CRACKING THE CODE
ON EXECUTIVE ENGAGEMENT
Learn how to close the largest deals of your
career by engaging the right executives
in your top accounts
ENROLL NOW
MASTER EXECUTIVE SELLING
Learn how to book and run impactful meetings with Executives that lead to transformational, large deals
For 25 years, Mike Fiascone has been a top Enterprise seller at leading software companies. He made Presidents Club 6 consecutive years at DocuSign, then went on to lead their Strategic Engagements team tasked with helping the sales team close DocuSign's biggest deals. His team also managed the Executive Engagement and Advisory Board program. In this course, Mike teaches you how to get to the right executives in your biggest accounts, and maximize the impact of those meetings.
Best of all, you will get LIFETIME ACCESS to this course so you can reference it now or in your next role as a strategic seller!
ENROLL NOWONLINE COURSE
WHAT'S INCLUDED
Online sales training to help tech sales professionals like you perform at the highest level and live the life of your dreams.
The “Crack The Code on Executive Engagement” Online Course provides world-class education and sales training which includes lifetime access:
ONLINE VIDEOS
24/7 ON-DEMAND
COACHING PORTAL
-
Access to your own learning management portal with dozens of bite-size video lessons so you have the right content when and where you need it.
ON-THE-GO
MOBILE
APP
-
Move through the course at your own pace at home or on the go with the mobile application. Play videos at the gym or in your car, even if your screen is closed or off
TOOLS
TEMPLATES +
WORKBOOKS
-
Access and download the exact tools, templates, and same presentations that helped Mike become the #1 seller at Docusign and Oracle.
01 COURSE OVERVIEW
TOTAL TIME: 8 MINS
- Why this course was created
- When to do executive engagement
- Overview of the process
02 WHY IS EXEC ENGAGEMENT SO IMPORTANT?
TOTAL TIME: 12 MINS
- Why sales is getting harder
- How executives buy
- Selling the discovery process
03 HOW TO GET TO THE TOP
TOTAL TIME: 9 MINS
- 2 paths to the summit
- 3 Keys to booking exec meetings
- Overcoming fear
04 RESEARCH AND PLANNING
TOTAL TIME: 14 MINS
- Putting together the people puzzle
- Profiling your executive network
- Connecting the dots
05 CREATING A RELATIONSHIP MAP
TOTAL TIME: 11 MINS
- How to create a relationship map
- What to search for in LinkedIn
- Identifying circles of influence
06 LEVERAGING RELATIONSHIPS
TOTAL TIME: 12 MINS
- Leveraging your executive network
- The Top-Down approach
- Working with executive assistants
07 EXECUTIVE EMAILS
TOTAL TIME: 6 MINS
- See real emails from real executives
- Understand exec messaging and style
- How to best leverage these emails
08 BOTTOM UP APPROACH
TOTAL TIME: 10 MINS
- How to work with champions to get higher
- How to position the meeting early
- What to say if there is resistance
09 HOW TO PREPARE FOR THE MEETING
TOTAL TIME: 11 MINS
- Example agenda, emails and deck
- How to prepare your team
- How to turn 1 meeting in to 5
10 HOW TO NAIL THE MEETING
TOTAL TIME: 17 MINS
- Participant roles and goals
- How to maximize an in-person meeting
- Communication best practices
11 MEETING
FLOW
TOTAL TIME: 14 MINS
- 5 stages of a typical meeting
- How to drive meaningful next steps
- Pre-Meeting email framework
12 SAMPLE RESULTS
TOTAL TIME: 5 MINS
- Exec engagement at scale
- Illustrating real results
- The power of one connected exec
13 CASE STUDIES
TOTAL TIME: 11 MINS
- Play by play walk through of 2 deals
- Overview of executive engagement process
- Example POVs, emails, and results
14 FINAL THOUGHTS
TOTAL TIME: 3 MINS
- Build your executive muscle
- Have the right mindset
- Where to get help
15 RESOURCES
- Presentations (PDF)
- 100hs Getting Started Guide
- Exec Profile Sheet
- Exec Briefing Document
- SVA Agreement Sample
- Sample Agenda
- Pre-Meeting Email Template
- Pre-Call Plan Template
- Meeting Follow Up Email Template
- Workbook
YOUR INSTRUCTOR
Meet Mike Fiascone
Mike has closed more large deals than most people in the field, and has spent decades closing 7 and 8 figure deals and coaching others on how to do the same.
Some of his notable accomplishments include:
- Former #1 AE at Oracle in his division
- Former #1 AE globally at DocuSign
- 6x Presidents Club winner at Docusign
- VP of Global Strategic Engagements at Docusign, leading the “big deal” team
- Former CRO at Prime Trust, where he led revenue growth from 6M to 60M in two years
*Mike is also the 1:1 coach for Untap Your Sales Potential Gold members.
LIFETIME ACCESS ONLINE COURSE
CRACKING THE CODE ON EXECUTIVE ENGAGEMENT
* 80% OFF SPECIAL OFFER *
TOTAL COURSE TIME: 2 HOURS 20 MINUTES
TOTAL VALUE: $997
$197
LIFETIME ACCESS
INCLUDES BONUS RESOURCES