B2B Saas Sdr/Ae On Demand Coaching Program
B2B Saas Sdr/Ae On Demand Coaching Program
Published 4/2024
MP4 | Video: h264, 1920x1080 | Audio: AAC, 44.1 KHz
Language: English | Size: 8.38 GB | Duration: 18h 7m
20 Power Hour workshops to help you hit your target - including prospecting, qualification, negotiation and forecasting
What you'll learn
Build empathy and a unique perspective for prospecting
Qualify and open up opportunities
Prepare agendas and manage meetings
Negotiate and anticipate reasons for losing
Forecast effectively for your manager
Requirements
No prior sales experience needed - this is a foundational program
Description
SDRs and AEs - let me help you to consistently smash your target.Want to smash your target and hammer your accelerators? Of course you do!But learning to sell technology, and how to continually exceed your targets can be hard. You need the right guidance, coaching and support every step of the way.Ideally this coaching would come from your manager - but they probably have a big team, and sometimes don't have the experience or time to guide you when you need it most.Think of me like your 24x7 personal coach A coach that you access whenever you need, for whichever problem you need advice on.In this virtual coaching programme I will provide you with step by step mentoring and support to give you specific outcomes depending on what you are working on at any particular time.Need help qualifying an opportunity? I'll help you.Need help requesting customer referrals? I'll help you.Need help planning your negotiation strategy? I'll help you.Need help building your forecast? I'll help you.This coaching programme contains over 20 individual Power Hours that will introduce a subject, provide you with a task, and give you dedicated working time where you will put what you have learned into practice.At the end of each Power Hour you will have an outcome specifically related to your role - your territory, your customers, your opportunities.No theory. No 2 hour videos. Just focused work that helps you be more successful.You will:Make cold callsSend cold emailsRequest customer referralsQualify your pipelinePlan presentationsPrepare negotiation strategiesBuild launch plansand more...Purchasing this product gives you permanent access to the coaching programme and all future Power Hours as I add them in so that you can access them at the point you need help the most.Learning built for the way you want to learnI think of most education - like school - as "push learning" - information forced on you in the hope that one day you might need to know what an oxbow lake is.This programme is "pull learning" where you can access the learning you really want, when you want it and put it straight into use. Think about how you learned to ride a bike, or maybe how you are learning about TikTok or crypto today - short bite-sized learning followed by 'doing'.Don't buy this programme if:You just want to watch videosYou don't want to do any workSomeone has told you have to do this courseIt needs to because you want to exceed your target and you want to do the work to get there.Don't go through this programme module after module. Dive in when you have a specific challenge that you need help with. Let me help you send cold emails. Let me help you qualify a lead in or out. Let me help you prepare for a presentation.Specifically you will have access to:Available todayBuilding empathy with your customersBuilding a unique perspectiveCreating content for prospectingPreparing for a cold calling blockSending cold emailsRequesting referralsBuilding a prospecting calendarQualifying opportunitiesCreating discovery questionsCreating a meeting agendaPreparing a presentationDelivering a presentation dry runCreating video contentBuilding an opportunity canvasInjecting urgency into your opportunitiesPlanning a negotiation strategyConducting a loss preview (not review!)Clearing your calendar to focus on valuable activitiesBuilding your forecastBuilding an account canvasEach Power Hour contains a one hour virtual coaching session, its own worksheets, and tasks that will leave you with an outcome at the end.Have a specific challenge to overcome? - find the relevant Power Hour and let me coach you through it.Repeatable coachingYou don't only prospect once. You don't only negotiate once. These Power Hours are designed to be used again and again - helping support you and guide you through whether it is the first or the fiftieth time you are using them.Frequently Asked QuestionsWho is this programme for?This programme is designed for SDRs preparing to move into their first SaaS AE role, or first time SaaS AEs who are looking to consistently hit their target. It will provide you with the foundational knowledge and coaching to be successful.It is relevant to any customer segment but assumes you are likely selling into SMB or Mid-Market rather than Enterprise.If you are already a successful seller then you may find much of the content covers strategies and techniques that you already know.How long is the programme?This is different to most online courses. You are not expected to sit in front of your computer and push through video after video.Instead, it is "pull learning" where you can access the specific content you need when you need it.If you do want structure, we've provided a list of 5 essential sessions to follow, and this totals just 3 hours of your time.When should I do the coaching?Because it is up to you which sessions you do and when you should create a habit around when you engage in the coaching.Depending on whether you work best in the morning, evening, or weekends, I recommend you schedule in one hour to your calendar once or twice a week, and use that planned time to open up your next coaching session.You have to own your commitment to getting these outcomes.Do I have to do the working sessions?No you don't. But each of the working sessions is designed to give you a specific outcome related to your territory, accounts and opportunities. The best learning is when you actually do something (ride a bike, post a TikTok, invest in shares) and that is what these sessions are designed to help you with.If you just want to listen - then you might prefer the audiobook version of How To Sell Tech.Why should I listen to you?I've been in tech sales for over 20 years - I've sold SaaS, services and networking to SMB's, Mid-Market, and global Enterprises. I've sold direct and via channels. I've been an individual contributor and a VP Sales.Over that time I have built out a set of frameworks and templates that have helped me to automate and accelerate a lot of my work and exceed my targets resulting in being a top performer in most years and with multiple President's Club trips.I've published the book How To Sell Tech which gives you the theory, and in this coaching programme I am going to help you to put the frameworks into practice. Why don't you run these as live sessions?Live sessions (also called cohort-based courses) are fantastic for accountability and community. But for many salespeople they just want the answer to their question now. I've designed these sessions to be as close to live as possible, but with the benefit you can access them whenever you want and as many times as you want.Successful salespeople are good at managing their time so as you build out your plan to smash your target - managing your own accountability for this programme should be step one.What if I have a question?Just email me at charlie@howtosellacademy.comI will be happy to help.
Overview
Section 1: Introduction
Lecture 1 Welcome- what this program is and how it can help you
Lecture 2 How to schedule your sessions
Section 2: The Power Hours
Lecture 3 Building Empathy
Lecture 4 Building your Unique Perspective
Lecture 5 Preparing for a Cold Calling block
Lecture 6 Sending Cold Emails
Lecture 7 Requesting Referrals
Lecture 8 Building a Prospecting Calendar
Lecture 9 Creating Content
Lecture 10 Creating Discovery Questions
Lecture 11 Qualifying Opportunities
Lecture 12 Creating a Meeting Agenda
Lecture 13 Preparing a Presentation
Lecture 14 Delivering a Presentation Dry Run
Lecture 15 Creating Asynchronous Video
Lecture 16 Building an Opportunity Canvas
Lecture 17 Building a Launch Plan
Lecture 18 Injecting Urgency into an Opportunity
Lecture 19 Planning a Negotiation
Lecture 20 Building your Forecast
Lecture 21 Building an Account Canvas
Lecture 22 Clearing your Calendar
Lecture 23 Conducting a Loss Preview
B2B SaaS SDRs, BDRs, and AEs in their first sales role
HOMEPAGE
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