This chapter describes how a sales professional can use Siebel Enterprise Selling Process (ESP) methodology from Siebel MultiChannel Services to penetrate, cover, and grow large strategic accounts—especially global accounts.

This chapter includes the following topics:

• About Enterprise Selling Process
• Using ESP Methodology to Manage Accounts
• Scenario for Enterprise Selling Process
• Process of Enterprise Selling
• Adding ESP Business Unit and Service Unit Information
• Adding ESP Business and Service Unit Offerings
• Conducting an ESP Organizational Analysis
• Charting the Organization's Reporting Structure
• Adding Partners for ESP Analysis
• Viewing the BU/SU Offering Summary
• Adding ESP Objectives
• Adding ESP Account Plan Highlights
• Viewing an ESP Manager's Review
• Generating ESP Account Plan and Account Map Reports