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GEN9840 Mastering Solution Selling for Enterprise Account Executives

$199.00
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A tailored course, built for your situation

Mastering Solution Selling for Enterprise Account Executives

Turn complex sales cycles into predictable, high-velocity outcomes with a repeatable methodology rooted in buyer psychology and stakeholder alignment

$199 one-time
30-day money-back guarantee Verified against latest insights, updated access provided within 24h

Each order is checked and updated against the latest insights before delivery. That is why access takes up to 24 hours rather than being instant.

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 dossiers that collapse under stakeholder scrutiny or require endless rewrites during quarter-end

The situation this course is for

Enterprise Account Executives spend 50+ hours per deal assembling narratives, aligning internal champions, and retrofitting proposals to shifting power dynamics. Without a structured approach, even strong opportunities stall in committee review or get reduced in scope. The cost isn’t just lost revenue, it’s eroded credibility with procurement and legal teams who expect precision the first time.

Who this is for

Enterprise Account Executive selling complex, multi-quarter SaaS transformations to Fortune 500 buyers, navigating procurement, legal, and C-suite stakeholders

Who this is not for

Transactional sellers focused on sub-$50k ACV deals, reps selling point solutions without integration scope, or those not involved in discovery or renewal planning

What you walk away with

  • Build a stakeholder alignment map that anticipates objections 4+ layers deep
  • Turn discovery calls into fully scoped value dossiers in under 4 hours
  • Lock down commercial terms earlier using concession frameworks
  • Maintain control during procurement reviews with pre-validated compliance anchors
  • Design renewal motions that start in Month 3 of the initial contract

The 12 modules (with all 144 chapters)

Module 1. The Psychology of Enterprise Buyer Motivation
Understand what drives C-suite and operational stakeholders at different stages of the buying journey, including unspoken incentives, risk aversion triggers, and hidden KPIs that influence final decisions.
12 chapters in this module
  1. Mapping the difference between stated needs and actual drivers
  2. Identifying the three types of economic buyers in complex deals
  3. How transformation fatigue impacts buying committee momentum
  4. Recognizing when procurement is acting as a proxy for executive doubt
  5. Using organizational tension points to accelerate discovery
  6. The role of peer benchmarking in enterprise justification
  7. Decoding body language cues in virtual executive meetings
  8. Timing value conversations to align with fiscal planning cycles
  9. Anticipating post-sale regret triggers before they emerge
  10. Linking product capabilities to individual career incentives
  11. Avoiding the 'safe choice' trap in competitive evaluations
  12. Creating emotional resonance without overselling outcomes
Module 2. Stakeholder Mapping Beyond Org Charts
Move past titles to identify real influence networks, decision rights, and coalition dynamics across departments, using observable behaviors and communication patterns.
12 chapters in this module
  1. Finding the hidden gatekeeper in procurement-heavy deals
  2. Differentiating between active and passive champions
  3. Detecting silent blockers before they surface objections
  4. Using email signature patterns to infer reporting relationships
  5. Analyzing meeting invite lists for influence mapping
  6. Classifying stakeholders by risk tolerance and change appetite
  7. Building influence matrices that update in real time
  8. Tracking communication frequency as a proxy for engagement
  9. Identifying cross-functional dependencies that create leverage
  10. Mapping approval chains even when not formally documented
  11. Using past project failures to predict resistance points
  12. Validating your map through indirect questioning techniques
Module 3. Discovery Call Architecture
Design discovery conversations that surface deep pain while maintaining control, using sequenced questioning frameworks that build urgency without alienating buyers.
12 chapters in this module
  1. Opening with contextual relevance instead of generic questions
  2. Layering diagnostic questions to uncover root causes
  3. Balancing empathy with forward momentum in discovery
  4. Using hypothetical scenarios to reveal unstated goals
  5. Introducing competitive contrast without naming rivals
  6. Embedding ROI triggers naturally in early conversations
  7. Avoiding the 'requirement dump' trap in technical discussions
  8. Transitioning from problem to solution fit seamlessly
  9. Capturing tacit knowledge from engineering leads
  10. Handling 'we’re happy with current vendor' deflections
  11. Timing the first value hypothesis to maximize impact
  12. Closing discovery with clear next steps and ownership
Module 4. Value Dossier Construction
Assemble compelling, audit-ready business cases that withstand legal, procurement, and executive scrutiny, using standardized templates with dynamic customization.
12 chapters in this module
  1. Structuring dossiers for consumption by non-technical reviewers
  2. Integrating third-party benchmarks to reinforce claims
  3. Building financial models that survive CFO questioning
  4. Creating visual summaries for time-constrained executives
  5. Documenting assumptions and data sources transparently
  6. Versioning control for multi-stakeholder feedback cycles
  7. Incorporating risk mitigation plans as standard sections
  8. Aligning value claims with enterprise strategic pillars
  9. Using past customer outcomes without violating NDAs
  10. Embedding compliance and security assurances upfront
  11. Designing appendix structures for rapid navigation
  12. Preparing objection responses within the main narrative
Module 5. Commercial Negotiation Frameworks
Master concession planning, pricing anchoring, and trade-off strategies that protect margin while creating perceived win-wins across procurement and business units.
12 chapters in this module
  1. Setting the anchor price based on enterprise value tiers
  2. Bundling features to increase perceived scarcity
  3. Using time-based concessions to accelerate decisions
  4. Trading implementation support for longer contract terms
  5. Handling 'show me the discount' without eroding value
  6. Leveraging competitive intelligence ethically in pricing talks
  7. Creating tiered concession ladders with clear triggers
  8. Maintaining pricing integrity across global regions
  9. Negotiating with procurement while keeping business sponsors aligned
  10. Using benchmark data to justify premium positioning
  11. Managing multi-year escalators without sticker shock
  12. Closing negotiation with documented mutual commitments
Module 6. Procurement Review Readiness
Anticipate and neutralize common procurement objections around TCO, risk, and compliance by embedding responsive evidence directly into sales artifacts.
12 chapters in this module
  1. Preempting RFP requirements before they’re issued
  2. Structuring responses to align with internal scoring rubrics
  3. Highlighting operational efficiency gains in non-financial terms
  4. Documenting data residency and governance controls proactively
  5. Addressing continuity and vendor lock-in concerns head-on
  6. Using third-party audit reports as competitive differentiators
  7. Aligning implementation timelines with buyer fiscal cycles
  8. Demonstrating scalability without overpromising capacity
  9. Providing references that speak to procurement’s peers
  10. Building trust through transparency in limitation disclosures
  11. Creating comparison matrices that favor your architecture
  12. Ensuring legal teams can sign off without escalation
Module 7. Executive Sponsor Alignment
Develop techniques to maintain and deepen executive sponsorship throughout the buying cycle, ensuring continuity when mid-level champions change roles.
12 chapters in this module
  1. Identifying the right executive level for sponsorship
  2. Communicating in terms of portfolio impact, not features
  3. Linking project success to sponsor’s performance metrics
  4. Scheduling touchpoints that respect executive bandwidth
  5. Using peer executive testimonials to reinforce credibility
  6. Preparing sponsors for internal justification meetings
  7. Handling sponsor turnover without losing momentum
  8. Creating executive briefings that require minimal prep
  9. Balancing transparency with message discipline
  10. Escalating appropriately without bypassing champions
  11. Measuring sponsorship strength through observable actions
  12. Transitioning from sponsorship to ownership post-sale
Module 8. Risk Mitigation in Deal Structuring
Incorporate risk-reduction elements into proposals that accelerate approval, including pilot pathways, milestone-based rollouts, and success-based contingencies.
12 chapters in this module
  1. Designing pilots that prove value in under 90 days
  2. Structuring phased deployments to reduce perceived risk
  3. Including success criteria co-defined with stakeholders
  4. Using service level agreements as trust signals
  5. Offering outcome-based pricing without margin exposure
  6. Building exit clauses that reassure without inviting default
  7. Documenting lessons from past implementations transparently
  8. Highlighting change management support as risk reduction
  9. Incorporating third-party validation at key milestones
  10. Creating rollback plans that buyers never need to use
  11. Aligning timelines with buyer organizational rhythms
  12. Demonstrating crisis response capabilities proactively
Module 9. Cross-Functional Internal Alignment
Coordinate messaging and timing across presales, legal, delivery, and finance teams to present a unified front to the buyer, minimizing internal friction.
12 chapters in this module
  1. Establishing shared definitions of deal readiness
  2. Creating internal playbooks for common objection patterns
  3. Synchronizing handoffs between sales and technical teams
  4. Aligning legal review cycles with buyer deadlines
  5. Managing conflicting priorities between departments
  6. Using shared dashboards to track cross-functional inputs
  7. Conducting internal dry runs for executive presentations
  8. Resolving technical feasibility disagreements early
  9. Balancing speed with compliance in fast-moving deals
  10. Documenting internal approvals to prevent last-minute delays
  11. Maintaining message consistency across customer touchpoints
  12. Celebrating internal wins to reinforce collaboration
Module 10. Competitive Displacement Strategy
Displace incumbent vendors by reframing the evaluation criteria, shifting from features to outcomes, and exposing hidden costs of legacy systems.
12 chapters in this module
  1. Identifying the real reason buyers stay with incumbents
  2. Reframing the decision from cost to risk of inaction
  3. Highlighting hidden operational costs of existing solutions
  4. Using data portability as a competitive wedge
  5. Creating contrast through implementation speed differentials
  6. Leveraging technical debt as a conversation starter
  7. Positioning integration capabilities as force multipliers
  8. Exposing single points of failure in current architectures
  9. Using user satisfaction metrics to challenge status quo
  10. Introducing new success criteria that favor your model
  11. Handling FUD tactics from competitors professionally
  12. Securing proof-of-concept access in entrenched accounts
Module 11. Renewal Cycle Orchestration
Begin renewal planning from Day One, embedding expansion triggers, success metrics, and advocacy development into the initial engagement.
12 chapters in this module
  1. Defining renewal risk factors at contract inception
  2. Tracking adoption and usage from onboarding onward
  3. Scheduling quarterly business reviews with purpose
  4. Identifying upsell triggers based on customer behavior
  5. Building a library of customer success evidence
  6. Engaging procurement early in multi-year renewals
  7. Using executive transitions as renewal catalysts
  8. Creating expansion pilots that lead to contract growth
  9. Documenting ROI annually for renewal justification
  10. Handling price increases with data-backed rationale
  11. Managing downgrades without damaging relationships
  12. Turning satisfied users into public advocates
Module 12. Personal AE Playbook Development
Synthesize everything into a personalized, living playbook that evolves with each deal, capturing insights, templates, and decision rules for sustained mastery.
12 chapters in this module
  1. Building a searchable knowledge base of past deals
  2. Creating customizable templates for each sales stage
  3. Documenting personal heuristics from win/loss analysis
  4. Setting up triggers for playbook updates
  5. Integrating feedback from customers and colleagues
  6. Using metrics to identify personal bottlenecks
  7. Developing a pre-call planning checklist
  8. Establishing a weekly review ritual for continuous improvement
  9. Sharing playbook elements with managers for coaching
  10. Protecting intellectual property in collaborative environments
  11. Automating routine tasks to focus on high-leverage activities
  12. Adapting playbooks for different buyer personas and industries

How this maps to your situation

  • Discovery and stakeholder alignment in enterprise SaaS sales
  • Building defensible value dossiers for procurement review
  • Maintaining momentum through complex approval chains
  • Designing renewals that begin at contract inception

Before vs. after

Before
Spending 60+ hours assembling deal dossiers that still require rework, reacting to stakeholder changes, and guessing at negotiation tactics.
After
Confidently leading sales cycles with a repeatable process, turning discovery into locked-down proposals in hours, and navigating procurement with pre-baked evidence.

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 over eight weeks, or complete in a single Sunday deep dive.

If nothing changes
Without a structured approach, even strong opportunities stall in committee review, leading to compressed quarter-end pushes, margin erosion from last-minute concessions, and lost credibility with enterprise buyers who expect precision.

How this compares to the alternatives

Generic sales training focuses on charisma or cold outreach. This course is for post-qualification mastery: the 70% of the cycle where enterprise deals are won or lost based on structure, evidence, and alignment, not pitch quality.

Frequently asked

Is this relevant if I sell platform solutions rather than point products?
Yes. The frameworks are designed for multi-quarter, enterprise-wide deployments where stakeholder alignment and risk mitigation determine success.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will this help me compete against larger vendors?
Yes. The course teaches how to shift evaluation criteria from size to agility, implementation speed, and outcome certainty, areas where specialized vendors often win.
$199 one-time. 90 minutes per week over eight weeks, or complete in a single Sunday deep dive..

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
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