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Career Course

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.

Course by
This course has sessions from
Matt Doyon, Brad Lea, Dan Smith and more.
What's included
  • 50 bite-sized video sessions
  • Gamified quiz after each session
  • Downloadable resources
"This course was a turning point in my Enterprise sales career"
"Armed me with the strategies needed to succeed in complex sales environments"

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 sessions
  • Introduction to Enterprise Account Executive Career Track

    3 min
  • A Day in The Life of an Account Executive

    10 min

Buyer and Seller Psychology

10 sessions
  • The Skeptic

    12 min
  • Social Styles - Expressives

    12 min
  • Buyer Profiles

    11 min
  • Intro to Social Styles

    6 min
  • Sales Personas

    11 min
  • The Go Getter

    12 min
  • Social Styles - Amiables

    13 min
  • Social Styles - Analytics

    11 min
  • Social Styles - Driver

    14 min
  • The Teacher

    10 min

Discovery Best Practices

11 sessions
  • Verbal Agenda

    13 min
  • Book Summary: How to Talk to Anyone (by Leil Lowndes)

    7 min
  • 7 Elements of a Successful Discovery Call by Gong

    22 min
  • Diagnostic Arc

    10 min
  • Diagnostic Preparation

    10 min
  • Ted Talk: Celeste Headlee -10 Ways to Have a Better Conversation

    11 min
  • 10 Sales Discovery Call Tips From Sales Feed

    8 min
  • Diagnostic Best Practices

    8 min
  • 5 (powerful) Sales Questions to Ask A Potential Client to Determine Their Needs

    11 min
  • How to Ask Good Questions and Build Rapport with Anyone

    9 min
  • The Challenger Sale

    9 min

Discovery Methodology

12 sessions
  • Economic Buyer

    8 min
  • Decision Process

    9 min
  • Introduction to MEDDICC

    10 min
  • Metrics

    13 min
  • Identify Pain

    14 min
  • Decision Criteria

    8 min
  • Champion

    14 min
  • Competition

    9 min
  • Root Cause Analysis

    12 min
  • 4 Tips to Create Urgency in Sales

    9 min
  • How to Create Urgency in Saas Discovery Calls

    10 min
  • COI Versus ROI - Creating Urgency with Cost of Inaction

    13 min

Presenting

10 sessions
  • How to Nail a Sales Demo

    3 min
  • How to Effectively Use Slides During a Demo | Virtual Demo 2

    3 min
  • How to Use Questions to Build Consensus | Virtual Demo 3

    3 min
  • How to Run a Remote Demo | Virtual Demo 1

    3 min
  • Advanced Tips for Screensharing During a Demo | Virtual Demo 4

    3 min
  • Top 3 Mistakes to Avoid When Running a Remote Demo | Virtual Demo 5

    1 min
  • Keep Your Audience Engaged on Video

    5 min
  • How to Talk About Price or Budget Using Price Bracketing From The Futur

    7 min
  • 7 Tips to Overcoming Objections in Sales That You Hear Constantly

    15 min
  • How to Overcome ANY Sales Objection From Brad Lea

    7 min

Winning the Business

2 sessions
  • Winning The Business | Choreographing The Decision Process

    7 min
  • What to Do When A Customer Goes Dark | Sales Skills

    5 min

Referral Selling

3 sessions
  • Adopt a Referral Mindset From Bill Cates

    6 min
  • Asking for Referrals | Exactly When & How to Ask From Phil M. Jones

    10 min
  • How 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.”

Julia Moss
Account Executive

“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.”

Rudi Ribeiro
Principal Account Executive

“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.”

Maria Valadares
Senior Business Development Manager

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.