Higher Levels – AE Mastery Download

Description

Here’s What You Get:

Lifetime Access To Online E-Learning Platform

Unlimited Weekly LIVE Sales & Resume Mentoring

Unlimited Free Course Updates

Self-Paced Online Course That Can Be Completed On Your Own Time & Schedule

Weekly Sales Coaching Calls With Top Performing Reps

How it works:

Pillar 1: Territory planning framework

Learn how to create a customized territory plan and identify the lowest hanging fruit across your accounts. We’ll keep you laser-focused on the highest ROI targets.

Pillar 2: Discovery, demo & trial mastery

Actionable advice, templates, and scripts that you can apply instantly in your sales cycle. No “wavin’-magic-wand” or cringe discovery questions.

Pillar 3: Objection handling

Objections aren’t uncomfortable when you’re ready for them. You’ll learn word-for-word how to handle the toughest and most common objections in SaaS sales.

Pillar 4: Negotiation & closing

Learn how to hold value, increase your ACV + win-rate, and land multi-year engagements without cutting your price in half.

Pillar 5: Top prospecting sequences library

Copy + paste the best sequences, call scripts, and messaging being used at companies such as Google, HubSpot, Oracle, AWS, Brex, Outreach, Snowflake, etc.

Pillar 6: Systematizing & freeing up time

Being a top performing AE is cool. Working 12-hour days isn’t. We’ll teach you how to systematize your processes and give you back time for balance.

AE Mastery Curriculum Overview

 

The program is structured around six core pillars that cover the Account Executive’s full sales and territory management responsibilities:

1. Territory Planning Framework: Focuses on creating a customized territory plan to identify high ROI targets and the lowest hanging fruit within your accounts.
2. Discovery, Demo & Trial Mastery: Provides actionable advice, templates, and scripts for conducting effective discovery calls, demos, and Proof of Value (POV)/trial periods.
3. Objection Handling: Teaches word-for-word scripts and frameworks for confidently addressing the toughest and most common objections in SaaS sales.
4. Negotiation & Closing: Covers strategies to hold value, increase Average Contract Value (ACV) and win-rate, and secure multi-year agreements without excessive discounting.
5. Top Prospecting Sequences Library: Offers copy-and-paste sequences, call scripts, and messaging modeled after those used at leading tech companies (e.g., Google, HubSpot, Oracle, AWS).
6. Systematizing & Freeing Up Time: Instructs on how to systematize sales processes and administrative tasks for better time management and work-life balance.

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Detailed Module Breakdown

 

The curriculum is broken down into specific modules that address different stages of the AE role and sales cycle:

 

Foundational & Ramp-Up

 

• Welcome To AE Mastery: Course logistics, workbook introduction, and guidance on how to maximize the course.
• Starting Your AE Journey: Covers common onboarding mistakes, building your internal brand, leading initial team meetings, and where to focus during your ramp period. It includes exercises for Account/Territory Planning and articulating your Target Personas.
• Ramping: Finding & Copying What’s Already Working: Frameworks for reverse-engineering both closed-won and closed-lost deals using tools like Salesforce, Salesloft, and Outreach to identify successful internal strategies.

 

The Sales Cycle

 

• The First Discovery Call: Includes a First Call Discovery Outline TEMPLATE and a minute-by-minute framework. It addresses common mistakes, key information to uncover, effective small-talk, agenda setting, active discovery, pitching, setting next steps, multi-threading, and getting executive sponsorship.
• The Demo: Provides a Demo Call Outline + Slides TEMPLATE. It covers common demo mistakes, the pre-demo recap, what to show first, differentiating your product, and setting next steps after discussing pricing.
• The Trial (POV): Includes ALL Trial/POV Outlines + Slides TEMPLATES. It teaches how to manage a champion, and provides scripts for the Prep Call, Kickoff Call, Check-In Call, and Wrap-Up Call, including an example of denying a customer a POV.

 

Advanced Selling & Pipeline Management

 

• Negotiation & Closing: Focuses on isolating the objection before negotiating. It includes a Negotiation Framework, the “Give-Get” strategy, advice on when to walk away, handling email pushback, managing early discount requests, and increasing ACV by leveraging a proposal deck.
• Common Objections and Overcoming Them: A dedicated module on objection handling, including the perennial “This Costs Too Much” objection.
• Getting Ghosted?: Strategies for re-engaging stalled deals, including internal executive pings, ad-hoc calendar invites, and a structured “Ghosted Sequence.”
• Prospecting: Covers various prospecting motions and how to create the Top Prospecting Reports to build pipeline.
• Administrative Tasks & Responsibilities: Teaches effective pipeline hygiene, how to properly forecast, managing your KPIs (Offense & Defense), avoiding unnecessary internal meetings, and Time Blocking & Time Management.

The AE Mastery course is best suited for current Account Executives looking to master the full sales lifecycle and achieve top-tier performance.