AE Level Up Programme

Course synopsis

Good AEs become great by revisiting what works and stretching it on real deals. The AE Level Up Online Lab is a three-session live programme for experienced account executives who know how to sell but want to raise their own standard. Each session takes one area where experience can quietly turn into habit — discovery depth, stakeholder coverage and commercial control — and works on it with peers at the same level. Short input is followed by breakouts, role-play and personal coaching on anonymised live opportunities. Between sessions, every AE applies one agreed change in a real deal and brings what happened back to the group.

3 live sessions · 2.5 hours each

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials

Course synopsis

Experienced account executives rarely need the basics again — they need a sharper edge on what already works. The AE Level Up Workshop is a one-day session for seasoned AEs who know how to sell but want a reminder of best practice, a fresh look at proven techniques and the chance to raise their own standard. Delegates revisit the habits that slip under quota pressure — deep discovery, multi-threading, qualification discipline, value-led negotiation and confident deal control — and test their current approach against peers who sell at the same level. Experience is the starting point, not something to be talked over: the group shares what works, challenges what doesn’t and practises on real, anonymised opportunities. Each AE leaves with a personal level-up plan and two or three specific changes to apply in their next deals.

Key focus areas

• Self-assessment against senior AE behaviours
• Best-practice refresh: discovery depth and quantified impact
• Multi-threading and stakeholder influence
• Qualification discipline and honest deal reviews
• Value-led negotiation: trading, not conceding
• Deal control, momentum and mutual action plans
• Peer clinic on live opportunities
• Personal level-up plan

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials

Course synopsis

The biggest deals are won by sellers who keep raising their own standard. The AE Level Up Lab gives experienced account executives two connected days to sharpen what already works. Day 1 is the AE Level Up Workshop: a best-practice refresh on discovery, multi-threading, qualification, negotiation and deal control, tested against peers at the same level. Day 2 goes further into the moments that decide complex deals — preparing for and leading executive conversations, building a business case the buying group can defend, handling procurement and running a coached clinic on each delegate’s own opportunity. Every AE leaves with a stronger plan for a live deal and a personal level-up plan they can share with their manager.

Key focus areas

• Day 1: the AE Level Up Workshop — best practice revisited
• Day 2: preparing for and leading executive conversations
• Day 2: business cases for the whole buying group
• Day 2: procurement, pressure and protecting value
• Day 2: coached clinic on each delegate’s live deal

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials

Course synopsis

Senior buyers give their time to sellers who bring a point of view, not a pitch. Experienced AEs often reach the executive meeting and fall back on the same discovery questions and product story they use with everyone else. This half-day session helps them prepare differently: research what matters at board level, form a credible point of view on the buyer’s business, and run a short, focused conversation that earns the right to a next step. Delegates practise opening with insight, asking questions only a senior leader can answer and handling challenge confidently.

Key focus areas

• What senior buyers want from a seller’s time
• Researching board-level priorities
• Forming and sharing a credible point of view
• Questions only a senior leader can answer
• Handling challenge and staying concise
• Agreeing a clear executive outcome

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials

Course synopsis

A deal resting on one relationship is a deal waiting to stall. Experienced AEs often build strong trust with one champion and let that relationship carry the opportunity. This half-day session helps them map the full buying group honestly, find the gaps in coverage and plan how to reach the people who will shape the decision. Delegates practise widening a deal without going around their champion, equipping that champion to sell internally and turning stakeholder maps into specific next conversations.

Key focus areas

• Mapping influence, not just names
• Spotting single-threaded risk
• Widening the deal without bypassing your champion
• Equipping champions to sell internally
• Engaging blockers and neutral stakeholders
• Turning the map into next conversations

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials

Course synopsis

Experienced sellers protect value by preparing the trade before the pressure arrives. Even senior AEs can slip into concessions when a big deal is close and the quarter is ending. This half-day session is a sharp refresher for experienced sellers: preparing walk-away points and tradeable variables, reading procurement tactics, and practising calm responses when the buyer pushes on price, terms or timing. The focus is protecting margin and the relationship together, so deals close on terms the business is pleased to sign.

Key focus areas

• Preparing walk-away points and tradeable variables
• Reading common procurement tactics
• Trading, not conceding
• Price, terms and timing pressure
• Protecting the relationship while protecting value
• Building the case for a manager-approved concession

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials

Course synopsis

Experienced AEs stay ahead by creating their next quarter while closing this one. Seasoned sellers often rely on inbound and existing relationships, then find the pipeline thin when big deals close or slip. This half-day session helps experienced AEs plan their territory, protect time for self-generated pipeline and run a personal weekly review that keeps the forecast honest. Delegates build a short account plan, a prospecting rhythm that fits around live deals and a simple way to separate buyer evidence from optimism.

Key focus areas

• Territory and account prioritisation
• Self-generated pipeline alongside live deals
• A weekly prospecting rhythm that sticks
• Re-engaging dormant and past accounts
• Separating buyer evidence from optimism
• A personal weekly pipeline review

Included in every course

• Interactive, facilitator-led learning
• Group discussions
• Breakout exercises
• Take-away materials