Win the Deals That Change Your Career
A battle-tested enterprise sales methodology — covering stakeholder mapping, executive discovery, boardroom business cases, and contract negotiation — built specifically for B2B sellers ready to compete for six- and seven-figure contracts.
"Enterprise deals don't reward the best product — they reward the seller with the most disciplined process, and that's exactly what I'm here to give you."— Edward Garza
What you'll learn
What you'll be able to do
- Map and engage every buying stakeholder in a complex enterprise account, including the economic buyer, champion, and blocker
- Build a territory and account plan that prioritizes the highest-probability opportunities and shortens sales cycles
- Run a compelling discovery process that uncovers business pain, quantifies impact, and earns executive access
- Craft and deliver a boardroom-ready business case that speaks the CFO's language and justifies the investment
- Negotiate enterprise contracts, handle legal and procurement red tape, and protect deal margin under pressure
- Create a repeatable outbound motion — cold outreach, referral loops, and partner channels — to consistently fill an enterprise pipeline
How it works
A school that adapts to you
This isn't a set of static videos. Every lesson is generated live and tuned to where you actually are.
We learn your level
A quick placement check tailors your starting point so you're never bored or lost.
Lessons adapt as you go
Each lesson is written for your pace and your goal, adjusting as your skills grow.
Your AI coach keeps you moving
Checkpoints, feedback, and gentle nudges turn progress into a real result.
The curriculum
What's inside your school
6 modules · 26 lessons
The Enterprise Mindset & Territory Foundation
Shifts sellers from transactional thinking to enterprise-grade strategy by building a territory plan that focuses effort on the highest-probability accounts.
- 1.1How Enterprise Sales Is DifferentIncluded
- 1.2Building Your Ideal Customer Profile for Upmarket DealsIncluded
- 1.3Territory Planning & Account PrioritizationIncluded
- 1.4Setting a 90-Day Enterprise Attack PlanIncluded
Pipeline Generation: Outbound, Referrals & Channels
Builds a repeatable outbound motion across cold outreach, referral loops, and partner channels so enterprise pipeline never runs dry.
- 2.1Cold Outreach That Earns Executive AttentionIncluded
- 2.2Building a Referral Engine Inside Enterprise AccountsIncluded
- 2.3Leveraging Partner & Channel NetworksIncluded
- 2.4Measuring & Optimizing Your Outbound MotionIncluded
Stakeholder Mapping & Multi-Threaded Engagement
Equips sellers to identify, map, and build relationships with every key player in a complex buying committee — from champion to blocker.
- 3.1Mapping the Enterprise Buying CommitteeIncluded
- 3.2Finding and Developing Your ChampionIncluded
- 3.3Engaging the Economic BuyerIncluded
- 3.4Neutralizing Blockers & Managing Internal PoliticsIncluded
- 3.5Multi-Threading: Staying Alive When Contacts ChangeIncluded
Discovery That Earns Executive Access
Teaches a rigorous discovery process that surfaces deep business pain, quantifies financial impact, and positions the seller as a trusted advisor at the executive level.
- 4.1The Enterprise Discovery FrameworkIncluded
- 4.2Uncovering & Quantifying Business PainIncluded
- 4.3Linking Pain to Strategic Business InitiativesIncluded
- 4.4Running an Executive Discovery MeetingIncluded
The Boardroom-Ready Business Case
Guides sellers to build and deliver a CFO-grade business case that justifies investment, aligns to financial metrics, and accelerates internal approval.
- 5.1Anatomy of a Winning Enterprise Business CaseIncluded
- 5.2Speaking the CFO's Language: ROI, Payback & TCOIncluded
- 5.3Building a Mutual Success PlanIncluded
- 5.4Delivering the Executive PresentationIncluded
Negotiation, Legal & Closing the Enterprise Deal
Prepares sellers to navigate procurement red tape, protect deal margin under pressure, and bring complex enterprise contracts across the finish line.
- 6.1Enterprise Negotiation PrinciplesIncluded
- 6.2Handling Procurement, Legal & Security ReviewsIncluded
- 6.3Protecting Margin Under Late-Stage PressureIncluded
- 6.4Closing Strategies for Complex DealsIncluded
- 6.5Post-Close Handoff & Setting Up the Expansion PlayIncluded
Who it's for
Is this you?
Ambitious Account Executive
You're closing mid-market deals consistently and ready to go upmarket — this gives you the methodology to compete for six- and seven-figure contracts without guessing your way through.
Sales Manager Going Upmarket
Your team is being pushed into enterprise territory and you need a repeatable framework to coach to — this course becomes the shared playbook your whole team runs.
Mid-Career B2B Rep Stuck in a Rut
You've plateaued in your current segment and know the next income level requires bigger deals — this course rebuilds your approach from the ground up for enterprise complexity.
Startup AE Chasing Enterprise Logos
Your company is moving upmarket and you're the one who has to figure it out — this curriculum helps you build an enterprise motion even when your org doesn't have one yet.
Technical Seller Stepping Into a Quota Role
You know the product cold but the business-case and executive-access side of enterprise deals is new territory — this course fills exactly that gap.
SDR Ready to Graduate to Full-Cycle Enterprise
You've been generating enterprise pipeline and want to own the full deal — this course arms you with the discovery, stakeholder, and negotiation skills to make that transition credibly.
Questions
Frequently asked
Your teacher
A note from your teacher
Edward Garza
f you're reading this, I'm going to guess you already know how to sell. You've hit your number. You've closed deals you're proud of. But somewhere along the way you started noticing that the big deals — the ones that would actually change your trajectory — play by a completely different set of rules. And nobody handed you the rulebook.
That's the gap Enterprise Sales Edge is built to close.
I built this curriculum because I spent years watching talented sales reps lose enterprise deals they should have won — not because they weren't good enough, but because they were running the wrong playbook. They'd get deep into a deal, build a great relationship with one champion, put together a solid proposal, and then hit a wall: procurement, a CFO who wasn't bought in, a stakeholder they didn't know existed with veto power. Sound familiar? The problem was never their drive. It was the process — or the lack of one.
What I've laid out in this course is the methodology I wish I'd had when I first started going upmarket. Every module reflects something that actually happens in real enterprise deals: the champion who goes dark, the procurement team that shows up at the eleventh hour, the executive meeting you finally get and then blow because your discovery feels transactional. I've built the frameworks, the questions, the business case structures, and the negotiation principles around the real-world situations you will face — not hypotheticals from a textbook.
Here's the honest truth about enterprise sales: it rewards preparation, discipline, and presence in a way that almost no other sales motion does. When you know how to map a buying committee, earn executive access through smart discovery, and walk into a negotiation without flinching, you stop hoping deals close and start engineering them to close. That shift — from reactive to deliberate — is what this course delivers.
If you're ready to compete at the highest level, I'm ready to show you how. Let's get to work.</span>
— Edward Garza
Start your journey today
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- 6 modules, 26 lessons
- AI-adaptive lessons tuned to your level
- Quizzes & checkpoints to lock in progress
- Your own AI learning coach
- Learn on any device, at your pace
- Full access for as long as you're subscribed