AE 101 Sales Basics course – Never Give Another Bad Demo!

Sales Development Consulting

Course schedule for new B2B Sales Account Executives focusing on the fundamentals of effective selling is essential. This course will not only cover the basics of running sales calls but also delve into understanding prospects’ pain points, diagnosing problems, offering the right solutions, and gaining agreement to move forward. Here’s a proposed schedule:

One-Day Course Schedule for New B2B Sales Account Executives

8:30 AM – 9:00 AM: Registration and Welcome Coffee

  • Objective: Ice breaking and networking among participants.
  • Activities: Introduction to the course objectives, facilitators, and participants.

9:00 AM – 10:30 AM: Module 1: Understanding B2B Sales Fundamentals

  • Objective: To introduce the basics of B2B sales, differentiating it from B2C sales, and emphasizing the importance of a consultative approach.
  • Activities: Interactive presentation, group discussions on B2B sales experiences, and Q&A session.

10:30 AM – 10:45 AM: Break

  • Objective: Short rest and networking opportunity.
  • Activities: Informal discussions and refreshments.

10:45 AM – 12:15 PM: Module 2: Identifying and Understanding Prospect Pain Points

  • Objective: Teach how to identify and empathize with prospect pain points effectively.
  • Activities: Role-playing exercises, case study analysis, and best practices for asking open-ended questions to uncover deep insights.

12:15 PM – 1:15 PM: Lunch

1:15 PM – 2:45 PM: Module 3: Diagnosing Problems and Crafting Solutions

  • Objective: Equip participants with the skills to diagnose problems accurately and develop tailored solutions.
  • Activities: Workshop on using consultative selling techniques to create value propositions that resonate with the prospects’ needs.

2:45 PM – 3:00 PM: Coffee Break

  • Objective: Short rest and opportunity for informal discussions.
  • Activities: Refreshments and networking.

3:00 PM – 4:30 PM: Module 4: Effective Demo Presentations

  • Objective: Guide on conducting impactful demos that focus on the solutions to the prospects’ problems.
  • Activities: Hands-on demo practice sessions with peer and instructor feedback, highlighting the do’s and don’ts of successful demos.

 4:30 PM – 5:30 PM: Module 5: Gaining Agreement and Next Steps

  • Objective: Teach techniques for closing the conversation with a clear path forward, including how to handle objections and gain agreement.
  • Activities: Role-playing critical scenarios, group discussions on overcoming common objections, and strategies for following up effectively.

5:30 PM – 6:00 PM: Course Wrap-up and Feedback

  • Objective: Summarize the day’s learning, address any remaining questions, and collect participant feedback.
  • Activities: Recap of key takeaways, feedback forms, and discussion on applying learnings to real-world scenarios.

Post-Course Activities (Optional)

  • Follow-up Materials: Distribute resources such as reading materials, cheat sheets, and recorded sessions for further learning.
  • Community Engagement: Invite to a private forum (Tenbound Plus)  for ongoing support and knowledge sharing among peers and instructors.

This schedule is designed to be intensive yet engaging, incorporating a mix of theoretical understanding and practical application. Adjustments can be made based on the specific needs and prior knowledge of the participants.