Enterprise Sales 101
With Julia Hiles
This course series is a rare opportunity to level up a foundry’s enterprise sales operations. Quite often, foundry principals double up as sales negotiators, and very few foundries have dedicated sales teams that are specialized in converting leads. This can often be due to limited personnel and the cost of employing a large sales team. This course series is a way to empower foundries to grow their business and put their best foot forward. It’s an investment into their future financial health.
The series comprises 2 short courses, the recordings of which can be booked independently or together:
- Course 1: Enterprise Licensing (sessions 1–4)
- Course 2: Infringement Strategy (sessions 5–6)
The course was taught live but you can still catch up on the recordings.
If you’ve struggled with pricing a license deal, were not sure how to pursue infringement cases, or are simply baffled by how to identify and negotiate large deals and to offer pricing options to help convert these deals, this course is for you. We use insights from sales psychology to help you read and navigate the sales cycle.
Who is it for?
- Foundries who would like to ensure that they are maximizing Enterprise-level deals (£10k+ deals)
- Foundries who would like to understand how to approach infringement cases and a strategy for past usage
- Foundries wanting to know what signs to look for to get 6- to 7-figure license deals
- This is geared towards foundries with established enterprise businesses or forward-thinking foundries wanting to get processes in place in order to support such a business
- This course is exclusive to foundries
This is for:
- Maximizing revenue from incoming sales leads
- Improving the process of negotiating IP infringements and general sales processes
- Understanding client psychology leading to signing win-win agreements
Topics:
- The unique font marketplace and pricing
- Pros and cons of different licensing models
- Structuring pricing proposals to suit both foundry and client
- Understanding the concept and application of value-based pricing
- Aligning enterprise and e-commerce strategies
- Enterprise pricing and negotiation
- Psychology of the sale
- Infringement and Past Usage
- Identifying opportunities
- Finding the right contact partner
- Tips to identify past usage
- How to get the conversation started
- What to do in cases of no response
- Working with 3rd parties to identify infringement lead
Special opportunity:
All purchases come with 40% off the price of 1 hour consulting with Julia, and is valid for one month after booking.
Course schedule
- Session 1: The unique font marketplace and pricing
- Session 2: Enterprise pricing and negotiation
- Session 3: Psychology of the sale
- Session 4: Other things to think about
- Session 5: Infringement and Past Usage, including Pricing
- Session 6: Infringement and Past Usage, including Pricing
Confidentiality
Participants will need to sign non-disclosure agreements that covers anything discussed during class.
Fees and registration
Enterprise Licensing (sessions 1–4) is £1,600 + VAT (if applicable).
Infringement Strategy (sessions 5–6) is £850 + VAT (if applicable).
Full Course is £2,222 + VAT including 1 hour consulting with Julia for Q&A
Participants are exempt of VAT if registering as a VAT-registered EU business or as a non-European business. If you have any questions, please email [email protected]
Course 1: Enterprise Licensing (sessions 1–4):
Course 2: Infringement Strategy (sessions 5–6):
