Selling for Impact (US/PT)

Account Executives will learn how to bring repeatable impact to their customers through more effective conversations, provocative discovery, and win-win trading. Anchored on the SaaS Sales Method, AEs will practice best practices for diagnosing pain, prescribing a solution, and getting to a customer commitment.

Description

• 4 live sessions
• Each session is 2 hours of trainer led instruction
• Delivered via Zoom video conference
• Industry-recognized certification

This course teaches account executives the key skills they need to bring more impact to their customers. The modules will show AEs how to have more effective conversations, use best practices in discovery and demo, and how to orchestrate late-stage conversations to close. This course is often used as part of the onboarding program for sales reps who are new to your team, but it’s also great for reps who want to hone their technique.

Learners should plan to complete the pre-work for each session prior to attending the live sessions. Allow approximately 3 hours per week for course work, one (1) hour for pre-work plus the two (2) hour live session attendance. A final exam to earn certification will be available after the final live session.

Registration Details

Registration will close 48 hours prior to the course start date. After registration and payment, learners will receive an email confirmation with calendar invitations and additional course details. For registration assistance, please email RevAcademy@winningbydesign.com

Session Agendas

Session 1: The SaaS Sales Method

  • The SaaS Sales Methodology
  • The science of effective communication

Session 2: Diagnose

  • Blueprint for a perfect discovery call
  • Diagnose with question-based selling

Session 3: Prescribe

  • Driving impact and urgency with critical events
  • Prescribe through storytelling (including how to use AI to help deliver compelling stories)

Session 4: Commit

  • How to prescribe with a demo
  • Trade vs. negotiate