The Beacon 

Executive Program: Strategic Enterprise Sales Leadership

The involvement of the Executive Leadership team can have a significant impact on the outcome of your strategic enterprise sales opportunities. In many cases, your participation is required. "The Beacon" is a premier executive program dedicated to the Compass principles of strategic enterprise sales leadership. Tailored for top-tier executives, this program is designed to ensure the executive team is aligned in supporting the closing of your key deals. This program equips Executives with the necessary tools, insights, and strategic frameworks to significantly impact your enterprise sales outcomes. By investing in this program, you are insuring that winning strategic enterprise deals becomes a repeatable and reliable part of your growth strategy.

Why is this Beacon program important?

Material Impact:  Your strategic Enterprise deals can have a material impact on your business. A single deal could:

  • Make your number for the month, quarter or even year. 
  • Change the growth trajectory of your business.
  • Provide the growth capital required to scale.
  • Have a significant impact on your valuation

Proactive & Aligned Approach:  Being proactive and aligned as an Executive Leadership team on how you approach your strategic Enterprise deals can:

  • Ensure consistency in execution.
  • Maximize revenue by being unified in the strategy & execution of negotiations.
  • Optimize resources by knowing which deals to focus on as an Executive team.

Catalyst for Growth:  Participation in key Enterprise deals by the Executive Leadership team are critical as:

  • You have the authority to engage with your Buyer counterparts who have the influence on strategic investment decisions.
  • You can signal the importance of the deal to both your organization and the Buyers’ positively influencing the dynamics of the sales process.
  • Being aligned and informed empowers the sales team providing the support & resources required to close key deals.


  • High Performance:  The Compass system is designed to:
  • Accurate Forecasting: Develop a deeper understanding of deal velocity and your actual position on a deal enabling more accurate forecasting.
  • Enhanced Sales Process:  Design collaborative deal strategies that resonate with today’s enterprise buyers.
  • Strategic Insight:  Learn the ability to see beyond traditional sales tactics and activity narratives to gain insight into the broader strategic scope of your enterprise deals.

As a Business Leader, your participation in enterprise deals is pivotal. This course offers you the tools and insights to make a marked difference in your approach to sales strategy, significantly impacting your team's success and your organization's growth.


Course Highlights

  • Compass System Overview: High-level review of the Compass strategic framework.
  • Real-World Application: Deal workouts on your actual opportunities to learn how to apply the Compass principles effectively in your sales process.
  • Cross-Functional Collaboration: How to foster collaboration between your executive team and sales to ensure alignment and support.
  • Role of Leadership: Define how and when executive involvement can make the most impact.
  • Relationship Building Skills: How to build and nurture strategic relationships with key customer executives.
  • Negotiation Techniques: Advanced negotiation skills overview to ensure executives can effectively contribute to deal discussions and to clearly communicate value.
  • Customer-Centric Leadership: Emphasis on the role of leadership in driving customer success and long-term partnerships by engaging with confidence in your sales process.
  • Forecasting: How to use the Compass system to interpret your Enterprise sales forecast so you can communicate it accurately to your Board and Investors.
  • Format: ½ day or full day options. On-site or virtual (Zoom).
    ▪ Unlimited number of participants.
    ▪ Open to Board members and/or Investors.
    ▪ Includes on-going coaching support for all participants
    ▪ Pre-session interviews and custom preparation of materials.
    ▪ 6 months of deal ‘hot-line’ coaching support.
    ▪ Tailored to the unique dynamics of your organization & industry.
  • Fee: ½ Day - $3,500. Full Day - $6,000.

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