Top 5 Uvaro Workshops to Get Promoted to Account Executive

In the tech sales world — many Business Development Representatives (BDRs) want to get promoted to Account Executives (AE). BDRs keep the business world going. They engage and qualify leads before passing them on to an Account Executive to close the sale.

But the work can feel tedious at times and many BDRs wish to continue forward on their career journey. AEs usually get higher salaries and focus on higher-level tasks than a BDR. Many BDRs have found that Uvaro Workshops can help them land that lucrative but elusive Account Executive position!

The 5 we recommend for those looking to get promoted and find Career Success? Keep reading to find out!

But First! What's The Difference Between A BDR and AE?

BDR Overview

• BDR Role Overview
• BDR Interview Questions
• BDR Salary Guide For 2022

AE Overview

• AE Role Overview
• AE Interview Questions
• AE Salary Guide For 2022

5 Workshops to help BDRs get promoted to Account Executive

1 - Discovery

Disco isn't only platform boots and funky tunes. It's also a short form for one of our Workshops: Discovery! The sales cycle relies on the discovery process to function. Yet, many BDRs believe they need to rush through the process as quickly as possible. The idea is to qualify more leads.

Don't put quantity above quality. Did you know the average discovery call should last between 30 to 40 minutes? Ask targeted questions to cover the lead’s pain points!

This Workshop teaches you the fundamentals. Understand everything about the discovery process of the sales cycle. Want to close more deals? Get better at discovery! With a few changes to the start of your sales process, you can find yourself generating more qualified leads than ever before!

This Discovery Workshop will focus on...

• How and when to use frameworks to structure your calls
• Developing customer-centric questions
• Differentiating between BANT and various other sales methodologies
• Using conversational info-gathering techniques
• Addressing potential customer’s pain points with empathy

2 - Objection Handling

Objection handling can feel like an awkward phase. You’re trying to exalt the virtues of your product without sounding too salesy.” Our Objection Handling Workshop takes the awkwardness out of objections.

We explain the proper way to address customers’ pain points without being pushy. Account Executives use the techniques we cover in this Workshop daily. To become an AE, you'll need to be comfortable with handling objections over the phone, email, and social. It's a core part of the role.

We provide you with the inside scoop to help you get promoted to account executive in the fast lane.

By the end of our Objection Handling Workshop, you'll know how to...

• Identify the types of objections you will encounter when talking to leads
• Talk to potential leads about adopting your product
• Counter each objection with empathy and honesty
• Apply new techniques for turning objection-heavy calls into productive conversations
• Have an agile conversation with all your leads
• Navigate both shallow and deep objections

3 - Closing Conversations

Did you know that the best companies close 50% more deals than the average company? They maintain a closing rate of 30% on all qualified sales leads compared to 20% for the average company.

You likely want to know what their secrets are as you look to get promoted to Account Executive. Our Workshop unmasks the techniques top closers use during their conversations. Learn to seal the deal. Consistently.

As with all our Workshops, you'll receive personal, live feedback. You'll practice your newfound closing techniques through roleplay and discussion. Learn more without the risk of burning leads!

In this Closing Conversations Workshop, you'll learn how to...

• Address a prospect’s needs and build a case that will suit them
• Answer closing questions with easy-to-remember frameworks
• Gauge stakeholder feelings and priorities
• Position all parties in alignment with the deal

4 - Managing Multiple Stakeholders

When you close a deal, it can be tempting to think you’re only closing a deal with your lead. You’re actually solidifying a partnership with EVERYONE in their company.

Proper stakeholder management actually begins with communication and deep discovery. Understand how to move forward with stakeholders as the deal progresses. The average number of customer stakeholders in a B2B tech sales purchase in 2022 is 6.8 approaching 7. With wildly competing interests like usability, finance, security, etc — are you going to feel comfortable with all of these different conversations taking place?

Our Managing Multiple Stakeholders Workshop gives you the tools to...

• Foresee who exactly holds a stake in the adoption of your product
• Predict who you will work with in the future
• Learn what their priorities will be (e.g., price vs. functionality)
• Resolve conflicts between stakeholders
• Design proactive questions that show thoughtfulness and research

5 - Forecasting Systems

Wouldn’t it be great if we could look into the future and garner sales predictions? Sadly, we can’t give you psychic abilities... But we can give you the tools you need to predict your sales future!

As an AE — proper pipeline management is critical in the role. Being able to predict where you'll end the quarter, month or even week is a HUGE benefit to any manager. Their confidence in you will be at an all-time high, and you'll make their job a whole lot easier!

With our Forecasting Systems Workshop, your crystal ball will show you how to...

• Prepare your company for different potential outcomes
• Keep a plan in place if something doesn’t go as expected
• Stay flexible and pivot after an unexpected outcome
• Create, and maintain a clean pipeline and ensure it is working as intended
• Figure out what you need to commit to a deal
• Forecast the impact of a deal on your bottom line
• Ensure more qualified leads

Take the next step today!

Getting promoted to Account Executive is easier when you have competitive skills. Give yourself an edge and enroll in a Workshop today!

At the very least, you'll have learned something new. At the most, you're looking at a significant salary raise! Looking to advance your career or make a Career Change? Uvaro can provide you with the tools you need to find Career Success — and achieve faster and better outcomes in tech!

To learn more about our offerings, and join the community that's making a difference in the lives of thousands of Uvaro members, download our Career Success Catalog.