FULL PIPELINE. STALLED DEALS.
Your account executives are your closers, but even top performers fall into habits that slow deals down.
Pitching, not discovering
Reps jump to the product before they understand the problem.
Same demo for every buyer
Demos turn into product tours that never connect to each buyer’s goals.
Discounting, not selling
Price becomes the conversation because value never was.
Deals that go dark
Calls end on “I’ll send you some info,” and momentum disappears.
Nurturing, not closing
Opportunities sit in the pipeline instead of progressing to close.
You don’t just need more opportunities. You need more of them to close.
FIVE SKILLS THAT CLOSE MORE DEALS
AE training follows the deal the way it moves: from the first discovery call to the signed contract.
Uncover deeper needs, the cost of doing nothing, and what buyers value.
Sample coursesSWIIFT℠ Discovery DialogueUncovering Sales OpportunitiesQuestion Like a ProDemos and meetings that connect to customer goals, not feature tours.
Sample coursesDemos That Don’t SuckRunning a Killer Sales MeetingMatch your solution to what buyers care about, and propose with value, not price.
Sample coursesWhat Customers Care AboutProposing with ValueSelling with StoriesHandle objections and competitive pressure with confidence.
Sample coursesOvercoming ObjectionsExpert & Empathetic ListeningSecure a clear next step on every call, and close with confidence.
Sample coursesGetting Deals MovingCall BridgingClosing ConfidentlyWhat a typical program looks like
AE RESULTS THAT SHOW UP IN REVENUE
“We had Factor 8 come out and train our team for a week. Since that time we have DOUBLED our ACV per unit! The whole team bought in, and we will absolutely come back for more!”
Thomas M., Sales Manager, Dealer SpikeNO TWO PROGRAMS ARE THE SAME
Every program starts with your team’s real calls. Here’s an example of how we turn what we hear into a plan. Yours will be built from your calls.
We listen first
We review your team’s real calls to find the patterns costing you deals.
We prescribe
Each gap maps to specific courses, so your team only trains on what it needs.
We sequence it
Skills build from discovery to demo to close, in the order your deals move.
We make it stick
Managers coach the same few behaviors every week, and we check progress with fresh calls.
HOW YOU’LL KNOW IT’S WORKING
AEs get judged by the number, but that doesn’t tell the full story. Here’s how the skills we train show up in your pipeline.
Discovery
Deeper conversations, more accurate qualification, and fewer stalls after demos.
Tailored demos
Higher stage conversion and more stakeholders engaged after the call.
Selling value
Less discounting and bigger deal sizes.
Momentum + closing
Shorter days in stage, fewer stuck deals, and higher win rates.
AE metrics to track
- Stage conversionShows where deals move forward and where they get stuck
- Days in stageLong stays point to stalled deals, weak follow-up, or hidden objections
- Win rateHow often reps close compared to the opportunities they work
- Deal size + marginWhether reps land high-value business or lean on discounts to close
- Forecast accuracyWhether reps correctly predict which deals will close
Want the full list? Read 60+ Sales Metrics to Track.
HOW EACH SALES TRAINING PROGRAM WORKS
- AssessInterviews and call reviews set the roadmap
- CustomizeBuilt from your calls, customers, and objections
- TrainLive workshops, virtual or on-site, with real calls
- ReinforceManager coaching and AI call scoring
- MeasureQuarterly reviews against your KPIs
AE SKILLS STICK WHEN MANAGERS COACH THEM
AE managers get trained first, then get the tools to reinforce every new skill in deal reviews, 1:1s, and call coaching.
“I got my life back!”
“It can be like pulling teeth to get sales managers to coach, but Factor 8’s tools and tips absolutely fixed it. Now managers are coaching new skills consistently.”
Heather F., Sr. L&D Manager, HSIAI-POWERED SALES TRAINING
Our methodology is built into AI at every step. AI amplifies the skills we teach. It never replaces them.
FROM THE PEOPLE CLOSING THE DEALS
Presidents Club, 3 years running
Factor 8 helped me outperform last year’s sales by 25%, and hit Presidents Club for a 3rd consecutive year.
Joe H., Senior Territory Manager, Dealer Spike“I had a sales call and tried my hand at the Demos That Don’t Suck training. It was a one-call close!”
“This training was very effective and customized to our needs… It really allowed us to apply what we learned.”
“I still use the tips you and your team taught us… I was an SDR and went to AE, Sales Manager and now I’m the Head of Sales!”
Want to take a deeper dive into our AE training?
SEE OUR TRAINING IN ACTION
Take a quick look inside our virtual and in-person workshops. This short highlight reel shows the energy, interaction, and hands-on practice that make Factor 8 training different; from reps building real skills to managers learning how to coach with confidence. It’s a fast way to see what your team will experience.
PICK THE MODEL THAT FITS YOUR TEAM
On-Demand Training
Unlimited self-paced sales training for individuals and small teams
Best for: sellers, managers, or teams with more bandwidth than budget
- 40+ interactive, role-based eLearning courses for reps and managers
- Scripts, templates, coaching guides, and call recordings built in
- Real-world examples and interactive practice
- New training resources added regularly
Classes + Coaching
Virtual sales training with expert guidance and accountability
Best for: small teams (under 10) needing ongoing skills coaching
- On-demand courses paired with live group coaching
- Call grading and skill development from Factor 8 experts
- Manager involvement and certification upon completion
Full-Service
Your trusted partner for customized, high-impact virtual sales training
Best for: growing sales teams (10+) ready for customized training
- Fully tailored live workshops and coaching sessions
- Real-time calling and skill application
- “Coach the Coach” manager training
- Ongoing support and performance tracking
Everboarding℠
Customize and deliver Factor 8’s award-winning sales training internally
Best for: enablement teams building or scaling in-house training
- Exclusive to Factor 8: soft copies of our instructor-led sales workshops
- Train-the-trainer and manager coaching support
- LMS-ready content you can brand, edit, and deliver as your own
- Long-term license with ongoing updates and partnership support
Not sure which model fits? We’ll help you choose.
Build sales career paths, funded by grants
Factor 8 is an Approved Training Provider for a Registered Apprenticeship program, so eligible teams can have training costs subsidized.
See how our account executive training works
Download the brochure to share with your team, and we’ll reach out to talk through your goals.
FREQUENTLY ASKED QUESTIONS
What does account executive training include?
Factor 8's account executive training covers the five skills that move deals from first meeting to signed contract: discovery, tailored demos, selling value, objections and competition, and momentum and closing. Every program is built from your team's real calls and includes live workshops with role play, follow-up coaching, and manager training so new skills stick.
What skills should account executive training focus on?
Start with the skills where deals stall. For most AE teams, that's discovery that stops at the current state, demos that turn into product tours, discounting before the price conversation, and calls that end without a clear next step. Factor 8 reviews your team's real calls first, then maps each gap to the courses that close it.
How do you train account executives to close more deals?
Shift reps from pitching to discovering. When AEs uncover what buyers value, tailor demos to those goals, and propose with value instead of discounting, win rates rise. Managers are trained first so they can reinforce each skill in deal reviews, 1:1s, and call coaching.
How do you measure the ROI of AE training?
Track the metrics tied to the skills you trained: stage conversion, days in stage, win rate, deal size and margin, and forecast accuracy. Factor 8 sets KPIs at kickoff and reviews progress with leadership every quarter, so you can see where skills are showing up in the pipeline.
What results can you expect from account executive training?
After value-based selling training, LeadVenture doubled its annual contract value even as buyer demand dipped. AMSR saw 89% revenue growth year over year and a 21% increase in conversion after AE training on closing and objection handling.
How long does an account executive training program take?
A typical program includes about 10 hours of live workshops across 6 to 8 modules, plus about 12 hours of follow-up coaching, with managers trained first. Every program is customized to your team's experience level and goals, so timing depends on what your AEs need.