About the Course
As an Account Executive, learn the key skills you need to bring more impact to your customers—including how to have more effective conversations, use best practices in discovery and demo, and orchestrate late-stage conversations to close.
Great for those new to their role and/or those committed to honing their technique.
Best for:
- AEs who are handling opportunities through close
- Managers of AEs
- SDRs rising into an AE role
Course format:
- 8 hours live instruction; one 2-hour session each week
- Delivered via Zoom video conference
- Exclusive access to blueprints, videos, and exercises
- Industry-recognized certification
- Maximum number of learners: 25
Price
$1,500 per seat
or contact us for a private course for your team
Prerequisites
None.
Curriculum
Learners engage with their certified Trainer in an experiential learning format, with 8 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.
The SaaS Sales Method
Sales as a Science Methodology
Learning Objective: Learn how sales has changed and the moments that matter.
The Science of Effective Communication
Learning Objective: Learn how to communicate effectively with customers by changing your tone and asking questions.
Diagnose
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.
Diagnose with Question-Based Selling
Learning Objective: Learn how to diagnose a customer using question-based selling.
Prescribe
Driving Impact & Urgency with Critical Event
Learning Objective: Create urgency by helping the customer to identify critical events and the impact of your solution.
Prescribe Through Storytelling
Learning Objective: Increase customer buy-in by telling compelling and memorable stories
Commit
How to Prescribe with a Demo
Learning Objective: Prescribe your solution with a customized demo to drive engagement and urgency to move forward.
Trade vs Negotiate
Learning Objective: How to create win-win trades instead of getting beat down on the price.
Ongoing reinforcement
Get the highest possible ROI on your training investment with additional Skills Coaching. The biweekly live sessions will help your reps truly master the skills they learned in this course, and create behavior change that sticks using hands-on practice and active coaching through real customer scenarios and deals.
Specific skills covered to reinforce the key concepts in this course include:
- Identifying the Decision Makers
- How to Demo
- Impact Questions
- Trading
- Uncovering Critical Events
WbD Blended Learning Course Format
| Course Prep | - | Watch trainer intro video | - | LMS login and prep work 30-45 min | - |
| Week 1 | - | Live session 2 hours | - | Online learning prep 30-45 min | - |
| Week 2 | - | Live session 2 hours | - | Online learning prep 30-45 min | - |
| Week 3 | - | Live session 2 hours | - | Online learning prep 30-45 min | - |
| Week 4 | - | Live session 2 hours | - | Certification exam approx. 60 min | - |
Key skills taught in this course
Using the SPICED Framework
The Science of a Demo
Telling a Story
See here for the latest course schedule to sign up
Taken by employees at
Trained on this course to date
What our learners say
Building specific skills around identifying the situation, pain, impact, critical event, and decision criteria with our prospects and clients has been awesome! Proud of our sales team for leveling up.
Bryan Oram
VP of Sales | Via
SALT LAKE CITY, UTMelissa rocks! I have taken a lot of sales training classes in my career, and one of the best was the one we just finished with WbD. The instructor-led training with Melissa Huggett was engaging and the time flew by. Definitely would recommend this to anyone considering a sales training program.
Krista Zink
Senior Sales Architect | Tangoe PITTSBURGH, PAHighly interactive and simple, yet powerful concepts. Integrated learning approach with nice mix of media and online teachings. Tone, ACE and Trading vs. Negotiating concepts are invaluable. Highly effective and worth every minute! I highly recommend for any GTM team member.
Grant Tallmadge
Account Executive | DroneDeploy SAN JOSE, CAThis course teaches account executives the key skills they need to bring more impact to their customers. The modules show AEs how to have more effective conversations, use best practices in discovery and demo, and how to orchestrate late-stage conversations to close.
Rick Rabuck
Sales Executive | Medius SAINT JOHNS, FLORIDAI'm new to the world of sales, so if you're just starting out like I am, Winning by design is somewhere I recommend. The course was fun, informative, and has given me much more confidence in the sales process.
Kevin McCombie
Depot Support Engineer | TransPennie Express WARRINGTON, ENGLANDCertification
When you pass the exam at the end of the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.
Certified Trainers for this course
Training for 8 or more people?
Contact us to discuss private course options.