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Course

Overviews

Account Executives

Foundational

Remote - Video Conferencing

18 x 1 Hour Lessons

6 Week

Anyone who take sales opportunities

from a qualified lead to a closed deal

xxxxxGMT

Introduction

  • Crossing the Chasm

  • Defining & Iteraring your sales process

  • Being Un-Scalable

  • BAMFAM (Book A Meeting From A Meeting)

Lesson 1

Qualification

  • Why do we need to qualify leads?

  • Pain - Energy - Trust

  • Data vs Conversational Qualification

  • Qualification Criteria

Lesson 2

Discovery

  • What happens if you don't conduct Discovery?

  • Structure & content of the meeting

  • Frameworks

  • Exit/qualification criteria

Lesson 3

Effective Meetings 1

  • The 20:20:20 ratio

  • Vision lock with the limbic system

  • Avoiding the Valley of Death

  • In-person vs phone/video conference meetings

Lesson 4

Effective Meetings 2

  • Deeper Discovery

  • Deeper Qualification

  • Pain, Need, Metrics

Lesson 5

Effective Meetings 3

  • Pitching

  • Demos

  • Reflecting on discovery & needs

  • Customer stories

Lesson 6

Effective Meetings 4

  • Buying processes

  • Creating urgency

  • Talking about price and budget

  • Next Steps / Mutual Action Plans

Lesson 7

Objection Handling

  • xxxxx

Lesson 8

Stakeholder Management

  • Reference Calls

  • Their buying process

  • Identifying approval and veto people

  • Avoiding procurement

Lesson 9

Trials & Proof  of Value

  • Pre-trial

  • During trials

  • Post-trial

  • CS involvement

Lesson 10

Proposals

  • Structure

  • Content

  • When to send

Lesson 11

Contracts &

T&Cs

  • Negotiating price

  • Red lines

  • Involving legal

Lesson 12

Closed Won & CS Handover

  • xxxx

Lesson 13

Pipelines & Forecasting

  • Defining your pipeline stages

  • Clear exit criteria at each stage

  • Monitoring conversion data at each stage

  • Staying on top of your CRM

Lesson 14

Competition

  • How to talk about competitors

  • Tracking competitors activities

Lesson 15

Maximising Events

  • Conferences & exhibitions

  • Breakfast briefings & roundtables

  • How to behave

  • Data to collect

  • When to follow up

  • Useful collateral

Lesson 13

Sales Frameworks

  • SPIN, SPICE, Challenger, Sandler, etc!

  • What do they all have in common?

  • What works for you?

Lesson 14

Time Management

  • xxxxx

Lesson 15