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Account Executive Course

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Account Executive Course

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Account Executive Course

Name: Account Executive Course
Price: 5994 INR

The Account Executive Course provides you with a complete, practical system for winning deals in competitive B2B sales environments. From prospecting and discovery to negotiation and account expansion, every skill is designed for real-world quota attainment. If you are ready to perform at the top of a sales organisation, this is where you begin.

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What you will learn:

You will learn how to build a healthy pipeline, conduct discovery conversations that buyers remember, and deliver proposals that justify value over price. The course covers objection handling, negotiation strategy, and closing techniques that protect margin without pressure tactics. You will also develop skills in multi-stakeholder deal management, sales forecasting, and strategic account growth. Business acumen, executive communication, and CRM proficiency are integrated into the curriculum so that you can operate at every level of a sales organisation. By the end, you will have a repeatable system for hitting quota and advancing your career as an Account Executive.

How you study in a practical way Account Executive Course

How you practise Account Executive Course

For companies looking to train their teams

With Dedika for businesses, the course includes exercises and examples tailored to your own business and the way your company needs.

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Course content

8 Chapters • 39 LessonsDuration between 4 and 360 hours (you decide)

Chapter 1See details

The Account Executive Role and Mindset

Lesson 1 • Core Metrics and Performance Standards
It introduces quota, pipeline coverage, win rate, and average deal size as primary KPIs. It connects metric literacy to daily prioritization decisions.
Lesson 2 • The Consultative Sales Mindset
It shifts thinking from product-pushing to problem-solving as the foundation of modern selling. It establishes the buyer-centric perspective carried through all later chapters.
Lesson 3 • Professional Habits and Daily Discipline
It covers time-blocking, CRM hygiene, and pipeline reviews as non-negotiable daily practices. It links discipline directly to consistent quota attainment.
Lesson 4 • Defining the Account Executive Function
It maps the AE role against SDR, AM, and CS functions to clarify ownership. It grounds the chapter in real organizational structures students will encounter.

Chapter 2See details

Understanding Buyers and Their Decisions

Lesson 1 • Buying Committee Structures
It identifies economic buyers, champions, influencers, and blockers within complex deals. It teaches students to map power and navigate multi-stakeholder environments.
Lesson 2 • Competitive Landscape Awareness
It teaches how buyers evaluate alternatives and how competitors position against your solution. It prepares students to handle competitive objections with confidence.
Lesson 3 • Ideal Customer Profile Development
It defines firmographic, technographic, and behavioral attributes of best-fit accounts. It enables precise targeting that improves conversion rates throughout the funnel.
Lesson 4 • Buyer Psychology and Motivation
It examines emotional and rational drivers behind B2B purchase decisions. It provides the psychological foundation for all discovery and messaging work ahead.
Lesson 5 • The Buyer's Journey and Decision Process
It traces awareness, consideration, and decision stages from the buyer's perspective. It aligns AE actions to where buyers actually are, not where sellers want them to be.

Chapter 3See details

Prospecting and Pipeline Generation

Lesson 1 • Inbound Lead Qualification
It converts marketing-generated leads into qualified opportunities through rapid, structured follow-up. It teaches speed-to-lead principles and initial fit assessment.
Lesson 2 • Pipeline Health and Coverage Management
It establishes pipeline coverage targets and teaches how to diagnose and repair a weak pipeline. It links prospecting volume to predictable revenue outcomes.
Lesson 3 • Social Selling and Digital Presence
It leverages professional networks and content engagement to warm up cold prospects. It positions the AE as a credible resource before the first direct conversation.
Lesson 4 • Prospecting Strategy and Target Selection
It applies ICP criteria to build prioritized account lists and territory plans. It connects strategic targeting to higher conversion rates and shorter sales cycles.
Lesson 5 • Cold Outreach: Email and Phone
It covers personalized email sequencing and cold call frameworks that earn responses. It teaches pattern interruption and relevance as the keys to breaking through noise.

Chapter 4See details

Discovery: Uncovering Real Buyer Needs

Lesson 1 • Questioning Frameworks and Techniques
It introduces situation, problem, implication, and need-payoff questioning to surface deep pain. It teaches sequencing questions to guide buyers toward self-discovered urgency.
Lesson 2 • Mapping the Decision Process
It uncovers timeline, budget, authority, and evaluation criteria during discovery. It prevents late-stage surprises by surfacing process details early.
Lesson 3 • Discovery Call Debrief and Documentation
It structures post-call notes, CRM updates, and next-step commitments to preserve insights. It ensures discovery findings drive every subsequent stage of the deal.
Lesson 4 • Discovery Call Preparation
It covers pre-call research, hypothesis formation, and agenda-setting to maximize call quality. Preparation is framed as a competitive advantage, not a formality.
Lesson 5 • Quantifying Business Impact
It translates qualitative pain into financial metrics that justify investment and build urgency. It connects impact quantification to later ROI-based value propositions.

Chapter 5See details

Crafting and Delivering Compelling Proposals

Lesson 1 • Value Proposition Development
It translates discovery findings into a differentiated value story tied to the buyer's specific outcomes. It moves beyond feature lists to business-impact narratives.
Lesson 2 • Proposal Structure and Design
It covers the anatomy of a winning proposal: executive summary, solution fit, ROI, and next steps. It teaches visual clarity and logical flow as persuasion tools.
Lesson 3 • Pricing Presentation and Anchoring
It teaches how to introduce pricing in context of value to minimize sticker shock. It covers anchoring, tiered options, and framing investment against cost of inaction.
Lesson 4 • Presentation Delivery Skills
It develops verbal and visual storytelling techniques for live and virtual proposal presentations. It connects delivery confidence to buyer trust and deal momentum.
Lesson 5 • Proposal Follow-Up and Momentum
It establishes structured follow-up protocols to keep deals moving after proposal delivery. It prevents the common post-proposal stall through proactive engagement.

Chapter 6See details

Objection Handling and Negotiation

Lesson 1 • Common Objections and Responses
It addresses price, timing, competitor preference, and internal priority objections with proven responses. It prepares students for the objections they will face in every deal.
Lesson 2 • Objection Handling Frameworks
It applies acknowledge-clarify-respond-confirm and similar frameworks to common objections. It builds a repeatable process that remains calm and buyer-focused under pressure.
Lesson 3 • Closing Techniques and Commitment
It introduces assumptive, summary, and trial closes as natural progressions of a well-run deal. It teaches students to ask for commitment without pressure or manipulation.
Lesson 4 • Objection Psychology and Classification
It distinguishes real objections from stalls, misunderstandings, and negotiating tactics. It teaches students to diagnose before responding to avoid wasted effort.
Lesson 5 • Negotiation Principles and Strategy
It covers BATNA, anchoring, concession strategy, and trade-based negotiation to protect deal value. It positions negotiation as a collaborative problem-solving process.

Chapter 7See details

Deal Management and Sales Process Execution

Lesson 1 • Mutual Action Plans and Deal Milestones
It creates shared timelines with buyers that align both parties on steps to a signed agreement. Mutual action plans reduce ghosting and accelerate decision-making.
Lesson 2 • Forecasting and Pipeline Reporting
It teaches commit, best-case, and pipeline forecast categories with supporting evidence standards. Accurate forecasting builds credibility with management and improves planning.
Lesson 3 • Opportunity Qualification and Scoring
It applies qualification criteria to score opportunities and prioritize time on winnable deals. It prevents wasted effort on deals that will never close.
Lesson 4 • Multi-Stakeholder Engagement Strategy
It develops strategies to engage, educate, and align multiple stakeholders across a buying committee. It addresses the risk of single-threaded deals and champion dependency.
Lesson 5 • Sales Methodology Frameworks
It compares MEDDIC, SPIN, Challenger, and solution-selling frameworks to guide deal qualification. It enables students to select and apply the right methodology for each deal type.

Chapter 8See details

Account Growth and Strategic Relationship Management

Lesson 1 • Strategic Account Planning
It creates multi-year account plans that map growth opportunities, relationships, and competitive risks. It transforms reactive account management into proactive revenue strategy.
Lesson 2 • Expansion Selling and Upsell Strategy
It identifies expansion triggers and teaches upsell and cross-sell motions within existing accounts. Expansion revenue is more efficient than new logo acquisition.
Lesson 3 • Executive Relationship Development
It builds skills to engage C-suite and VP-level contacts as strategic partners, not just buyers. Executive relationships protect accounts and open new budget conversations.
Lesson 4 • Post-Sale Handoff and Onboarding Alignment
It structures the transition from AE to customer success to protect the relationship and set expectations. A clean handoff prevents churn and enables future expansion.
Lesson 5 • Renewal Management and Churn Prevention
It establishes proactive renewal processes that identify risk early and reinforce value continuously. It prevents last-minute renewal scrambles that erode margin and trust.

Certification

Your valid completion certificate

This course is for you:

SDRs and BDRs: ready to move into a full-cycle closing role.
Career changers: bringing transferable skills into a B2B sales career.
Early-stage AEs: seeking to replace instinct with a structured methodology.
Recruiters and HR professionals: aiming to understand what great AEs do.
Founders and entrepreneurs: responsible for selling their own product or service.
Sales managers: wishing to coach their AE team using a shared framework.

What our students say

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