About the Course

Learn the skills needed to better navigate complex selling environments—including how to conduct stakeholder meetings, manage opportunities, and craft provocative statements.

Best for:

  • Enterprise Account Executives
  • AEs managing complex deals

Blended course format:

  • 8 hours LIVE instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive async access to blueprints, videos, and exercises
  • Industry-recognized certification
  • Maximum number of learners: 25


$2,500 per seat
or contact us for a private course for your team


Recommended for reps with 5+ years of experience managing large complex accounts. For training on fundamentals of selling, see the Selling for Impact course.


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.


Provocative Selling

Provocative Selling for Enterprise

Learning Objective: Understand the different types of selling methodologies—and how and when to deploy a provocative selling approach.

Fundamental Concepts

Learning Objective: Appreciate the shifted dynamics of SaaS vs. perpetual sales, how the bowtie KPIs capture the modern customer journey, and the science of ARR growth caused by incremental improvements.

Crafting a Provocative Point of View

Learning Objective: Leverage a framework for developing a unique and provocative point of view to align your solution with each level of your customer’s hierarchy. Use AI to convert 10-Ks into provocative statements.


Orchestrating the Account

Understanding Critical Events

Learning Objective: Establish the “why now?” for your customer by testing momentum and understanding related and competing priorities.

Creating Urgency With a Joint Impact Plan

Learning Objective: Anticipate the steps required in your customer’s evaluation and selection process—and map those back to a critical event. Execute a plan to identify buyer roles and uncover your buying champion.

Navigating the Decision Process

Learning Objective: Identify the key buying committee roles, learn to navigate gatekeepers, and create a deal strategy map.


Influencing Stakeholders

Influencing Decision Criteria for Success

Learning Objective: Reframe decision criteria through the lens of impact. Learn how to offer an alternative approach and reshuffle the deck in your favor.

Preparing for a Stakeholder Meeting

Learning Objective: Test and adapt your provocative point of view with key individual stakeholders. Learn to build consensus and gain commitment.

Facilitating the Stakeholder Meeting

Learning Objective: Bring the stakeholders together, seek the “red thread” that connects, use critical events, and execute a Joint Impact Plan to inspire action and desire for future impact.


Driving to Commit

Proof of Concept

Learning Objective: Manage a proof of concept to a successful buying outcome, and maximize decision-maker influence.

Trade vs. Negotiate

Learning Objective: Successfully navigate procurement teams to secure a win-win deal.

Pulling it All Together

Learning Objective: Review the end-to-end learning path, recap core concepts, and receive a primer ahead of the certification exam.

Ongoing reinforcement

Get the highest possible ROI on your training investment with ongoing reinforcement via our skills coaching program, library of key content and frameworks, and reporting resources.


The biweekly live sessions of our Skills Coaching program 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


We also offer access to our enablement content library containing hundreds of WbD videos, blueprints, research materials, frameworks, worksheets, and templates to support teams utilizing WbD’s customer-centric GTM training and methodologies. Enablement teams and managers can leverage this library to help reinforce, coach, and train your teams—improving their skills and knowledge.

Upcoming Courses

Training for 8 or more people and/or need customization?

Contact us to discuss private course options.

Training for non-English speakers?

We deliver training across North America, Europe, AsiaPac, and Latin America—in English, German, French, Spanish, Portuguese, Chinese, and Japanese.

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 -
*Certificates can be added to Learners Linkedin Profile | *Actual course cadence may vary

Key skills taught in this course

Provocative Selling
What are Critical Events?
Choreographing the Decision Process

See here for the latest course schedule to sign up.

Taken by employees at


Trained on this course to date

What our learners say


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

Chris Allison

Lindsey Bye

Lindsey Bye


Training for 8 or more people?

Contact us to discuss private course options.