The Upmarket AE Blueprint
Use our enterprise sales course to level up your skills and become a strategic enterprise seller
THE SOFTWARE SALES BLUEPRINT EBOOK
$9.99
most popular
- Understanding software & its value
- What is SaaS sales?
- The primary objective of a SaaS organization
- The BDR & downmarket AE role
- The upmarket AE role
Learn Software Sales Skills & Build Your Career
Learn from the pros by building your core software sales skills, getting certified and then getting placed by Software Sales University
SOFTWARE SALES: THE OFFICIAL GUIDE
BOOK FROM AMAZON.COM
$99.99
most popular
- Software & its value
- Understanding SaaS
- Process transformation
- Understanding integrations
- Understanding automation
Software Sales Career Solutions
Your all-in-one software sales solution
Sign up now and get started with your software sales career
Learn
Learn core, SDR, AE and enterprise AE in order to develop the prerequisites to getting certified
Get Certified
Get certified within the career blueprint that you seek to build a career in
Get Hired
Allow Software Sales University to place you into a role consistent with your certified career blueprint
THE UPMARKET AE BLUEPRINT MINI-COURSE
$149.99
most popular
- Enterprise AE mindset
- Enterprise sales process
- Understanding enterprise analytics
- Learn to coauthor the ROI model and KPIs to prove out success
- Level up your career and become a strategic seller
The Upmarket AE Blueprint Curriculum
MODULE I: WHAT IS ENTERPRISE SAAS SALES?
Understand the primary objective in SaaS sales and how to get there in the upmarket AE role
MODULE II: THE UPMARKET AE ROLE
Understand the goal of the upmarket AE and how to win in the role with the enterprise sales process
MODULE III: WINNING IN OUTBOUND
Being prepared for an outbound motion in addition to inbound
MODULE IV: STRATEGIC PREPARATION FOR MEETINGS
Being prepared for meetings with a proper slide decks that is customized/personalized
MODULE V: DISCOVERY
Winning strategic & deep discovery in the enterprise sales process
MODULE VI: DEMO
Using what we learned in discovery to have a winning demo and work along side your sales engineer (SE)
MODULE VII: BUILDING A COST OF INACTION & ROI
Learn how to get organizations to change
MODULE VIII: THE PROPOSAL MEETING
How to structure a proposal according to what are must haves vs. nice to haves
MODULE IX: STRUCTURING PILOTS & KPIs
How to land initial relationships that get proven out over time
MODULE X: THE ROLE OF AN ACCOUNT EXECUTIVE
Learn the role of an account executive as it relates to use case building, pre-demoing and the commitment process
MODULE XI: BDR vs. AE
Learn the difference between the BDR role and the AE role
MODULE XII: DOWNMARKET SOFTWARE SALES vs. UPMARKET SOFTWARE SALES
Learn the difference between downmarket SaaS sales and upmarket SaaS sales
MODULE XIII: THE AE AS A DOCTOR OF PROCESS TRANSFORMATION
Learn where the AE fits into process transformation
MODULE XIV: THE SOFTWARE SALES FRAMEWORK
Learn about the SaaS sales framework
MODULE XV: THE PROCESS CHANGE TRIANGLE
Learn the framework for process analysis, the process change triangle
MODULE XVI: HOW PROCESS ANALYSIS & PROCESS TRANSFORMATION FIT TOGETHER
Learn how process analysis and process transformation fit together
MODULE XVII: SOLUTION MAPPING AS A PART OF PROCESS TRANSFORMATION
Learn where solution mapping fits into process transformation
MODULE XVIII: USE CASE BUILDING & THE ACCOUNT EXECUTIVE
Learn one of the most important roles of the account executive, use case building
MODULE XIX: HOW DISCOVERY & DEMO FIT TOGETHER
Learn how discovery & demo fit together with the use case (process analysis & solution map)
MODULE XX: THE THREE LINKAGES OF CHANGING A PROCESS NOW
Learn the linkages of the process change triangle
MODULE XXI: THE BUYING PARADIGM
Learn the importance of coauthoring a buying paradigm in proposal generation
MODULE XXII: THE COST OF INACTION
Learn the importance of quantifying the cost of inaction
MODULE XXIII: DISCOVERY AS PROCESS ANALYSIS
Learn about discovery in the context of process analysis
MODULE XXIV: THE SAAS SALES PROCESS
Learn about the SaaS sales process
MODULE XXV: THE DOWNMARKET SAAS SALES PROCESS VS. UPMARKET SAAS SALES PROCESS
Learn the difference between the downmarket process and the upmarket processs
MODULE XXVI: THE UPMARKET AE PLAYBOOK
Learn the upmarket AE playbook
MODULE XXVII: THE COMMITMENT PROCESS & CLOSING
Learn the process of committing and gaining commitment
MODULE XXVIII: DEMOING THE PRODUCT
Learn the process and framework for demoing the product
MODULE XXIX: THE CONTRACTING PROCESS
Learn the contracting process as a part of the commitment process
MODULE XXX: INDUSTRY SPECIALIZATIONS
Learn industry specializations including healthcare, property management, home services, financial services, automotive
MODULE XXXI: STRENGTHENING THE QUALITY OF PIPELINE
Learn how to strengthen the quality of pipeline
Get Your Software Sales Career Started Today
Get started learning today in order to build out the core skills according to your career blueprint and then let Software Sales University work to get you placed into a job with our career partners
