Enterprise Account Executive
A practical and insightful course on Enterprise Seling, designed to equip you with the strategies and skills needed to succeed in the complex world of enterprise sales.
Enterprise Account Executive
Matt Doyon, Brad Lea, Dan Smith and more.
- 50 bite-sized video sessions
- Gamified quiz after each session
- Downloadable resources
Who is this course for?
1
Aspiring and current Enterprise Account Executives seeking to deepen their understanding of the enterprise sales process and refine their sales techniques.
2
Sales professionals looking to transition into Enterprise sales roles and requiring a foundation in the unique challenges and strategies of selling to large organizations.
3
Sales leaders and managers aiming to train their teams in the best practices of Enterprise selling, enhancing their ability to secure and grow key accounts.
What you'll learn
Intro
2 sessionsIntroduction to Enterprise Account Executive Career Track
3 minA Day in The Life of an Account Executive
10 min
Buyer and Seller Psychology
10 sessionsThe Skeptic
12 minSocial Styles - Expressives
12 minBuyer Profiles
11 minIntro to Social Styles
6 minSales Personas
11 minThe Go Getter
12 minSocial Styles - Amiables
13 minSocial Styles - Analytics
11 minSocial Styles - Driver
14 minThe Teacher
10 min
Discovery Best Practices
11 sessionsVerbal Agenda
13 minBook Summary: How to Talk to Anyone (by Leil Lowndes)
7 min7 Elements of a Successful Discovery Call by Gong
22 minDiagnostic Arc
10 minDiagnostic Preparation
10 minTed Talk: Celeste Headlee -10 Ways to Have a Better Conversation
11 min10 Sales Discovery Call Tips From Sales Feed
8 minDiagnostic Best Practices
8 min5 (powerful) Sales Questions to Ask A Potential Client to Determine Their Needs
11 minHow to Ask Good Questions and Build Rapport with Anyone
9 minThe Challenger Sale
9 min
Discovery Methodology
12 sessionsEconomic Buyer
8 minDecision Process
9 minIntroduction to MEDDICC
10 minMetrics
13 minIdentify Pain
14 minDecision Criteria
8 minChampion
14 minCompetition
9 minRoot Cause Analysis
12 min4 Tips to Create Urgency in Sales
9 minHow to Create Urgency in Saas Discovery Calls
10 minCOI Versus ROI - Creating Urgency with Cost of Inaction
13 min
Presenting
10 sessionsHow to Nail a Sales Demo
3 minHow to Effectively Use Slides During a Demo | Virtual Demo 2
3 minHow to Use Questions to Build Consensus | Virtual Demo 3
3 minHow to Run a Remote Demo | Virtual Demo 1
3 minAdvanced Tips for Screensharing During a Demo | Virtual Demo 4
3 minTop 3 Mistakes to Avoid When Running a Remote Demo | Virtual Demo 5
1 minKeep Your Audience Engaged on Video
5 minHow to Talk About Price or Budget Using Price Bracketing From The Futur
7 min7 Tips to Overcoming Objections in Sales That You Hear Constantly
15 minHow to Overcome ANY Sales Objection From Brad Lea
7 min
Winning the Business
2 sessionsWinning The Business | Choreographing The Decision Process
7 minWhat to Do When A Customer Goes Dark | Sales Skills
5 min
Referral Selling
3 sessionsAdopt a Referral Mindset From Bill Cates
6 minAsking for Referrals | Exactly When & How to Ask From Phil M. Jones
10 minHow to Ask B2B Clients for More Referrals
11 min
Excel in the Art of Enterprise Selling
Master Buyer and Seller Psychology
Unlock the psychological aspects of buying and selling within an enterprise context to better connect with and influence key stakeholders.
Refine Your Presentation Skills
Learn how to deliver compelling demos, handle objections skillfully, and discuss pricing confidently, keeping your audience engaged throughout.
Leverage Referral Selling
Discover the power of referral selling in expanding your network and opening doors to new enterprise opportunities with greater ease.
What other sales reps are saying
“There's so much I need to be at the top of my game when selling, from prospecting to rapport-building, running great discovery, presenting, negotiating, not to mention general professional skills like time management and emotional intelligence. With Triple Session, I find everything I need to learn and practice in one place and it's easy to track progress.”
“The Triple Session training has been an invaluable asset for me as an Account Executive When you have been an AE for a while you can start getting complacent with your sales process. This training was key to helping me refine my skills in getting much deeper in discovery, selling to decision-makers, and closing bigger deals.”
“I have been using Triple Session since I was a junior Salesrep to learn the whole sales process and everything related. Today, as a Senior BDM, it continues to help me at the same level in sharpening all my skills- from the basic to the advanced ones. Definitely is a tool which helps me to deliver at the highest level.”
THE TRIPLE SESSION METHODOLOGY
Boost your sales results with the science of learning
We built Triple Session to replace boring and outdated sales training that just doesn't work. How? Using the science of micro-learning and habit-building.
Learn
Learn complex sales concepts turned into easy-to-digest lessons packed with actionable tactics, from 2 to 12 minutes each.
Practice
Take a quiz after each lesson with immediate feedback on your answers, consolidating what you learned from the instructor.
Measure
Review score and accuracy to understand your performance, and stay accountable with weekly training goals and competition.