Program Overview
Prerequisites
Upcoming or actively employed in SDR/BDR role
The goal
Become a top performing SDR & get promoted to AE
Course length
2-12 Months depending on pre-existing SDR tenure
Course format
100% Remote & self-paced w/ lifetime support
How it works
Pillar 1: Territory planning framework
Pillar 2: Discovery, demo & trial mastery
Pillar 3: Objection handling
Pillar 4: Negotiation & closing
Pillar 5: Top prospecting sequences library
Pillar 6: Systematizing & freeing up time
Here’s How We’re Gonna Help You Close More Deals
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
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
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
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)
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
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
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)
Landing Multi-Year Agreements
OPTIONAL: Presenting & Leveraging A Proposal Deck
AE:SDR Relationship
What SDRs Expect From AEs In A Partnership (How They Rank You)
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?
Getting Ghosted?
Pick Up The Phone
Internal Executive Pings
Ad-Hoc Calendar Invite
Ghosted Sequence
Prospecting
Prospecting Motions
Top Prospecting Reports To Create Pipeline
Administrative Tasks & Responsibilities
How To Properly Forecast (Pipeline Hygiene)
KPIs - Offense & Defense
Avoiding Internal Meetings
Time Blocking & Time Management
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
Systematizing Your Work
Why it's Worth Taking the Time to Systematize Your Work
Mapping Out Your Most Common Scenarios
Creating Your Templates
Get Certified
Complete the AE Mastery course and receive a recognized certificate that you can attach directly on your LinkedIn and resume.
Instructors
Trusted By Top Performers At
Let’s Turn You Into A Top AE
We only work with a limited number of students at once to ensure top-tier support & coaching Secure your spot today and start the next exciting chapter of your career!
4 x $
4 x $199
175
6 bi-weekly payments
3
$
$695
595
3
Our 100% Money-Back Guarantee
We stand behind the fact that our methods & frameworks are battle-tested & proven and offer a 100% money back guarantee.
Our only ask is you actually do the work 😉 “Do the work” involves (a) completing the core module exercises, (b) show up to at least two live coaching calls and (c) actively apply the strategies outlined in the course. If you’ve done those things, and for whatever reason aren’t seeing results, we will happily refund your entire payment.
We Let The Results Speak For Themselves
Our students aren't just satisfied with the training; they are now top-performing sales reps at some of the best tech companies in the world, making serious money. And yes, you’re next.
Frequently Asked Questions
You’ve got questions. Good. We have answers.
Do I need a college degree?
No. We have worked with numerous students that did not have a degree and were able to break in and become top performers just fine.
If you're willing to work hard and put in the work, it's realistic for you to break in regardless of your past experience.
What salary do your graduates achieve?
This is all relative to when you started the course and what your internal situation look like. Typically, we get you laser focused on the elements that are necessary for promotion in your third quarter of being in seat, meaning you can expect a promotion between 9-14 months of being an SDR.
If you’re not eligible for promotion yet, no worries, we’ll teach you everything you need to know to in order to become a top performing rep & how to position yourself as a no-brainer candidate for any future open AE seats.
What are your instructor’s credentials?
It's hybrid. What that means is that It’s pre-recorded, enhanced, and loaded with additional resources to provide you the most value and flexibility to take this at your own pace, when you want to.
On top of this, there are also unlimited weekly mentoring sessions included. These are optional sessions where you have the opportunity to get guidance & feedback directly from the instructors and other top performing sales reps. While we highly suggest you take advantage of these, they are non-mandatory & always available to you free of charge.
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Start Crushing Your Quota, Today.
If becoming a top AE & maximizing earnings is the goal, we're here to make that a reality. We're ready when you are.