A tailored course, built for your situation
Mastering Revenue Execution for High-Growth Account Executives
Build a repeatable sales engine that compounds across quarters
$199 one-time
30-day money-back guarantee
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12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
Deal momentum that stalls between renewal and upsell
The situation this course is for
High-performing AEs often struggle to convert closed-won accounts into predictable expansion pathways. The absence of a structured post-close rhythm means missed cross-sell triggers, weak stakeholder mapping over time, and referral pipelines that rely on luck rather than design. This course tackles the invisible gap between first deal and compound growth.
Who this is for
High-growth Account Executive in enterprise SaaS, focused on expansion, renewal, and referral leverage within existing accounts
Who this is not for
This is not for SDRs, BDRs, or reps in transactional sales environments where deal cycles are under 30 days and expansion is not part of the role.
What you walk away with
- Design a post-close engagement pattern that activates expansion triggers
- Build a stakeholder network map that deepens with every interaction
- Generate referral leads systematically from each closed account
- Create a client health dashboard that anticipates renewal risk
- Develop a compounding account strategy that reduces reliance on new logo acquisition
The 12 modules (with all 144 chapters)
Module 1. The Compound Growth Mindset for Account Executives
Shift from transactional quota-chasing to strategic account ownership. This module introduces the philosophy of compounding value across touchpoints, client interactions, and renewal cycles. Learn how top performers treat each deal as the first installment of a long-term revenue stream.
12 chapters in this module
- Defining compound growth in enterprise sales
- The difference between deal wins and account momentum
- How top-quartile AEs structure long-term engagement
- The role of trust velocity in expansion
- Mapping effort to lifetime account value
- Avoiding the 'one-and-done' client trap
- Building habits that scale across your portfolio
- Tracking leading indicators of compounding success
- Creating feedback loops from client outcomes
- Aligning with internal partners for sustained growth
- Benchmarking your current compounding efficiency
- Setting your 12-month expansion target
Module 2. Client Onboarding as a Growth Accelerator
Transform onboarding from a handoff to a strategic launchpad. This module shows how to embed expansion triggers into early client experiences, ensuring momentum continues post-signature.
12 chapters in this module
- Designing the first 30-day client experience
- Identifying expansion signals during implementation
- Aligning on measurable outcomes early
- Incorporating stakeholder discovery into onboarding
- Setting the stage for upsell conversations
- Creating a shared success plan with the client
- Tracking adoption as a leading expansion indicator
- Using onboarding to identify power users
- Introducing cross-functional value early
- Documenting initial pain points for future resolution
- Coordinating with customer success for continuity
- Measuring onboarding impact on renewal likelihood
Module 3. Stakeholder Network Mapping Across Renewal Cycles
Go beyond the champion. Learn how to systematically expand your network within client organizations, ensuring continuity and influence even during leadership changes.
12 chapters in this module
- The anatomy of a high-leverage stakeholder map
- Identifying decision influencers vs. budget holders
- Tracking stakeholder sentiment over time
- Expanding access to economic buyers
- Documenting relationships with org charts
- Using project involvement to meet new stakeholders
- Mapping stakeholder goals to product capabilities
- Nurturing relationships between touchpoints
- Handling stakeholder turnover without losing momentum
- Leveraging professional development events for access
- Creating value-based outreach sequences
- Validating your map against renewal risk
Module 4. Designing the Post-Close Account Review
Turn the routine check-in into a strategic growth engine. This module walks through building a repeatable, high-impact account review that surfaces expansion opportunities and strengthens trust.
12 chapters in this module
- Structuring the 90-day post-close review
- Aligning the review agenda with client outcomes
- Presenting impact using client-specific metrics
- Highlighting underutilized features as upsell paths
- Incorporating peer testimonials and case studies
- Gathering feedback that informs product adoption
- Documenting expansion opportunities in real time
- Co-creating a roadmap for next-phase investment
- Using the review to introduce new stakeholders
- Preparing internal stakeholders for alignment
- Creating a reusable review template for your territory
- Measuring review impact on expansion conversion
Module 5. Expansion Trigger Detection and Activation
Stop guessing when to upsell. Learn how to identify and act on real-time signals that indicate a client is ready for more.
12 chapters in this module
- Common behavioral triggers for expansion
- Usage thresholds that signal readiness
- Organizational changes that create opportunity
- Budget cycle timing and forecasting
- Tracking team growth within client accounts
- Monitoring feature adoption patterns
- Identifying support ticket trends as triggers
- Using renewal timelines to front-load conversations
- Creating trigger-based outreach sequences
- Aligning with product teams for joint outreach
- Prioritizing accounts based on trigger density
- Validating expansion fit before the pitch
Module 6. Referral Engine Design for Enterprise Accounts
Make referrals predictable, not random. This module teaches how to embed referral generation into every phase of the client journey.
12 chapters in this module
- The psychology of client willingness to refer
- Designing referral requests into success milestones
- Identifying natural peer networks within industries
- Creating case study-ready client stories
- Using testimonials as social proof for new leads
- Timing referral asks for maximum impact
- Offering reciprocal value for introductions
- Tracking referral source quality and conversion
- Building a portfolio of referenceable clients
- Incentivizing internal teams to support referrals
- Measuring your referral yield per closed account
- Scaling referrals without sounding transactional
Module 7. Client Health Scoring for Renewal Assurance
Move beyond gut feel. Build a data-informed health score that predicts renewal risk and guides intervention timing.
12 chapters in this module
- Defining the components of client health
- Quantifying adoption, usage, and engagement
- Incorporating support and success feedback
- Tracking executive sentiment and access
- Assigning weights to different risk factors
- Creating a simple scoring dashboard
- Setting thresholds for proactive outreach
- Using health scores to prioritize your time
- Sharing insights with customer success teams
- Updating scores quarterly or post-review
- Benchmarking health across your portfolio
- Linking health score to expansion potential
Module 8. Cross-Functional Alignment for Expansion
Break silos. Learn how to align customer success, support, and product teams to amplify your expansion efforts and deliver seamless client experiences.
12 chapters in this module
- Mapping internal stakeholders in your org
- Creating shared goals with customer success
- Coordinating messaging across touchpoints
- Using joint business reviews effectively
- Sharing client feedback with product teams
- Leveraging support insights for expansion
- Aligning on renewal and upsell timelines
- Running internal account alignment meetings
- Documenting roles in expansion handoffs
- Measuring team alignment impact on outcomes
- Resolving internal friction quickly
- Building trust across functions
Module 9. Renewal as a Strategic Growth Lever
Don't treat renewal as maintenance. This module shows how to use renewal conversations to reset scope, expand footprint, and lock in multi-year commitments.
12 chapters in this module
- Reframing renewal from cost to value
- Preparing expansion options alongside renewal terms
- Using renewal to correct under-deployment
- Introducing new modules during renegotiation
- Structuring multi-year deals with incentives
- Handling price discussions with confidence
- Documenting value delivered since go-live
- Anticipating client objections and countering them
- Aligning legal and finance early in the process
- Creating a renewal playbook for consistency
- Measuring renewal expansion rate
- Using renewals to deepen executive access
Module 10. Territory Strategy for Compounding Growth
Optimize your territory by focusing on accounts with the highest compounding potential. Learn how to allocate time and resources for maximum long-term return.
12 chapters in this module
- Segmenting accounts by expansion potential
- Identifying 'core compounders' in your portfolio
- Balancing new logo acquisition with expansion
- Time allocation based on growth trajectory
- Using data to deprioritize stagnation accounts
- Creating a 12-month account progression plan
- Forecasting compound growth by account
- Aligning with sales leadership on strategy
- Measuring territory health beyond quarterly quota
- Adjusting approach based on market shifts
- Leveraging industry trends for positioning
- Documenting and refining your strategy quarterly
Module 11. Building a Personal IP Library for Sales Excellence
Capture and reuse your best work. This module teaches how to systematize your insights, templates, and playbooks so they compound across deals and years.
12 chapters in this module
- The value of personal intellectual property in sales
- Documenting winning pitch sequences
- Creating reusable outcome-based presentations
- Saving successful email templates and sequences
- Building a repository of client success stories
- Capturing negotiation tactics that work
- Organizing assets for quick retrieval
- Updating content based on new wins
- Sharing selectively with internal teams
- Using your library to train new reps
- Measuring reuse frequency and impact
- Protecting confidentiality while reusing content
Module 12. The Compounding Account Executive's Playbook
Synthesize everything into a living, evolving playbook that grows smarter with every deal. This final module delivers the framework for sustained, compounding success.
12 chapters in this module
- Integrating all 11 prior modules into one system
- Creating your master account progression timeline
- Automating reminders for key touchpoints
- Reviewing and refining your playbook quarterly
- Measuring total account value growth over time
- Tracking personal efficiency gains
- Demonstrating impact to sales leadership
- Preparing for promotion or role expansion
- Mentoring others using your system
- Continuously adding new templates and insights
- Aligning your playbook with company goals
- Setting your next-level compounding target
How this maps to your situation
- Post-close momentum
- Stakeholder expansion
- Renewal leverage
- Personal efficiency
Before vs. after
Before
Deals start and stop independently, referral leads are sporadic, and renewal conversations feel reactive.
After
Each closed account becomes a growth engine, stakeholder networks deepen over time, and expansion feels predictable and repeatable.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: 90 minutes per week for four weeks, with flexible pacing. Most students complete the course in 5-6 weeks.
If nothing changes
Without a compounding strategy, you'll remain dependent on new logo acquisition, face higher churn risk, and miss promotion opportunities that favor strategic account owners.
How this compares to the alternatives
Generic sales training focuses on cold outreach and closing. This course is exclusively for AEs who already close deals but want to systematize expansion, referrals, and renewal leverage across their existing book of business.
Frequently asked
Is this course for new AEs or seasoned reps?
This is for AEs with at least one year of closed-won experience who want to move beyond quota-chasing to strategic account ownership.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Do I need to use any specific CRM or tool?
No. The frameworks are tool-agnostic and can be applied in any environment, including Salesforce, HubSpot, or custom systems.
$199 one-time. 90 minutes per week for four weeks, with flexible pacing. Most students complete the course in 5-6 weeks..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours