How To Sell Tech - SDR/AE On Demand Coaching Programme

SDRs and AEs - let me help you to consistently smash your target.

Want to smash your target and hammer your accelerators? Of course you do!

But learning to sell technology, and how to continually exceed your targets can be hard. You need the right guidance, coaching and support every step of the way.

Ideally this coaching would come from your manager - but they probably have a big team, and sometimes don't have the experience or time to guide you when you need it most.

Think of me like your 24x7 personal coach

A coach that you access whenever you need, for whichever problem you need advice on.

In this virtual coaching programme I will provide you with step by step mentoring and support to give you specific outcomes depending on what you are working on at any particular time.

• Need help qualifying an opportunity? I'll help you.
• Need help requesting customer referrals? I'll help you.
• Need help planning your negotiation strategy? I'll help you.
• Need help building your forecast? I'll help you.

This coaching programme contains over 30 individual Power Hours that will introduce a subject, provide you with a task, and give you dedicated working time where you will put what you have learned into practice.

At the end of each Power Hour you will have an outcome specifically related to your role - your territory, your customers, your opportunities.

No theory. No 2 hour videos. Just focused work that helps you be more successful.

You will:

• Make cold calls
• Send cold emails
• Request customer referrals
• Qualify your pipeline
• Plan presentations
• Prepare negotiation strategies
• Build launch plans
• and more...

An example working session:

Purchasing this product gives you permanent access to the coaching programme and all future Power Hours as I add them in so that you can access them at the point you need help the most.

Learning built for the way you want to learn

I think of most education - like school - as "push learning" - information forced on you in the hope that one day you might need to know what an oxbow lake is.

This programme is "pull learning" where you can access the learning you really want, when you want it and put it straight into use. Think about how you learned to ride a bike, or maybe how you are learning about TikTok or crypto today - short bite-sized learning followed by 'doing'.

Don't buy this programme if:

• You just want to watch videos
• You don't want to do any work
• Someone has told you have to do this course

It needs to because you want to exceed your target and you want to do the work to get there.

Don't go through this programme module after module.

Dive in when you have a specific challenge that you need help with. Let me help you send cold emails. Let me help you qualify a lead in or out. Let me help you prepare for a presentation.

Specifically you will have access to:

Available today

• Building empathy with your customers
• Building a unique perspective
• Creating content for prospecting
• Preparing for a cold calling block
• Sending cold emails
• Requesting referrals
• Building a prospecting calendar
• Qualifying opportunities
• Creating discovery questions
• Creating a meeting agenda
• Preparing a presentation
• Delivering a presentation dry run
• Creating video content
• Building an opportunity canvas
• Injecting urgency into your opportunities
• Planning a negotiation strategy
• Conducting a loss preview (not review!)
• Clearing your calendar to focus on valuable activities
• Building your forecast
• Building an account canvas

Coming soon

• Event planning
• Building multi-threaded relationships
• Dealing with competition
• Working with partners
• Setting up a Smartsheet
• Building a close plan
• Losing gracefully
• Building a territory plan

Each Power Hour contains a one hour virtual coaching session, its own worksheets, and tasks that will leave you with an outcome at the end.

Have a specific challenge to overcome? - find the relevant Power Hour and let me coach you through it.

Repeatable coaching

You don't only prospect once. You don't only negotiate once. These Power Hours are designed to be used again and again - helping support you and guide you through whether it is the first or the fiftieth time you are using them.

100% Refund Guarantee

This is designed to be coaching that you absolutely love. If you purchase this product and do not get value from the Power Hours just let me know and I'll immediately refund you.

Expense this programme to your company

These Power Hours will directly influence your success in your role and should be considered as professional development by your company.

In most cases your manager will be happy to expense it. Send a note like this to them now:

Dear x

I am keen to further my professional development and perfect some of the critical selling and softer skills that I need to exceed my target.

I would like to purchase the How To Sell Tech SDR/AE Coaching Programme and would like to expense the $495 cost to our learning budget.

In this programme I'll be mentored through skills including cold emailing, requesting referrals, presenting, negotiating and more.

Are you OK to approve?

Ready to get started?

Click "I want this!" and find out how I can help you.

Frequently Asked Questions

Who is this programme for?

This programme is designed for SDRs preparing to move into their first SaaS AE role, or first time SaaS AEs who are looking to consistently hit their target.  It will provide you with the foundational knowledge and coaching to be successful.

It is relevant to any customer segment but assumes you are likely selling into SMB or Mid-Market rather than Enterprise.

If you are already a successful seller then you may find much of the content covers strategies and techniques that you already know.

How long is the programme?

This is different to most online courses.  You are not expected to sit in front of your computer and push through video after video.

Instead, it is “pull learning” where you can access the specific content you need when you need it.

If you do want structure, we’ve provided a list of 5 essential sessions to follow, and this totals just 3 hours of your time.

When should I do the coaching?

Because it is up to you which sessions you do and when you should create a habit around when you engage in the coaching.

Depending on whether you work best in the morning, evening, or weekends, I recommend you schedule in one hour to your calendar once or twice a week, and use that planned time to open up your next coaching session.

You have to own your commitment to getting these outcomes.

Do I have to do the working sessions?

No you don’t.  But each of the working sessions is designed to give you a specific outcome related to your territory, accounts and opportunities.  

The best learning is when you actually do something (ride a bike, post a TikTok, invest in shares) and that is what these sessions are designed to help you with.

If you just want to listen - then you might prefer the audiobook version of How To Sell Tech.

Why should I listen to you?

I’ve been in tech sales for over 20 years - I’ve sold SaaS, services and networking to SMB’s, Mid-Market, and global Enterprises.  I’ve sold direct and via channels.  I’ve been an individual contributor and a VP Sales.

Over that time I have built out a set of frameworks and templates that have helped me to automate and accelerate a lot of my work and exceed my targets resulting in being a top performer in most years and with multiple President’s Club trips.

I’ve published the book How To Sell Tech which gives you the theory, and in this coaching programme I am going to help you to put the frameworks into practice. 

Why don’t you run these as live sessions?

Live sessions (also called cohort-based courses) are fantastic for accountability and community.  But for many salespeople they just want the answer to their question now.  I’ve designed these sessions to be as close to live as possible, but with the benefit you can access them whenever you want and as many times as you want.

Successful salespeople are good at managing their time so as you build out your plan to smash your target - managing your own accountability for this programme should be step one.

What if I have a question?

Just email me at help@howtosellacademy.com

I will be happy to help.