Master the B2B Sales Fundamentals That Will Transform the Way You Sell
As an early-career AE, you’re not just supporting deals - you’re the one running them.
Without a structured approach, B2B sales can feel overwhelming. This program gives you practical tools, proven frameworks, and actionable methodologies to navigate complex sales cycles, avoid costly mistakes, and build a structured, repeatable approach to winning deals.
In Partnership with
What You’ll Learn
Run High-Impact First Calls
Learn how to structure your first meetings, ask the right questions, and avoid jumping into a pitch too early.
The Immediate Impact:
Book More Second Meetings - Turn first calls into real opportunities by creating clarity, trust, and strong next steps.
Master Discovery That Drives Deals
Learn how to uncover real pain, ask sharper questions, and understand what actually drives buyers to move forward.
The Immediate Impact:
Build Strong Foundations - Set up deals to actually close by identifying real pain and qualifying opportunities early.
Lead Deals with Confidence and Control
Learn how to manage next steps, build momentum, and avoid deals that stall or disappear.
The Immediate Impact:
Close More Deals - Improve your win rate by running a structured process that keeps deals moving forward.
Your Guide to Sales Mastery
With over a decade of experience closing complex B2B deals, and as a former VP of Sales, I’ve built and led sales teams at companies like Riskified (IPO), Seebo (Acquired), and Identiq (Acquired).
Through advising startups, teaching B2B sales at Reichman and Bar-Ilan Universities, and training over 150 founders and early sales hires in the past year alone, I’ve seen firsthand how mastering critical deal fundamentals prevents costly mistakes at pivotal growth stages.
This program was created to help early-career AEs lead deals professionally from day one.
In Partnership with
What We Cover
First Call Excellence
Understand the goal of the first call, how to prepare, and how to structure it to build trust, set clear goals, and lay a strong foundation for your sales process.
Mastering the Demo
Demos are not about feature dumps - they’re about telling a story. Learn how to design demos that focus on solving customer pain points, not just showcasing features.
Discovery is King
Master the art of discovery—learn how to ask the right questions that open up your prospects without making them feel interrogated, all while gathering crucial information.
Deliver a Winning Proposal
You’ve worked hard to reach the point of delivering a proposal to your potential customer. We’ll break down the structure of a strong proposal and the key principles that should guide you when crafting it.
Building a Winning Pitch
Learn the essential components of a compelling pitch—what to include, what to avoid, and practical techniques for creating a pitch that resonates with any audience.
Controlling the Sales Process
Learn how to lead deals with discipline and clarity - set defined stages, align on next steps, and sustain momentum so opportunities advance with control, not optimism
I understand your reality - you’re running deals, managing pressure, and expected to perform. If you’re investing your time, you want to see real impact on your pipeline and results. That’s exactly how this program is designed.
What Makes This Program Unique?
✓ Highly Practical – Every session is packed with actionable insights you can apply immediately in your calls, deals, and day-to-day work.
✓ Big-Picture Sales Knowledge – You’ll not only improve how you sell today but also gain the structure and understanding to run more complex deals as you grow into enterprise sales.
In Partnership with
Setting The Right Expectations
This program won’t turn you into a top-performing AE overnight - that takes time and real deal experience. But it will dramatically ramp up how you run calls, manage deals, and move opportunities forward, equipping you with the skills and mindset to sell with confidence.
Trusted By Leading Startups
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“Raz’s program was exceptional. As a Salesperson, you’re constantly learning - but it’s easy to overlook the fundamentals that actually drive deals.
This program brought me back to what really matters: running strong discovery, building real relationships, and creating the foundation to close.
Highly recommended for AEs who want to level up and grow into enterprise sales.”
Barr Shawn Smoore, GTM Lead, Blast Security
