On-demand

Sales School

To be a top-performing salesperson in today’s economy, there are fundamental skills you need to master. You know the ins and outs of your company’s product; but what about the details beyond that – the capabilities that truly make you an expert in the sales process?

This intensive, 10-week school teaches students all elements of running an effective sales cycle from prospecting to close. You’ll learn from the world’s best go-to-market leaders in live sessions followed by weekly cohorts with your peers. Cohort sessions include role-plays, exercises, and discussions about success stories and lost deals.

Course details

Enrollment type: On-demand
Designed for: Individual Contributors
Open to: Executive and Associate Members

Stephanie Valenti-2

Stephanie Valenti, Instructor

Stephanie has a passion for scaling teams, building processes, and cultivating a winning culture, as evidenced by her executive roles at three record-breaking companies that achieved triple digit growth. She is also a creator and facilitator of executive level courses at Pavilion, a leader for a 2000+ member CRO group, and a start up advisor for Hatchet Ventures. She stands for people first leadership through accountability, transparency, and humility, and mentors the next generation of leaders enterprise-wide. Stephanie lives in Dallas with her husband and three children, and enjoys reading books in her spare time.

Connect with Stephanie

Course curriculum

This school is designed for Individual Contributors looking to advance their career in Sales and Sales Development.

Session 1:
Qualities of a Great Seller

By the end of this class, you will be able to:

Demonstrate characteristics and traits of impactful sellers on 100% of sales interactions to increase overall revenue and win rates
Complete sales deals at a rate above average for a given role through recognition of customer motivations
Create a personal plan to use resources available to build sales skills and maintain personal motivation every day

Session 2:
Managing Your Day and the Secrets of Time Management

By the end of this class, you will be able to:

Determine personal behaviors that convert your finite supply of willpower, focus, and energy into increased sales productivity
Plan at least five tangible actions you will take in the next 90 days to eliminate distractions and increase the percentage of your daily actions that lead to sales
Complete a weekly review for your past week to celebrate results, process results/issues, analyze prioritization, align to goals/commitments, and make changes to ineffective items

Session 3:
MEDDIC for the AE

By the end of this class, you will be able to:

Use MEDDIC as the primary framework in your sales lifecycle to drive risk identification, increased wins, and skills development
Identify opportunities that are effective uses of your focus and energy
Discuss the strategic use of MEDDIC with leadership in regard to your personal performance and sales history

Session 4:
Reflective Listening or the Magic Skill to Master First

By the end of this class, you will be able to:

Deliver mirroring statements to confirm the information being communicated to you and to build rapport with customers
Use labeling skills to align your value propositions to customers’ motivations
Select follow up questions that persuade customers to volunteer additional relevant information that leads to a sale

Session 5:
Mastering Discovery and Asking Good Questions

By the end of this class, you will be able to:

Differentiate discovery and qualification for every prospect to center the conversation on the customer’s needs
Create specific, persona-based discovery questions that surface customer pain points that align with your product offerings and solutions
Determine the most relevant product features to include in future customer engagements and demos

Session 6:
Sales Engagement and Effective Prospecting

By the end of this class, you will be able to:

Create prospect communication plans to personalize your outreach to individuals above and below the “power line”
Determine the best outreach methods for various individuals in order to build use case champions for those below the power line, buy-in from decision-makers, and repeat contacts at all levels
Distribute outreach and follow-up communications with the correct content, at the right time, and to the right people in order to increase your qualified prospects and win rate

Session 7:
Social Selling and Brand Building

By the end of this class, you will be able to:

Create daily social media postings that foster views, interactions, and lead generation
Develop a higher interactivity rate through a social media profile that surfaces your purpose and impact
Use the maximum number of LinkedIn connection requests each day to increase your potential sales network

Session 8:
Negotiation and Deal Scoring

By the end of this class, you will be able to:

Implement successful negotiation tactics to increase the net value of all prospects and closed deals
Connect customer needs to the ROI of your offerings during every negotiation to provide customized value statements, concessions, and delivery mechanisms.
Create a mutual action plan and a personal plan for your influence efforts to score deals in a timely fashion

Session 9:
The Art of the Close

By the end of this class, you will be able to:

Initiate closing conversations that lead to increased deals based on your sales checklist and individual prospects
Differentiate the skills and tactics you use when selling versus closing in order to minimize risks during the closing process
Use available resources to make effective compromises (gives and gets) during closing negotiations

Session 10:
Positioning Yourself for Advancement or How to Get Promoted

By the end of this class, you will be able to:

Develop a personalized career plan that includes your motivations, future goals, and specific roles for promotion
Create a promotion support and accountability network with your goals, actions, words, relationships, and image
Use information on your performance, areas for growth, future team’s performance, leadership support, and goals of the hiring manager to best prepare for your promotion

Expected Results

By the end of this course, you will be equipped with the knowledge and skills to:

Increase meetings booked and show-rate
Conduct better discovery to uncover pain faster while keeping control of the conversation
Control the sales process and engage with decision-makers
Increase deal velocity and win rate

A woman smiling during a conversation.

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: Enroll on demand at any time.
: Due to this course being on demand, you can participate in sessions at your own pace.
: We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

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