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Fog and Nature

AE Excellence 

Course 1 - AE Excellence 6X 1.5 hr Sessions:

Upon completion of this course you will have been taught all of the fundamentals of what it takes to become a world class Account Executive.

The AE Excelence Programme

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Module 1 – The Setup

  • Building AE Foundations correctly, Priorities & Operating Rhythm

  • Understanding our Customers

  • Strategic Mindset vs Tactical

Module 2 – Understand our Customer & Territory

  • Business Initiatives 18–36 months

  • People and Organisation, COM

  • TAM – SWOT – Big Rocks

  • Your Story...

Module 3 – Gaining PG Results (What & How)

  • Vito’s Art & Science

  • Proof points, its in the telling

  • Building a POV – 5 Slide Deck

  • 3 Whys Foundation

Module 4 – First Meeting Excellence

  • Agenda, Objectives, Attendees, Roles

  • Hunting for M, I, C – Theory & Practice

  • Execution, roles, messaging, engagement

  • Follow up, validation, commitment

Module 5 – Deal Control

  • MEDDPICC qualification

  • Managing risk, daily actions driving weekly momentum through a forecast

  • 3 Whys in detail & triangulation

Module 6 – Champion Planning

  • Organisation, Power and Influence

  • Motivations, Business and Personal

  • Stakeholder Management

*If Company funded

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