Skaled AE Course
Learn how top performing B2B sales AE's execute
About
The AE role has changed dramatically over the last 5 years with the explosion of sales tech and Predictable Revenue role specialization. Now more than ever AE's are expected to hunt and close major accounts to drive revenue. With SDR's taking the lead gen and generating of qualified opportunities off the AE's plate, AE's must have a robust detailed focused sales process to consistently close new business.
This course from Skaled will help you build and optimize your AE new business sales closing process.
The instructors from Skaled have 30+ combined B2B enterprise sales experience as AE's and VP of Sales. Jake Dunlap and Matt Lopez of Skaled have worked with 100s of Fortune 5000 companies to improve their AE processes. Now you get their B2B AE playbook. Get an insider's look at the sales processes of true experts.
AE's are a dime a dozen. But professional high performing B2B enterprise AE's rare. Join the few elite AE's that are driving material revenues for their teams in a predictable scalable fashion.
What You Get
- 29 videos
- 2 hours of sales training content
Your Instructor
Skaled is a modern sales-consulting firm that helps startup and established companies scale more efficiently. Helping clients optimize their sales process, people, and technology to accelerate business growth, Skaled’s sales experts serve as a team extension to tackle and solve scaling challenges. Technology-enabled and practitioner-driven, they customize and deliver successful consulting engagements and trainings that work.
Course Curriculum
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StartIntro (0:44)
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StartWhat is sales? (2:29)
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StartPrep for 1st Meeting (3:23)
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StartCore Sales Process (3:25)
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StartStart the Meeting, Rapport, and Setting the Agenda (2:42)
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StartDiscovery Pro Tips (2:24)
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StartRunning a Good Demo (2:07)
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StartHow to Do Good Discovery (2:17)
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StartWorld View Alignment (2:31)
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StartClosing and Keeping Momentum (4:02)
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StartRe-engaging Stalled Delas (2:05)
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StartCommon Objections (3:48)
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StartRecap of Module 1 (2:35)
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StartProject Managing the Sales (1:57)
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StartThe Big Meeting With Many Stakeholders (2:33)
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StartOutline Phase Before Final Proposal (2:14)
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StartStarting Your Proposal Meeting (2:17)
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StartHow to Talk about Your Company in a Proposal (1:50)
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StartHow to Demo in the Final Stages (2:06)
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StartBuilding Repeatable Buyer Focused Partnership Plan (2:18)
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StartThe Plan for Implementation (2:17)
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StartThe Proposal (2:32)