Resources and training
Below are links to some of my resources that are updated regularly.
I’ll also share details of upcoming events and offers with you via email.
Account Executive Essentials
The complete course for anyone looking to move into a full sales cycle role, or Account Managers and Account Executives that are early in their career
AI tool for acquiring new business
Built on AWS Party Rock, and based on SPIN selling
A handy application to identify how you should position your solution to new clients. It will even write your first cold email!
SDR to AE Master Class - Jan ‘24
Watch on demand the recording of my SDR to AE Master Class.
Packed with value tips and tactics to get your promotion, as well as the fundamental of value centric selling.
Discovery Questions PDF
A collection of great discovery questions squeezed onto one handy page.
One cheat sheet to rule them all!
Interview Skills - Video Lesson
A 40 minute deep dive into how to get, prepare and succeed in your next job interview
The job market has never been more disrupted - give yourself the best chance of success!
Multi-threading cheat sheet
Complete guide on how to multi-thread into medium and large enterprise accounts.
Founders Workbook PDF
Sales workbook for tech founders.
Built for Cornwall Tech Week 20th February 2024
First 90 days as an AE PDF
Sales workbook for AE’s moving into a new role, or SDRs stepping up into the AE role for the first time.
In fact, it’s a great resource for anyone moving sales positions in a full sales cycle role!
Mutual action plan
Simple mutual action plan for use with clients.
Short video on how best to use this tool.
Discovery meeting planner
Deals are won and lost in discovery. This sheet provides a hand step-by-step checklist to help you prepare and execute when it matters most.
AE Essentials - Mini Course
Video course for all full sales cycle reps.
Covering the buying journey, building value, all the way through to closing.
MEDDDPPICC
This widely used and loved qualification tool gets a two-letter update courtesy of METHOD ENGINE.
Print off a few of these and update them as your deal progresses.