Enterprise Selling Process

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