Account Based Selling for AEs Account Based Selling for AEs
SIA Coaches
Area Vice President, Enterprise Sales
Salesloft
Regional Vice President, Enterprise Sales
Salesloft
  • Description
  • Course Syllabus
  • Coach Information
About this course

This course will get you to grips with the skills and knowledge required to accelerate your deals as an AE. Starting with an understanding of how and why we use an account-based sales approach, we will explore how to effectively segment your accounts into tiers and the appropriate strategy for selling to each tier. We build on this by learning how to create an account plan, and how to rally your internal team to execute your plan. This course will provide you with many actionable insights to put into practice straightaway.

This course has been designed for AEs with 2-3 years+ of experience selling solutions that impact multiple people across an organization.
What impact this course will have:
  • How to segment your market to define the multithreaded approach
  • How to build an account plan to make sure the right message reaches the right audience
  • How to rally your internal team
  • How to accelerate deals as an AE
Course Syllabus
September 6 2022
1/4
Class 1 | What is account based selling and why is it important?

 

By the end of this class, you will be able to…

  • Define account-based selling
  • Determine which type of deals would benefit from account-based selling techniques
  • Develop a framework to approach account based selling techniques
September 8 2022
2/4
Class 2 | Setting your plan

 

By the end of this class, you will be able to…

  • Determine how to tier each of your accounts
  • Identify the buying signals to build a hypothesis for your accounts
  • Summarize account-level and individual-level research for your accounts
September 13 2022
3/4
Class 3 | Executing your Plan

 

By the end of this class, you will be able to…

  • Define and apply engagement for different channels
  • Leverage your potential champions for maximum impact
  • Customize your engagement at the account and individual level
September 15 2022
4/4
Class 4 | Rallying the Internal Team

 

By the end of this class, you will be able to…

  • Identify how to manage and organize your internal 360 team
  • Determine how to prep you internal executives and work with your cross-functional team
  • Explain the metrics that matter for your success
Coach Information
Area Vice President, Enterprise Sales
Salesloft
Amanda Georgoff is the AVP of Enterprise Sales at Salesloft. In her role, she oversees a team of RVPs and their full-cycle AEs responsible for new logo acquisition and expansion with enterprise accounts. Amanda spent 15+ years as an individual contri...
Regional Vice President, Enterprise Sales
Salesloft
Sean leads a team of enterprise sellers at Salesloft where he has a passion for team selling and creating an unparalleled buying experience. Prior to that, Sean has been a top performing account executive, SDR leader, and SDR. He lives in Portsmouth,...