What sales training courses would you recommend for AEs?
5
CoorsKing
WR Officer
8
Retired King of the Coors Knights
Negotiating and public speaking. But make sure they are NOT taught by a “sales leader”. I have yet to find good “all inclusive” sales training. It’s always a failed rep who now makes a living by being the loudest speaker. The best courses/trainings/speakers I have ever taken/listened to that actually made an impact were third party courses or talks designed around 1 specific skill each.
Do.it.for.the.checks
Politicker
0
Account Executive
Cough*Gary V*cough
CoorsKing
WR Officer
4
Retired King of the Coors Knights
Gary V likes O’Douls
CuriousFox
WR Officer
0
🦊
Omg I am DECEASED ☠
BillyHoyle
Tycoon
4
Senior Account Executive
Sandler is probably the most widely known across the sales world (at least has been in my experience in SaaS).
I've personally got the most out of John Barrows.
I've personally got the most out of John Barrows.
Diablo
Politicker
1
Sr. AE
Second that
saaskicker
Celebrated Contributor
1
Enterprise AE
HBS has a program on negotiation that comes with a certificate. I enjoyed it, my company paid for it, it's also a great resume fluffer so recruiters/hiring managers see you "go the extra mile to hone your skills" or whatever.
jefe
Arsonist
2
🍁
Great that it was paid for. Any idea of the cost?
saaskicker
Celebrated Contributor
1
Enterprise AE
$3k ish
jefe
Arsonist
2
🍁
Thanks, not as bad as I thought.
Do.it.for.the.checks
Politicker
0
Account Executive
I dont believe in "courses". Sales is about small incremental improvements and most of these are get rich quick or the easy way out.
I think some good books are The Challenger Sale, The Challenger Customer, The New Solution Selling, SPIN Selling, and pretty much anything by Malcolm Gladwell.
I highly recommend 30 minutes to Presidents Club Podcast.
But in general try to learn the concepts of the major strategies MEDDIC, Miller Heiman, Challenger, Sandler, Strategic Selling, and Customer Centric Selling. From there add the pieces you like and cut those you dont
I think some good books are The Challenger Sale, The Challenger Customer, The New Solution Selling, SPIN Selling, and pretty much anything by Malcolm Gladwell.
I highly recommend 30 minutes to Presidents Club Podcast.
But in general try to learn the concepts of the major strategies MEDDIC, Miller Heiman, Challenger, Sandler, Strategic Selling, and Customer Centric Selling. From there add the pieces you like and cut those you dont
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