Selling for Impact
Learn how to drive customer impact through effective sales conversations, provocative discovery, and win-win value trading.
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About the Course
Selling for Impact teaches Account Executives the essential skills needed to bring greater value to customer engagements — including more effective conversations, best practices in discovery and demo, and strategies for orchestrating late-stage conversations that lead to close.
The curriculum is designed for both new AEs and those committed to refining their technique, helping learners become more confident, consistent, and impactful in every sales interaction.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 8 hours of live instruction. Sessions incorporate role plays, breakout exercises, and recurring revenue frameworks applied to real-world selling scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
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AEs who are handling opportunities through close
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Managers supporting AE performance
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SDRs preparing for an AE role
Blended Course Format
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8 hours of live instruction, delivered as one 2-hour session per week
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Live sessions conducted via Zoom video conference
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Exclusive asynchronous access to blueprints, videos, and exercises
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- There are no prerequisites for this course
Course Details
Location
Online, delivered via Zoom
Standard Duration
4 weeks
Standard Schedule
1 live session per week (2 hours each) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: The SaaS Sales Method
Module 1: Sales as a Science Methodology
Learning Objective: Learn how sales has changed and the moments that matter.
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Module 2: The Science of Effective Communication
Learning Objective: Learn how to communicate effectively with customers by changing your tone and asking questions.
Week 2: Diagnose
Module 3: Blueprint for a Perfect Discovery Call
Learning Objective: The structure of a professional meeting that motivates customers to schedule next steps so deals do not go dark.
Module 4: How to Apply Research to Emails and Calls
Learning Objective: Learn how to diagnose a customer using question-based selling.
Week 3: Prescribe
Module 5: Driving Impact & Urgency with Critical Event
Learning Objective: Create urgency by helping the customer to identify critical events and the impact of your solution
Module 6: Prescribe Through Storytelling
Learning Objective: Increase customer buy-in by telling compelling and memorable stories. Use AI to help deliver engaging stories.
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Week 4: Commit
Module 7: How to Prescribe with a Demo
Learning Objective: Prescribe your solution with a customized demo to drive engagement and urgency to move forward.
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Module 8: Trade vs Negotiate
Learning Objective: How to create win-win trades instead of getting beat down on the price.
Your Learning Journey
A clear view of how the course is delivered—from live sessions to applied practice—so learners know what to expect.
Course dates are flexible. This is for illustrative purposes only.
Get excited for the course — no action items yet.
Get situated on the online learning platform, complete Session 1 pre-work.
Live Session – 2 hours
Covering Modules 1 and 2.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 3 and 4.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 5 and 6.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 7 and 8.
Complete online certification exam to prove your knowledge and earn a certificate (with score of 75% or higher)!
Meet Your Certified Trainers
Crismely Perez
Key areas of expertise: Prospecting coaching, Sales coaching, Customer Success coaching
Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
Complete the certification assessment to validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Trained in this course to date
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ people and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
In this course, learners build the core selling skills needed to lead effective customer conversations across the sales cycle. Topics include conducting strong discovery, delivering value-focused demos, navigating late-stage conversations, and applying proven frameworks to move opportunities toward close with greater confidence and consistency.
What is the format and duration of the course?
The course is delivered live online over a series of four, 2-hour sessions, typically with weekly live instruction complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend a live session, will recordings be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, recordings will be provided by the course trainer following each live session.
Are there any prerequisites for this course?
There are no prerequisites. The course is designed for learners at all levels of experience.
How is the course delivered?
The course is delivered via live Zoom video sessions led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course and any required assessments will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes. The course is designed around practical techniques, real-world scenarios, and live application. Learners are encouraged to apply what they learn directly to active opportunities, conversations, and deal reviews throughout the course.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Improve the Impact of Your Sales Conversations?
Whether you’re onboarding new Account Executives or refining core selling skills, this course teaches proven techniques for discovery, demo, and late-stage conversations—so sellers can create value and close with confidence.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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Get clarity on the root causes slowing your growth
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Understand which GTM improvements will deliver the biggest impact
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Explore pricing, timelines, and the right engagement for your goals
