Account Executive Training Program

Full-Cycle Sales Mastery

This is real training for reps who own pipeline and close deals – a full-system approach to becoming a consistent, confident, high-performing seller.

We cover the entire sales cycle, from outbound to close, with deep training on discovery, objection handling, value positioning, and deal progression. Built for modern AEs who need to navigate complexity, manage stakeholders, and close predictably.

Who It’s For

Full-cycle Account Executives (SMB, Mid-Market, Enterprise)
Sellers responsible for both pipeline generation and deal execution
Companies struggling with rep inconsistency, weak discovery, stalled deal cycles, or low win rates
Sales orgs looking to sharpen execution across the board — from emails to enterprise deals

Common titles this applies to: Account Executive (AE), Territory Manager, Full-Cycle Rep, Business Development Executive, New Business Rep

AE Program

Challenges We Solve

⚠️ Discovery calls lack depth, urgency, and real qualification.

⚠️ Deals stall because reps don’t control the sales process.

⚠️ Proposals don’t tie clearly to pain, ROI, or business outcomes.

⚠️ Reps don’t know how to sell to executives, build champions or multi-thread.

⚠️ Reps waste time on bad-fit accounts that were never real deals.

⚠️ Negotiation is weak – leading to overly discounted pricing and under-reliance on value

AE Program

What It Covers

SECTION 01

Career Ownership & Mindset

SECTION 02

The Fundamentals of the Sales Process

SECTION 03

Pipeline Generation & Prospecting

SECTION 04

Discovery & Needs Assessment

SECTION 05

Solution Overviews & Presenting

SECTION 06

Deal Progression & Closing

Proposal Call Structure
Mutual Evaluation Plans
Closing Sequences
Negotiation Levers: Give/Get
Legal & Procurement Navigation
Transitioning Accounts Cleanly Post-Sale

SECTION 07

Advanced Selling Skills I

SECTION 08

Advanced Selling Skills II

SECTION 09

Program Wrap Up & Capstone

AE Program

Impact, Metrics & Outcomes It Drives

Area

Measurable Impact

Win Rates

Better discovery, ROI delivery, and objection handling increase close rates

Pipeline Coverage

Reps generate more qualified opps and manage long-term deals

Forecast Accuracy

Cleaner pipeline = better commit calls and revenue visibility

Sales Velocity

Shorter cycles through better alignment and mutual plans

Rep Confidence & Execution

Higher deal confidence and call leadership

Manager Coaching Leverage

Reps are more coachable and structured in their approach

Area

Win Rates

Pipeline Coverage

Forecast Accuracy

Sales Velocity

Rep Confidence & Execution

Manager Coaching Leverage

Measurable Impact

Better discovery, ROI delivery, and objection handling increase close rates

Reps generate more qualified opps and manage long-term deals

Cleaner pipeline = better commit calls and revenue visibility

Shorter cycles through better alignment and mutual plans

Higher deal confidence and call leadership

Reps are more coachable and structured in their approach

AE Program

Deal Impact Summary

Each session includes live application of frameworks to real pipeline deals. Here's how deals will be strategically impacted throughout the program:

Session

Deals Touched / Rep

Total Deals Touched (4 Reps)

Session Application Focus

2: Sales Prep & Cycle Planning

1

4 Apply discovery prep framework to an upcoming real call. Build strategic call flow and define what success looks like.

3: Discovery & Objection Prevention

2

8 Analyze 2 stalled or ghosted deals. Identify root causes of objections, create re-engagement plans, and map solutions to pain.

4: Deal Strategy & Pipeline Review

2

8 Evaluate 2 deals using a deal health scorecard. Diagnose gaps, re-align deal progression strategy, and improve forecasting accuracy.

5: MEPs & Closing Sequences

2

8 Apply demo prep + closing frameworks to 2 active deals. Build Mutual Evaluation Plans and run the DG-specific closing sequence.

6: Account Mapping & Multithreading

2

8 Map personas and horsepower across 2 deals. Identify gaps in POC access and develop a plan to engage new buyers and influencers.

Session

2: Sales Prep & Cycle Planning

3: Discovery & Objection Prevention

4: Deal Strategy & Pipeline Review

5: MEPs & Closing Sequences

6: Account Mapping & Multithreading

Deals Touched / Rep

1

2 Total Deals Touched (4 Reps)

4

8 Session Application Focus

Apply discovery prep framework to an upcoming real call. Build strategic call flow and define what success looks like.

Analyze 2 stalled or ghosted deals. Identify root causes of objections, create re-engagement plans, and map solutions to pain.

Evaluate 2 deals using a deal health scorecard. Diagnose gaps, re-align deal progression strategy, and improve forecasting accuracy.

Apply demo prep + closing frameworks to 2 active deals. Build Mutual Evaluation Plans and run the DG-specific closing sequence.

Map personas and horsepower across 2 deals. Identify gaps in POC access and develop a plan to engage new buyers and influencers.

How It’s Delivered

AE Program

Return on Investment

Reps close more deals with less time in pipeline
More reps consistently hit quota, not just top performers
Sales managers spend less time fixing basics and more time leveling up strategy
Company gains a repeatable system for AE development that sticks

AE Program

FAQs

“Will this work for reps with varying levels of experience?” 

Yes, we meet reps where they’re at. Fundamentals for new reps, deeper frameworks for experienced sellers.

“How is this different from traditional sales training?”

Most trainings are one-off events. This is a full-system cohort with live coaching, rep accountability, and personal transformation.

“Will this conflict with our existing sales process?”

No. It complements your playbooks and strengthens execution across whatever process you use.

“Can this scale across teams or geos?”

Yes. We offer team-level rollouts, manager enablement, and train-the-trainer options.

“Do you cover wellness, mindset, and habits too?”