Selling Full Sales Cycle

• 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

• Sales as a Science methodology
• The science of effective communication

Session 2: Calls

• Blueprint for an effective unscheduled call
• Blueprint for a perfect discovery call

Session 3: Diagnose

• Diagnose with question-based selling
• Driving impact & urgency with critical event

Session 4: Emails and Stories

• Customer-centric emails & voicemails
• Prescribe through storytelling

Session 5: Objections and Demo

• Overcome objections & rejections
• How to prescribe with a demo

Session 6: Using Data to Improve Productivity

• Productivity & time management
• Securing next steps

Session 7: Earning Commitment

• Propose
• Trade vs. negotiate