Strategy
Enterprise Sales Playbook for a PLG SaaS Scale-up
Overview
What this challenge is about.
As the first enterprise marketing hire at TaskFlow, create a sales playbook for the new enterprise sales team. The playbook must cover: ideal customer profile (ICP) for enterprise, lead scoring criteria, a 5-step sales process (from discovery to close), demo script outline, pricing packaging for enterprise (including volume discounts), and a handoff process from self-serve to sales. Success means enabling the sales team to close 5 enterprise deals in the first quarter. Constraints: maintain PLG elements for low-friction entry, total sales team of 3 reps.
The Brief
What you'll do, and what you'll demonstrate.
How can TaskFlow design an enterprise sales playbook that leverages its PLG strengths while effectively targeting and closing large accounts?
Earning criteria — what you'll demonstrate
- Understand how to adapt PLG to enterprise sales
- Develop skills in sales process design and lead qualification
- Learn to create pricing strategies for different segments
- Practice aligning marketing and sales functions
- Apply customer journey mapping to B2B contexts
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.