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.

Training for 8 or more people?

Contact us to discuss private course options.

Week1.

The SaaS Sales Method

MODULE 1
Sales as a Science Methodology

Learning Objective: Learn how sales has changed and the moments that matter.

MODULE 2
The Science of Effective Communication

Learning Objective: Learn how to communicate effectively with customers by changing your tone and asking questions.

Week2.

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
Diagnose with Question-Based Selling

Learning Objective: Learn how to diagnose a customer using question-based selling.

Week3.

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

Week4.

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.

MODULE 8
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

See here for the latest course schedule to sign up

Certification

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

Miya Mee-Lee Dias

HONOLULU

Yamini Virani

GEORGIA

Antoine Mandy

VANCOUVER

Boris Bedzent

LONDON

Chad Vanags

LOS ANGELES

Chris Allison

SYDNEY, AUSTRALIA

Rosa Burns

AUSTIN, TEXAS

Maria Abad Baides

BARCELONA, SPAIN

Melissa Huggett

TORONTO

Taken by employees at

Training for 8 or more people?

Contact us to discuss private course options.