Skip to content
    Théo Le Breton
    HiringBusiness
    FREN
    Contact meContact

    ← All work

    Case study Â· Enterprise sales

    Selling where nobody decides alone

    At Tinycoaching, the largest accounts were professional federations, large companies and public bodies, where a training decision involves a whole buying group.

    The constraint: Cycles usually of 6 to 10 months, sometimes six or more people involved, and up to 10 to 15 stakeholders on the largest accounts.

    How it ran

    1. Account mapping: user champions, decision-⁠makers in training, HR, management, purchasing, legal and finance.
    2. Discovery meetings, tailored demos and business cases built with the champion for internal sign-⁠off.
    3. A paid pilot sized to the account as the first signature, to prove usage and value before the next contract.
    4. Tender responses, including a national tender with a professional federation: bespoke courses designed with experts and the Product team.
    5. Negotiation and closing with the founder when needed.

    Outcome

    • A national tender won with a professional federation, followed by pilots for hundreds of learners, webinars with its members and renewals.
    • A deployment at a major engineering and services group.
    • Public-⁠sector clients alongside private companies.
    What carries over

    Selling to a buying group rather than a buyer: mapping it, giving the champion what they need internally, and starting with a paid pilot.

    EnterpriseBuying groupsTendersPaid pilotsBusiness casesPublic sector