Getting Ava ready…
- Secure line
- Session
- Joining
- On camera
AI video assistant. Your camera is never used; your voice is processed by Tavus to run the conversation. Calls end after 5 minutes and are not recorded.
AE Academy Lessons for Salesforce AEs
AE Command Center · Academy Get better at selling Salesforce, one deal-ready lesson at a time.
10 free lessons, about 133 minutes in all. Each one has talk tracks you can use on your next call, a worksheet for a live deal, the common mistakes and how to tell it's working. No sign-up.
Trail
Sell Salesforce implementation like a partner
10 modules · ~2.2 hrs · Beginner to advanced
0 of 10 complete
- How to run a Salesforce discovery call that finds the real project Many stalled Salesforce deals were lost in discovery. The rep asked about features, got polite answers, and built a proposal around a problem nobody owned. This lesson gives you a call structure that finds the real business problem, the people who feel it, the systems it touches and the date it matters by. You will leave each call with a written next step the customer helped write. Start →
- How to sell Salesforce to CFOs and executive buyers A CFO is not a tougher version of your champion. They read a different document, worry about different risks and use different words. This lesson shows you how to prepare for the finance conversation: what a CFO actually reads, how to frame cost against value, how to present total cost of ownership honestly, and how to answer the questions that decide whether the deal moves or waits. Start →
- How to build a Salesforce ROI business case the customer believes A business case only works if the customer believes it, and they only believe numbers they helped produce. This lesson shows you how to build an ROI case from the customer's inputs, count margin instead of revenue, include every cost, test the result with sensitivity ranges and fit it on one page. The goal is a document your champion defends as their own. Start →
- How to handle Salesforce implementation objections without overpromising Many Salesforce deals stall not because the customer doubts the product but because they doubt the project. "We had a bad implementation before." "It will take forever." "Our data is a mess." This lesson gives you a method and specific talk tracks for the five implementation objections you hear most, so you can answer with a plan instead of reassurance, and never promise what delivery cannot keep. Start →
- How to position Agentforce credibly, from problem to pilot to pricing Customers have heard plenty of AI promises. What earns trust now is an AE who starts from a specific problem, checks whether the customer is ready, proposes a small measured pilot and explains pricing accurately. This lesson gives you that sequence, the talk tracks for each step and a plain-English summary of Agentforce pricing as published on salesforce.com on October 27, 2026. Start →
- How to find account expansion opportunities in Salesforce customers you already have Most expansion deals are hiding in accounts you already own, but they rarely announce themselves. This lesson shows you how to read adoption before you pitch, map whitespace by team and process instead of by SKU, run an executive business review the customer actually wants to attend, and time the conversation so it lands well before renewal pressure takes over. You will leave with a repeatable account review you can run this week. Start →
- How to sell Salesforce in a competitive deal without trashing the other vendor Competitive deals are won or lost long before the side-by-side demo. This lesson shows you how to find out who you are really up against, help the customer set decision criteria that reflect their actual needs, position Salesforce honestly so you keep credibility with technical evaluators, and recognize the deals you should leave. Use it on any deal where another CRM, ERP suite or service platform is on the shortlist. Start →
- How to understand and reduce implementation risk before the customer signs Customers do not just buy software. They buy a project, and most of their worry is about the project. This lesson shows you how to find the four big implementation risks during the sales cycle, talk about them openly, help the customer choose a delivery partner, and decide when a fixed-scope start makes sense. Deals that address risk before signature close with more confidence and renew more easily. Start →
- How to navigate a complex Salesforce buying committee Your champion cannot buy Salesforce alone. Somewhere behind them sit an economic buyer, an IT lead, a security reviewer, procurement, finance and the people who will use the system every day. This lesson shows you how to map each role, learn what each one needs to say yes, build a mutual action plan the customer owns, and keep several relationships alive so one departure does not sink the deal. Start →
- How to build industry expertise fast when you take on a new vertical Buyers can tell within minutes whether you understand their business. You do not need ten years in an industry to earn that trust, but you do need its language, its numbers and its constraints. This lesson gives you a one-week plan to learn a new vertical: what to read, who to talk to, which questions to ask, and how to turn it into discovery that sounds like you have done this before. Start →