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). It includes the following topics:

• About Enterprise Selling Process
• About Using ESP Methodology to Manage Accounts
• Scenario for Managing Enterprise Selling Process
• Process of Managing Enterprise Selling Process
• 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