Sales Execution
for Account Executives

SELF PACED VIDEO COURSE

Build stronger pipeline, manage complex opportunities and close more business with greater confidence and consistency.

Benchmarks from RepVue place average AE quota attainment at 40% to 42%

Develop the practical frameworks, habits and commercial judgement used by successful Account Executives to build predictable pipeline, manage complex opportunities and consistently deliver revenue. Built from real-world SaaS leadership experience, this programme focuses on practical execution not generic sales theory.

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GRADUATE ENTERPRISES:

THERE IS HOPE

Revenue Isn't an Accident.

It's the Result of Disciplined Commercial Execution.

Most Account Executives don't fail because they lack effort. They fail because nobody ever taught them a repeatable system for success.

They're expected to prospect into new accounts, run effective discovery, qualify opportunities, engage multiple stakeholders, forecast accurately and consistently hit target yet many are left to learn through trial and error.

The result is familiar:

Inconsistent pipeline	Deals that stall unexpectedly
Pressure to hit target without a repeatable process	Missed opportunities that could have been won
Forecasts that change every month

This course designed for Account Executives changes that

Rather than exposing your Account Executives to isolated sales techniques, give them a shared commercial operating system that improves decision-making, builds confidence and creates greater consistency across your team.

Whether you are onboarding new Account Executives or developing experienced sellers, the programme gives them proven frameworks they can apply immediately across their territories, pipeline, opportunities and customer conversations. The result is a more disciplined and commercially effective team with a consistent approach that is easier to coach and lead.

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Your AE's Will Benefit from This Programme If...

✓ Your AE's struggle to focus on the accounts and opportunities that matter most.

✓ Forecasts are driven by optimism rather than clear customer evidence.

✓ Deals drift because qualification and next steps lack structure

✓ Sales managers spend too much time correcting inconsistent behaviours

✓ Pipeline coverage and revenue performance remain unpredictable

LETS GET STARTED

Are You Ready to Build a More Consistent, High-Performing Sales Team?

This self-paced video programme gives your people a practical operating system for succeeding as Account Executives. Whether they sell SaaS, technology or another B2B solution, the principles, frameworks and processes help them execute with greater structure, confidence and commercial discipline.

This programme is designed for sales leaders who want to:

• Onboard new Account Executives with a clear and consistent approach
• Help existing Account Executives improve performance and reach target more consistently
• Prepare high-potential CSMs, BDRs, SDRs, BDMs and Account Managers to progress into an Account Executive role.

What's Included In The Course...

PLAYBOOK 1 - 7 Lessons

Building Your Territory

Define where to focus, which accounts matter most, and how to turn territory planning into daily selling behaviour. AE's will learn:

Mapping your territory by opportunity
Defining your ICP and assessment of account potential
How to build a weekly territory rhythm and turn it into daily selling behaviour

PLAYBOOK 2 - 7 Lessons

Creating Pipeline

Build pipeline from deliberate commercial actions instead of hope, habit, or random prospecting. AE's will learn:

How to choose the right prospecting lanes
How to write outreach that earns attention
How to build a pipeline number from the revenue number

PLAYBOOK 3 - 7 Lessons

Discovery & Qualification

Run stronger commercial conversations by understanding situation, pressure, consequences, value, and decision path. AE's will learn:

Discovery call purpose and qualification
Asking consequence questions without being dramatic
BANT and understanding value before presenting

PLAYBOOK 4 - 10 Lessons

Applying Meddpic

Qualify opportunities using evidence of fit, need, timing, value, access, and decision reality, AE's will learn:

How to run a Meddpic qualification without being obvious
When to use Meddpic and when to qualify out
How to identify, quantify and articulate business pain

PLAYBOOK 5 - 8 Lessons

Complex Deals

Keeping on top of multiple large or complex deals is an art especially when there is a competitive situation, AE's will learn:

Why complex deals drift and how to control them
How to use 'sales gating' to align with the customers buying process
How to use POD's (virtual teams) to drive deal progression

PLAYBOOK 6 - 7 Lessons

Consistent Closing

Consistent closers rely on several techniques to remove risk and surprises from their deals. AE's will learn:

Presenting pricing early with commercial confidence
Negotiation tips to avoid giving away margin too early
How make the post close handover a success

PLAYBOOK 7 - 7 Lessons

7 Revenue Traps

Run stronger commercial conversations by understanding situation, pressure, consequences, value, and decision path. AE's will learn:

Discovery call purpose and qualification
Asking consequence questions without being dramatic
BANT and understanding value before presenting

This Course Is For Your Team If...

They struggle to identify which deals to focus on

They lack the confidence to forecast deals

They rely on hope when closing business

You are considering individual or team PIP's

They constantly miss the revenue target

YES, I WANT IN!

NICE TO MEET YOU

I'm Dean Ward

I started my career as an Account Executive over 25 years ago and progressed through every stage of the sales profession to become a Chief Revenue Officer.

Along the way I've helped some of the world's leading technology companies build high performing sales teams, win complex enterprise deals and deliver predictable revenue growth.

Everything you'll learn in this course comes from real enterprise sales experience. The frameworks, techniques and commercial disciplines have been refined over hundreds of customer engagements and are designed to help you build stronger pipeline, navigate complex buying cycles and consistently win more business.

My mission is simple. To give ambitious Account Executives the commercial operating system I wish I'd had when I started my own sales career.

"Working with Dean has been transformational. We have reduced our sales cycle from 4 months to 6 weeks. I'm not a natural salesman as I'm a Chef so learning how to run a sales cycle has been transformational"

- Johnny Hazel
CheckMate Software

"Thanks to Dean's course we now have clarity on our ICP and have transitioned to a value sale. We've taken some GTM consulting advice from Dean and the results have been impressive. Smashing our sales targets."

- Steve Dampier
Our Echo

"I had no clue how to take myself out of the sales process and make it repeatable for others. Thanks to Dean's we now have proper territory plans and Meddpic has helped us qualify better and faster."

- Louis Werth
Care Research

GET ACCESS TODAY & START LEARNING!