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Account Executives who are navigating deals full sales cycle will learn to apply skills from prospecting all the way through to late stage deal management, including proposals and negotiations.
• 7 live sessions
• Each session is 2 hours of trainer led instruction
• Delivered via Zoom video conference
• Industry-recognized certification
This course teaches account executives key skills needed for full sales cycle selling. The modules will show AEs how to communicate more effectively, use best practices in discovery and diagnosis, how to overcome objections and lead a prescriptive demo, and how to orchestrate late-stage conversations to close.
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 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 1: The SaaS Sales Method
Session 2: Calls
Session 3: Diagnose
Session 4: Emails and Stories
Session 5: Objections and Demo
Session 6: Using Data to Improve Productivity
Session 7: Earning Commitment