Overview
What this challenge is about.
Your team must produce a comprehensive enterprise sales playbook for TaskFlow. Deliverables include: (1) enterprise buyer personas for 3 industries (e.g., tech, finance, healthcare), (2) a 7-step sales process with qualification criteria (e.g., BANT, MEDDIC), (3) a demo script tailored to enterprise pain points, (4) a compensation plan for 5 enterprise sales reps, and (5) a 90-day ramp plan for new hires. Success means a playbook that can be used immediately to close 3 enterprise deals in the first quarter. Constraints: no prior enterprise sales experience in the company, and the product is a project management tool with integrations.
The Brief
What you'll do, and what you'll demonstrate.
How to design an enterprise sales playbook that transitions from PLG to a sales-led model, including buyer personas, sales process, and compensation?
Earning criteria — what you'll demonstrate
- Design a structured enterprise sales process from prospecting to close
- Create buyer personas based on research and PLG data analysis
- Develop a compensation plan that aligns with enterprise sales goals
- Build sales enablement materials including demo scripts and ramp plans
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.