KELLY

The Challenge

After five years in tech sales, I’d often hear acronyms like BANT, MEDDIC, or FAM thrown around. I had a rough idea of what they meant – sometimes not even that – but never felt fully confident using them myself.

“Sales books are not really my thing, so I needed something practical and clear. I just wanted a way to feel more confident and professional on my calls.”

There was also growing pressure at work to improve our multi-threading, but no one on the team really knew how. I’d shy away from qualifying out or pushing for next steps – especially with senior stakeholders like CFOs.

The Solution

The AE course helped me completely reframe how I approached sales conversations. I broke it up into short sessions, took notes in OneNote, and built myself a one-pager I still refer to today.

“The biggest shift was confidence – knowing I was actually bringing value to the table and sounding more polished with senior stakeholders.”

I started sending better follow-ups, speaking with more clarity, and positioning myself as someone the CFO or CEO could trust. It wasn’t just about technique – it made me feel more professional and better prepared.

“I never qualified out before – now I do it all the time. Making it easy for people to say no has actually helped me win more deals.”

The Impact

After finishing the course, I hit 154% of my annual target and closed the biggest new business deal in PetBox history – a three-year contract that everyone was talking about.

“It helped me close the biggest new business deal PetBox has ever had. It’s made a huge difference to my confidence and performance.”

I’m already ahead of my number for this year, and I still go back to the course when I feel rusty after a break. This isn’t just for people starting out – I’ve been in sales for five years and I use it constantly.

“If you’re considering it – just do it. It doesn’t matter if you’re new or experienced, it’ll help you show up better and close more deals.”