a conversation is the right next step.
Use this when you want to talk through an event, workshop, service or training need and agree the practical next step. Bring the challenge, desired outcome, timing and any constraints worth considering.
Choose an Event / Workshop Discovery time
This booking captures the meeting time. Use the enquiry route instead if you need to send context, files or a detailed brief first.