*** Proof of Product ***
Exploring the Essential Features of “Higher Levels – AE Mastery Course”
Program Overview
Prerequisites
Upcoming or actively employed in Account Executive role
The goal
Become a top AE, maximize your earnings, get promoted
Course length
2-12 Months depending
on pre-existing AE tenure
What is it?
AE Mastery is an online course with pre-recorded video training, weekly live Q&A calls, and a community of active top performing tech sales reps. It shows you how to become a top-performing AE, make it to president’s club and maximize your earnings.
Who is it for?
AE Mastery is for Account Executives who are either brand new in role, or who want to scale their career to new heights with predictable systems, automation, and proven strategies. All the course content is taught by verified top-performers.
Where does it happen?
The AE Mastery course is online and consists of training videos, tools, live Q&A calls, and a private community. You complete it online, on your own time, from anywhere in the world.
How does it work?
You watch the videos, complete the action items, and use the provided tools and templates. Ask questions in the community or on the live Q&A calls, follow the process, and get results.
When does it start?
AE Mastery is an online course that starts the moment you enroll. You can complete it on your own time and work as fast or slowly as you wish. You get lifetime access.
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.
Here’s How We’re Gonna Help You Close More Deals
01 Welcome To AE Mastery!
- Welcome from Kris & Eric
- How This Course Works
- Help Higher Levels Stand Out & Improve Your Own Brand
- The AE Mastery Workbook
02 Starting Your AE Journey
- Overview Of Most Common Onboarding Mistakes
- Building Your Internal Brand & Making A Strong First Impression
- Leading Your First Meeting With Your New Colleagues/Managers
- What You Actually Should Be Focusing On During Your Ramp
- Exercise: Account/Territory Planning – Tiering Your Accounts
- Exercise: Understanding & Clearly Articulating Your Target Personas
03 Ramping: Finding & Copying What’s Already Working
- General Framework To Find What’s Working
- Using Salesforce
- Using Salesloft
- Using Outreach
- Reverse-Engineering Closed-Won Deals
- Reverse-Engineering Closed-Lost Deals
- Exercise: Finding What’s Working Inside Your Organization
04 The First Discovery Call
- TEMPLATE: First Call Discovery Outline
- Minute-by-Minute Framework
- Most Common First Call Mistakes
- The Top Things We Need To Uncover During Discovery
- The First Two Minutes: How To Small-Talk The RIGHT Way
- Agenda + First Question
- Active Discovery (Digging Deeper)
- Pitching + Setting Next Steps
- Multi-Threading
- Getting Executive Sponsorship (For Large Deals)
- Recap Email
- OPTIONAL: Pre-Call Email To Expedite Research (For Inbound Leads)
05 The Demo
- TEMPLATE: Demo Call Outline + Slides
- Most Common Demo Mistakes
- Before We Jump In (Recap Deck)
- What To Show First
- Before & After Showing A Feature
- Differentiating Your Product
- Pricing + Setting Next Steps
06 The Trial (POV)
- TEMPLATES: ALL Trial/POV Outlines + Slides
- POV Overview and Common Mistakes
- Managing Your Champion Throughout A POV
- Prep Call
- Kickoff Call
- Check-In Call
- Wrap-Up Call
- Real Example of Denying a Customer a POV
07 Negotiation & Closing
- Most Common Negotiation & Closing Mistakes
- Before You Negotiate: Isolating The Objection
- Negotiation Framework
- Give-Get
- Once You’ve Sent The DocuSign – Give ‘Em A Call
- When To Walk Away
- Handling Pushback Over Email
- When They Ask For A Discount Early
- Increasing Your ACV (Pricing Strategy)
08 AE:SDR Relationship
- What SDRs Expect From AEs In A Partnership (How They Rank You)
09 Common Objections and Overcoming Them
- This Costs Too Much
- We Don’t Have A Timeline But We Want To Test It First
- I’ll Introduce You To Our Executives Later, We’re Not At That Stage Yet
- Let Me Talk Internally And I’ll Get Back To You
- Your Competitor Is Cheaper
- Well… Your Competitor Does [INSERT FEATURE]
- We’re Not Sure It’s The Right Time Right Now
- What Differentiates You From Your Competitor?
10 Getting Ghosted?
- Pick Up The Phone
- Internal Executive Pings
- Ad-Hoc Calendar Invite
- Ghosted Sequence
11 Prospecting
- Prospecting Motions
- Top Prospecting Reports To Create Pipeline
12 Administrative Tasks & Responsibilities
- How To Properly Forecast (Pipeline Hygiene)
- KPIs – Offense & Defense
- Avoiding Internal Meetings
- Time Blocking & Time Management
13 Separating Yourself VS. Other Sales Reps
- Speed
- Creating and Maintaining ‘Frame’ Throughout The Entire Cycle
- Don’t Ask Two Sided Questions
- Build a Strong Relationship with Your Sales Engineer (Solutions Consultant)
- Be Willing To Walk Away From an Unqualified Situation
- Handling Conversations with Multiple Prospects
- Getting Focused on the Wrong Things
14 Systematizing Your Work
- Why it’s Worth Taking the Time to Systematize Your Work
- Mapping Out Your Most Common Scenarios
- Creating Your Templates
Instructors
Eric Finch
2X Presidents Club, Strategic Account Executive, Global #1
Kris Hari
Presidents Club, Top SMB/Mid Market Account Executive, Ex SDR Manager
Ryan Crandall
Ex-Lead Account Executive, 10+ Years of Tech Sales Recruiting Experience
Connor Murray
5X National MVP, Top Enterprise AE, Promoted 5X, Top SDR Manager + Cold Call Coach at Oracle
Benjamin Michaelis
Broke In W/ No Degree/Experience, Went SDR To AE In 11 Months, Now AE at AWS
Please see the full list of alternative group-buy courses available here: https://lunacourse.com/shop/
