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OFFICE HOURS AND QUESTIONS - READ BEFORE STARTING THE COURSE - TIMES AND ZOOM LINK

Join the community

Stages of Sales People Development

Sales Profiles and ABC

Maverick Mindset

Proactive Mindset

Competative Mindset

Motivation Mindset

Creative Mindset

Intelligence Mindset

Law 1 best interest

Laws of Sales Overview

Law Overtly Positive

Law - Divide and Concur

Law - Nothing Happens

Law - It is not about the Product

Law - If you what if going to happen

Law - You Know How to Sell

Laws - Set the Rules

SkillSet overview

How to Direct the Decision

How to Create and Keep Momentum

How to Control the Decision without being controling

Map to Money Overview

Map to money eliments

Creating the map to money

First Call Overview

Pre Call CheckList

First Call Objective

First Call - Why should they care

First Call Conversation Flow

First Call Best Questions

First Call Stories

First Call Next Meeting Idess

First Call Post Call Review

Map to Money First Phone Call

Technical Sales Introduction

Technical Sale Stages

Technical Sale Players

Technical Sale Lockouts

Technical Sale Map to Money

Technical Sale DMC

Technical Sale Laws

Technical Sale Check List

Technical Sale States What to do

Technical Sale Rules set and brake

Technical Sale Mistakes

Business Sale Introduction

Business Sale DMC overview

Business Sale Laws

Business Sale Biz Justification

Business Sale Mistakes

Business Sale Pricing

Client Stages 1

Maverick Matrix

Future of Sales

Maverick Matrix Attitudes

Maverick Matrix DMC

Maverick Matrix Stakeholders

5 ways to diff as a salesperson

How office hours work and a high level overview of the Map to Money and How to Prevent problems

Office Hours 04-13-18 Great examples on Biz Justification and

04-28-18 DMC AND HOW TO START YOUR M2M

Map to Money Review 050418

Office Hours 5-11-18 Map review and different meeting approaches.

Office Hours 05-25-18 M2M simple start

Office Hours 06-08-2018 M2M review

Office Hours 06-22-18 m2m review and q&a about selling to the c-suite

Additional Q&A on Lockouts, Rules, Traps, Radio Silence

Office Hours - 07-06-18 Business Justification

Office Hours 07-20-18 pre- call, post-call and email

Office Hours 08-03-19

Office hours 08-17-18

Bonus Case study of how to start the conversation

OFFICE HOURS 08-31-18 WHERE DEALS GET STUCK

ONE-0N-ONE M2M REVIEW

Office Hours 09-14-18 Business Sale Strategies

OFFICE HOURS 09-28-18 GRADE YOUR DAY

How to make it a must have??? one-on-one

Office Hours 10-12-18 How to structure a call

Office Hours 10-26-18 Questions and Problems

A Year to Excellence

Office Hours - Listening Skills

Office Hours 12-28-18 Laws Habits

Office Hours - First Call and Next Steps - Listen for Jan Bonus

Office Hours 01-25-19 DMC Rules

Office Hours 02-08-19 The Tech Sale and How to prevent stalls.

Office Hours 2-22-19 m2m details and preventing "No Decision" and Stuck deals

Office Hours - 03-08-19 Urgency how to create it and keep it

Office Hours 03-22-19 decision elements

Office Hours 04-05-19 How to Get What YOU want and need

Office Hours 04-19-19 recovery and tech sales Q&A

M2M template from Office Hours 05-3-19

Office Hour Recording 05-03-19

Office Hours 05-17-19 When to present the BizJ and MindSet

Office Hours 05-31-19 proactive deal momentum and handling how much does it cost?

Office Hours DMC and Creative engagement

Barzini and other deal stalls

How to keep DMC and Handle Price during the different stages

How to keep DMC and Handle Price during the different stages

DMC - mapping - sticking points - new position strategy

Office Hours 08-09-19 M2M online first call and next steps

Office Hours 9-6-19 Making it automatic and dealing with admin forced managers

How to deal with multiple divisions, DMC, Stuck in Purchasing

How to deal with multiple divisions, DMC, Stuck in Purchasing

10-04-19 Office Hours Q3 lessons and Q4 strategy - Dealing with approvals and funding.

10-18-19 Proactive vs. reactive, rfp, flow state and recognizing where you are in a deal

How the technology adaption lifecycle effects your sales process

12-27-19 Common traps and mistakes - dealing with RFI, RFP and other bidding issues

12-13-19 First F2F call strategy and traps

How to create interest and urgency in each meeting

How to create interest and urgency in each meeting

Mind Map for Office Hours 01-10-2020

Winning the technical sale in the beauty contest and consulting service - Holding company and CRO examples

How to set the Rules and Break your competitors rule to win the deal - 02-07-20

2-21-20 Getting the Technical Sales and Differentiating Yourself - Deal Strategy

3-6-20 How to tell if you are losing before it is too late and what to do about it to win

How to selling during a crisis - Mindset to become great - What to do when you are not their first choose.

04-03-20 Demos - POC's and how to best use them to get the tech sales

4-17-20 How to learn from each conversation and plan to make every call and A

How to Prevent falling into Sales Process trap - Why they are so dangerous

OH 5-15-20 Case study of lost deals - CFO Neg - Pricing - Success stories

5-29-20 Acid Tests - Getting to the real issue - Preventing delays

How to get people to NOT wait and buy now - How to handle a cold RFI - Interest building questions

6-26 How to recover from a stalled deal and how to prevent it - Outward Mindset and Personal wins

How to be viewed as more than a rep and not get ghosted

The typical stalls of the large deal and how to prevent them - Q&A about DMC

Locking out competitors and setting and changing the rules

What to do when a new leader comes in - How to add DMC to a deal

Acid tests - Tech Sales - Unblocking from the CEO - End Running to win back

How to use the demo and presentation - What each person really wants

How develop a par

How to Max Q4 -

How to max the course - business justification - roi - competitive strategy

How to block a competitor and prevent it in the future. OH 11-13-20

11-27-20 How to prioritize deals and your time

12-11-20 Why and where deals get stuck and how to prevent them - How to max the course

12-25-20 Full Process review and repair

01-08-21 Lessons learned in 2020 - Time optimization - Preventing stuck deals - getting C-suite approval

01-08-21 Pdf Mindmap

01-22-21 How to keep a deal moving - assets vs. activity

Sales Kickoff presentation I did to prevent deals from stalling

02-05-21 Traps as both an individual and in deals

02-19-21 How to drive the administration of issuing the order

Asking the hard questions to avoid the traps and win the deal - success stories - MUST LISTEN TO

03-19-21 Expiration dates and ROI with the right person - When to give pricing and how

04-02-21 How identify and avoid traps that delay and kill deals. - Must Watch

04-16-21 How to prevent deals from getting stuck and why finance gets involved

4-30-21 Preventing the deal going to lowest bid - Why NOW - How to grade your proformance.

5-14-21 Process review - Preventing stuck deals - What to do to get board approval - MUST LISTEN TO

5-28-21 Keeping the POC/tech win on track and keeping DMC

6-11-21 Case Study to prevent deal from getting stuck and create urgency - Must Listen to

6-25-21 How to be proactive and lead the deal - Working around gatekeepers - Create urgency

7-9-21 Technical win how to get and how keep - Must listen too

When to go TOP down - How to use requests - CFO's take on Budget, Approval levels and What they need to approve a purchase

CFO's answers to how big deals get done - MUST WATCH ONLY 5 MIN

08-06-21 Preventing Traps and building them into your Map

08-20-21 Inbound first call - dealing with a gatekeeper who is gathering info - Getting to the Why behind the why

Getting the Full Tech sales - How to sell WHY now - How to handle POC - MUST LISTEN TO

09-17-21 How to sell to the right thing and How to stay in touch over long periods of time

10-01-21 How deals get stuck and how we can prevent it - Must Listen to

10-15-21 How to prevent a deal from failing and why it happens - truth vs. fiction - MUST WATCH

Why deals stall and how to prevent it and how to sense if it will stall - MUST Listen too

Map to Money vs. Mutual action plans and how to know where you are and where to go.

11-26-21 Brake down the decision from the client's standpoint and prevent the STALL

12-10-21 How to handle large discount request - Push back on procurement - Next year planning

12-24-21 Where deals get stuck and how to prevent it

What having a locus of control of selling changes how you sell - MUST LISTEN TO

01-21-22 Preventing a stuck deal - when to give pricing - edging out a bigger competitor - Call Planning

OH 01-21-22 Call PDF

OH 02-04-22 How to neg and get the deal done

02-18-22 Budget, how to handle pricing - discounts - small deal now vs. big deal later

03-04-22 How to prevent the stall and keep the large deal on track - Must Watch

03-18-22 How value does not travel well - How to stay engaged with large time gaps

04-01-22 How to evaluate and develop a champion - How to work around a org change

4-15-22 What is a sales process and how to guide the client vs. react. How to handle legal and expired offers.

04-29-22 How to build the Partner in Crime rapport and Why deals stall, explaining NO BUDGET #must watch

05-13-22 How to build DMC - Differentiate true champions and false - How to negotiate once - MUST Listen to

05-27-22 How to prevent stalled deals by giving the economic decision maker what they need MUST LI

06-24-22 How to handle economic change and the new objections - Creating Active pain

07-08-22 How to prevent deals from going to purchase the smallest amount or starting over again

How to Lockout all other alternatives and make sure you are selected

08-05-22 How to leverage personal wins to prevent stalls and no decisions

08-19-22 How to gage your likelihood of winning after each conversation #MUST_LISTEN_TO

09-02-22 How to outline your First Call - How to prevent Ghosting - Deframe competitors - How to use the Business Justificaiton

09-16-22 How to get to the emotional reasons that will stall the deal - MUST LISTENT TO

09-30-22 How to put a test in each stage of the sale to determine the truth - MUST LISTEN TOO

10-14-22 Why it is so hard to not fall into traps - How to be proactive - When to know to close the deal - MUST LISTEN TO

10-28-22 How to prevent falling into the commodity trap

11-11-22 What has to be in place before you close the deal - how to find the technical decision maker

11-25-22 Detailed example of how and why to build your M2M - What you get out of it. - MUST WATCH

12-09-22 How to develop micro-skills to prevent the classic trap - MUST WATCH

12-23-22 CFO wanting pricing justification - M2M review - How to keep a call from falling into the commodity trap

01-06-22 How to compare your deals to the best deals - How to predict how the deal will evolve - MUST WATCH

01-20-22 How to talk to other problems to build to the problem you solve - #MUST LISTEN TOO

02-03-23 How to deal with a market study - How to prevent No-Decision - MUST WATCH

02-17-23 Why we keep falling into the classic traps in the complex sale and how to prevent it - MUS

03-03-23 How to reverse engineer the decision making process #MUST LISTEN TO

03-17-23 How to build the Business and Personal reasons to buy now - How the admin of purchasing works - #MUST LISTEN TOO

03-31-23 How to build prevention into your process - EOQ lessons and examples - #MUST LISTEN TO

04-14-23 How to use interdirect questions in a first call - How to use otter as a your sales coach

04-28-23 How to use the App and How the Simple sales works against us in the Complex Sale

05-12-23 How to build a process to prevent deal stalling traps - #MUST WATCH

05-26-23 How to sell in the Fog of war - Stalled deal prevention - How to build the trust clients want - MUST LISTEN TO

06-09-23 How to known where a prospect is in their decision process and more them forward #MUST LISTEN TO

06-23-23 How to handle a beauty contest sales when the competitor bakes in the price into a bundle

07-07-23 How to prevent the end of quarter NO DECISION deals

07-21-23 How to focus on the problem vs product - Total Cost vs Lowest cost - Why the CFO is NOT the economic DM

08-04-23 How to prep for a CFO proposal review - Why a Technical win is so important - How to diagnose a deal - MUST LISTEN TO

08-18-23 Questions to ask your champion before they meet with the economic buyer - MUST LISTEN TO

09-01-23 How to turn the pricing question into a value conversation - When is the deal ready to close - MUST LISTEN TO

09-15-23 Preventing the Stall in the Business Sales - 30-60-90 day plan - How to handle a blind RFI

09-29-23 How to become your own champion when needed and what to look for when evaluating a champion

10-13-23 Business Justification how to use it and a detailed example - Must Listen to

10-27-23 How to build and use the Hard Questions - Great questions about preparing your champion for a C-Suite meeting

11-10-23 Determining, setting and breaking the Rule of why YOU

11-24-23 How and why you need DMC in your deals - How to develop your judgement skills - how to know a false deal

12-08-23 How to Map out your First Call - Why you need to do it and what you get from it - PDF is Attached

01-05-24 How to review how you spent your time - How to prioritize your effort to maximize your income

01-19-24 How to determine if a deal is winnable and How to set Traps to prevent stalled deals

02-02-24 How to find the Technical Decision maker and get the Technical Sale - MUST LISTEN TO

02-16-24 How to understand the Status Game - Case Study of multiple departments and competing against change

03-01-24 How to perpare the hard questions so that you can get the true answers on your deals

03-15-24 How to increase your income by 30% by braking down your deals into manageable steps

03-29-24 How to keep the deal moving after the technical win - Q1 review of judgement skills - MUST LISTEN TO

04-12-24 Pattern matching to find where and why deals stall and how to prevent them

04-26-24 What are the Skills needed to Prevent the Stalling of Large deals - MUST LISTEN TO

05-10-24 How to prepare the Champion for the economic buyer meeting so that it closes vs starting over

05-24-24 How and why you need to qualify the economic buyers - A great case of when to talk away

06-07-24 How to build and keep DMC in your deals - MUST LISTEN TO

06-21-24 How to identify and avoid the TRAPS in b2b sales

07-05-24 What tools do we have to create and ,maintain urgency - Must Listen to

07-19-24 How to prevent Naysayers from stalling a deal - Business justifications using graphic - Must listen to

08-02-24 How to view your deals in a First Principles view and a Conversation view

08-16-24 How to build the partner in crime raport - when to transition from the tech sale to the business sale

08-30-24 How to find their personal win and who will push back on this deal?

09-13-24 How to use the advanced skills and still feel authentic - MUST WATCH

09-27-24 How to become great at sales fast - How to use these skills to close more deals

10-11-24 How to proactively drive the process and prevent stalls

10-25-24 The stages of sales skills and how to become great at the complex sale - Must listen

11-08-24 How to use "What changed" to regain the focus of the deal

11-22-24 How to identify signals that a deal is not a deal and correct them fast

12-06-24 When and how to start the business sales and keep it going till closed

12-06-24 When and how to start the business sales and keep it going till closed

11-22-24 How to identify signals that a deal is not a deal and correct them fast

11-08-24 How to use "What changed" to regain the focus of the deal

10-25-24 The stages of sales skills and how to become great at the complex sale - Must listen

10-11-24 How to proactively drive the process and prevent stalls

09-27-24 How to become great at sales fast - How to use these skills to close more deals

09-13-24 How to use the advanced skills and still feel authentic - MUST WATCH

08-30-24 How to find their personal win and who will push back on this deal?

08-16-24 How to build the partner in crime raport - when to transition from the tech sale to the business sale

08-02-24 How to view your deals in a First Principles view and a Conversation view

07-19-24 How to prevent Naysayers from stalling a deal - Business justification using graphic - Must Listen to

07-05-24 What tools do we have to create and ,maintain urgency - Must Listen to

06-21-24 How to identify and avoid the TRAPS in b2b sales

06-07-24 How to build and keep DMC in your deals - MUST LISTEN TO

05-24-24 How and why you need to qualify the economic buyers - A great case of when to talk away

05-10-24 How to prepare the Champion for the economic buyer meeting so that it closes vs starting over

04-26-24 What are the Skills needed to Prevent the Stalling of Large deals - MUST LISTEN TO

04-12-24 Pattern matching to find where and why deals stall and how to prevent them

03-29-24 How to keep the deal moving after the technical win - Q1 review of judgement skills - MUST LISTEN TO

03-15-24 How to increase your income by 30% by braking down your deals into manageable steps

03-01-24 How to perpare the hard questions so that you can get the true answers on your deals

02-16-24 How to understand the Status Game - Case Study of multiple departments and competing against change

02-02-24 How to find the Technical Decision maker and get the Technical Sale - MUST LISTEN TO

01-19-24 How to determine if a deal is winnable and How to set Traps to prevent stalled deals

01-05-24 How to review how you spent your time - How to prioritize your effort to maximize your income

12-22-23 Lessons learned in 2023 - Case study on full sales process - MUST LISTEN TO

12-08-23 How to Map out your First Call - Why you need to do it and what you get from it - PDF is Attached

11-24-23 How and why you need DMC in your deals - How to develop your judgement skills - how to know a false deal

11-10-23 Determining, setting and breaking the Rule of why YOU

10-27-23 How to build and use the Hard Questions - Great questions about preparing your champion for a C-Suite meeting

10-13-23 Business Justification how to use it and a detailed example - Must Listen to

09-29-23 How to become your own champion when needed and what to look for when evaluating a champion

09-15-23 Preventing the Stall in the Business Sales - 30-60-90 day plan - How to handle a blind RFI

09-01-23 How to turn the pricing question into a value conversation - When is the deal ready to close - MUST LISTEN TO

08-18-23 Questions to ask your champion before they meet with the economic buyer - MUST LISTEN TO

08-04-23 How to prep for a CFO proposal review - Why a Technical win is so important - How to diagnose a deal - MUST LISTEN TO

08-04-23 How to prep for a CFO proposal review - Why a Technical win is so important - How to diagnose a deal - MUST LISTEN TO

07-21-23 How to focus on the problem vs product - Total Cost vs Lowest cost - Why the CFO is NOT the economic DM

07-07-23 How to prevent the end of quarter NO DECISION deals

07-21-23 How to focus on the problem vs product - Total Cost vs Lowest c

06-23-23 How to handle a beauty contest sales when the competitor bakes in the price into a bundle

06-09-23 How to known where a prospect is in their decision process and more them forward #MUST LISTEN TO

05-26-23 How to sell in the Fog of war - Stalled deal prevention - How to build the trust clients want - MUST LISTEN TO

05-12-23 How to build a process to prevent deal stalling traps - #MUST WATCH

04-28-23 How to use the App and How the Simple sales works against us in the Complex Sale

The Business Justification

Questions to build interest

Question review and aligning groups with the account

How to develop a process

HOW TO BUILD CHECK LISTS FROM YOUR MAP TO MONEY

How to start the map to money

How to approach clients who are a little different to most

How to Prevent Objections

Map the conversation of a First Call

How to coach your champion to sell internally

How to control the conversation

Building interest

Create Urgency, Get the final order, Prioritize ops

Value prop vs Story

How to create urgency in a deal

Deal Review - How to keep the deal moving and Not fall into the quote trap

How to Recovery if you feel you have lost

M2M review and stall points

How to prevent deal from getting stuck - skip first min

How to prevent stalled deals

Business Justification review 05-07-19

Deal coaching and getting deals moving

How to get urgency in use of the product to generate revenue.

Inbound lead process and CEO briefings

How handle a TOC request and lockout cheaper alternatives.

Prep for first call with a new exec

Technical and Economic decision makers - Strategy Call

Replacing an established competitor.

Preventing deals from getting stuck

HOW TO REGAIN DMC

Business Justification and DMC

Business Justification and DMC

FIRST CALL PREP, PLANNING...

How to ask for what you need.

Lockouts and what happens if you do not get the tech sale

HOW TO COMPETE ON PRICE, KNOCK OUT A COMPETITOR AND GET THE TECH SALE

First Call prep to replace another product - strategy and tactics

How to use the map to make work

HOW TO BUILD A BIZ JUSTIFICATION

DMC DURING THE TECHNICAL SALES

Demo Review - Risk areas- Strategy to eliminate the competition

Using Questions to build interest, strategy and planning for large deal

Competing on a Huge deal and determining the decision making process

Review of M2M and walking through how to make it more complete

WIN STRATEGY WHEN YOU COMPETE WITH AN EXISTING PRODUCT.

M2M, GETTING AROUND BLOCKERS, LOCKING OUT BIGGER COMPANIES

HOW TO EXPAND WITH IN AN ACCOUNT

HOW TO GET THE TECHNICAL SALE AND BUILD INTO THE BUSINESS SALE

DEAL STRATEGY DMC

BUSINESS JUSTIFICATION AND SPEED UP A DEAL

BUSINESS JUSTIFICATION REVIEW AND STRATEGY FOR A HUGE DEAL

Pricing, getting the technical sale and boxing out the incompetent

Pricing, getting the technical sale and boxing out the incompetent

How to re-engage when you are ghosted

Account Planning and strategy to lock-out competitor and keep DMC

How to handle an RFP and RFI

DMC - PREVENTING GHOSTING - KNOWING IF YOU ARE COLUMN FOADER AND HOW TO LOCKOUT A COMPETITOR.

How to leverage an influencer and stop a competitive selection

Meeting planning and locking out the comp.

How box out a installed vendor and leverage Biz Justification

How to get the business win and neg price and order date.

How to work with purchasing and get them what they need.

How to utilize the Business Justification and keep the deal moving.

First Call Strategy - How to lockout the competition and get the next step

Business Justification review and lockout requirements

How to plan a second call and map out large deals.

How to handle pricing and timing when they say they do not have any budget

Business Justification and strategy planning to lockout a competitor.

Meeting Strategy and Getting The Technical Sale in Services Sales

How to ask the timing question and positioning - Software

First Call prep - How to build interest in replacing a competitor - C-level - SaaS

How to Justify your product financially - medical device - business justification - ROI

How to get the Technical sales when you are the most expensive - 3m deal

How to connect with higher level contacts to prevent a deal from being single threaded.

2-21-20 Getting the Technical Sales and Differentiating Yourself - Deal Strategy

Building stages for a Selling a service to Customer Success, CRO and CEO in the SaaS space

How qualify your deal before the first call and how to keep DMC

Deal strategy when and how to provide a proposal and how to keep the deal from stalling - services

How to use an analogy to set the rules and lockout your competition - technical sales

Swap out of a Competitor and How to justify it - Medical - SaaS - Tech Win - Biz Jus

How to build to a business sales - Deal strategy - Handling the budget objection

Post Mortum and How to know when you are losing or winning

How to find the champion and keep the deal moving

Confirming the Technical Sale and Get the deal on track

Biz Justification review and how to use ROI, Tech vs. Business

First Call - How to create DMC - Avoid stalling - Handling just send me some info

M2M review - Biz Justification - DMC - Selling Logistics

Getting the next meeting - handling pricing - positioning why you

How to find intangibles and find the personal wins for each person.

Deal Strategy - Lockouts - Differentiators - End runs

How to guide a PR through the system

How to tell if you have the tech sales and how to understand the process

Deal review - Final stage before board meeting - Locking out the competitors

How to handle random purchasing/RFI/Market studies - How to reset the rules

Two deal reviews that are stuck and how to push to get higher

How to replace a competitor - Biz Just

Biz Justification review and how to use it in the sales process

Preventing stalls - drive reengagement

How CFO's buy - How to prioritize your time

Review of Biz and Technical Justification to differentiate

How to work with a 3rd party service provider

How to not fall into someone else's trap and Set the Rules

How to block out a competitor and gain access to the CIO

M2M walk through and How to keep the deal moving

How to leverage the Biz Justification - Building the economic part of a deal when you do not have access to leadership

Strategy review and polishing - How and why to document steps - selling security software and service

Strategy review for selling a new product and starting conversations

Tech and Business Justification Review

Review of the m2m and deal strategy

How to prevent a stall and respond to delays

How to get a response with just checking in Case Study MUST Listen to 20 min in

Competing against do nothing - unstalling a deal

M2M review and deal strategy

How to prevent your deal from getting stuck - How to find all the decision makers - MUST LISTEN TO

Getting the Business when you do not have access - How have the deal WHEN we do it vs. IF we do it.

How to handle the owner meeting - How to WIN vs. lose fast - MUST LISTEN

Deal review when a contractor has a personal win not to work with you

What to do when stuck in legal

How to be seen as a resource vs. a rep - The upsell

Deal review of stuck deals and how to prevent it and get it back on track

How to turn a small team that has picked your competitor and leverage execs to build a bigger vision

How to get to the real issues so the deal does not stall

Deal review - Cost of Not doing it vs Doing

Strategy when you have one champion and how to build from there.

How to use R

How to win against building it internally vs. buy product

How to get the prospect to Must Fix NOW - Must

How to map out your typical stalls and objections and get people focused

How to use Questions to have the client think the way we want

How to differentiate when you are viewed as a commodity - Selling Facebook marketing to SMB

Using the Business Justification to keep the deal moving - How to displace a competitor

How to get started with your m2m

How to present pricing and options to close fast

How to create

When to identify and develop a user champion - Skip to the first 15 min - we talk about where deals get stuck and why

How to upsell an existing client and build in a next step

Review Business Justification and how to prioritize time

How to compete with internal alternatives

How to brief the Board of Directors on a 7-figure deal

How to handle the push back on price at the last minute

How to handle a Proof of Con

How to compare wins vs. stales - build them into your M2M to prevent them in your process

How to be proactive and focused on the few deals that can and will close

How to keep a POC on track and what to do when there is just a research project without a busy use.

Success story - deal review - setting traps for competitors

Handling Price objection - keeping a deal moving - avoiding the repair situation

Working around groups - how to use training as a paid tech sale

How to build a YES and avoid a stall - Braking down the conversations to keep DMC

Getting the Technical sales and locking out the competitors

Biz Justification review and account strategy review

How to prevent a stuck deal after the technical win and get to economic approvers

Building out the biz justification and m2m

Big deal review and process - selling services

Account review and strategy plan - Enterprise deal

Deal is stuck and your champion has moved on - How to get the deal back on track

Deal review - HR - Learning management - Where is it and what to do about it

Account strategy and setting a close date/action plan

Account strategy - regaining DMC after the coach leaves

Deal Strategy when ROI is not compelling

How to streamline the evalution POC process

Business justification review and strategy review - Must watch

Acid test to determine where you stand and become a MUST have

How to get out of the "We need to move quickly just send us a quote" trap... Now they go with the lowest price.

Lessons learned during the course and how this rep made it to the top 10%

Strategy for a great First Call

First call with a Government client in the first 15 min - How to keep DMC in the second 15 min

How to deal prep and keep DMC - What to look for in hiring a rep

Preventing a beauty contest first call or group presentation - selling digital marketing services

How to bundle and justify a long term deal

How to prevent a POC from getting delayed

How to apply judgement to increase win rate and keep DMC

How to co-develop a technical win and RFI with the client

How to package up a deal to make it bigger and happen faster

Success Story and Competitor replacement - MUST LISTEN TOO

When to do a trial or POC and what are the issues

Deal strategy when no verbal technical win and broken communication

How to make deal faster - Using executives - events

Business justification for executives and how to apply it to the technical win

Business Justification review and how co-author it.

Rebuilding a new champion and sole source justifications

How to position options, present what they get and use training and consulting to sell more.

Deal strategy review - lockouts - investor impact - RFP staging - Must Watch

How to use the Biz Justification to compete again an internal approach.

Structuring and execution a great First Call

When to slow down and build up the why

Locking in the Tech Sale - Defining alternatives "Who do you compete with?" - keeping momentum when priorities shift

Map review - business justification strategy - Managed Security Service

How to build urgency and get deal approved

How to execute a great First Call - #Security #software

MAP TO MONEY REVIEW IN DETAIL #SERVICES #TRAINING

How to keep #DMC - #poc #software #technicalSale

Working with an account team - How to build urgency to take action - #services #questions

Positioning Services and getting to the economic decision maker - evaluation RFP's

How to apply the m2m when you are a business owner and want to win larger deals #construction

How to map out your huge deals and prevent stalling and slipping

Getting the Technical win - Spring the traps - Solve the real problem

How to keep a huge deal moving and not get stuck on the admin stage

How to get the POC justified and started

How to get paid up front - Packaging larger deals

Getting DMC back into a deal - #Services

Account strategy to pick the best accounts and prepare a first call

Building a Why Now - Doing long POC's

Why use a these thing - even when they want to move "fast"

How to present options and when to use the Biz Justification

Building the technical and business sale concurrently - MUST LISTEN TO

Controlling the Technical Sale when they do not know what they want

Preventing stuck deals. #Services #IT

When to do a POC and how it can speed up your deal #startup

Deal strategy with end of year closure - handling RFPs

How to reduce the fear of change

Strategy on a large deal to identify the driver of change

How to find the right people to get the deal done

Strategy to upsell and confirm approvals

Yearly planning and career strategy

How to best handle discount requests that force a higher level conversation #MustListenTo

How to prevent ghosting after the POC

MAP review and how to evaluate partner deals

Lessons learned applying the course over a year and half - MUST LISTEN TO

Questions to Build latent pain into active pain

Building urgency after they have pricing #technicalSale

Positioning your service to large and small - How to talk about a larger deal

Designing an RFI to be wired for you.

When to couple deals and when to seperate them - Getting a large deal done with a small client.

How to handle pricing, budget and gaining executive buy in - MUST Listen too

M2M review - Deal win/lose review - the simplest way to keep deals on track - MUST Listen to

Business Justification review for selling Security Services - Must Watch

Deal reviews selling services to sales leaders

How to build the deal and gain commitment without an additional POC

Deal review with WHY NOW and keeping momentum

Business justification review - security - why now - value

How to keep deals moving - first time in sales - selling a service

Determining a next step - re-engaging when no one is using your service/product

Decision criteria is nice but that is not what they decide on #MUST LISTEN TO

How to expand an account and use questions to speak with an executive

How to handle inbound conversations

How to handle Legal review and keep the deal moving

How to handle a deal that another rep messed up

How to handle a deal when the client is getting acquired

How to negotiate around sign-off limits

Questions review and map to keep DMC

How to work a multi-divisional org - #tickets

How to handle a POC when the product is not a perfect match - deal reviews

How to prepare for a 4 legged sales call and trade-offs of giving a quote after the first call

How to hold a deadline and have concurrency in Business and Technical sale

How to handle a random objection at the end of a call - How to sell why NOW #Must Listen too

How to prevent the deal from stalling after giving pricing

How to handle "build vs. buy" and get your client to use your data #

How to map out your first call and use the Business Justification to change the focus to savings

How to map a new sales process in a new job

What are the classic traps of the complex sales - How to evaluate a inbound opportunity - MUST WATCH

Using the Business Justification to keep DMC in a deal

How to evaluate a RFI or RFP and how to prioritize it

How to handle NO PAIN and when the business climate changes - MUST WATCH

How to message what you do so the client cares

How to handle a NEW CTO who wants to build the product themselves

Strategy for a new product and how to keep the deal moving

How to get the key elements of the Business Justification ROI that the CEO cares most about

How to handle a blocker and a company in crisis - How to keep the deal moving

How to prepare for a demo and develop a lockout

Deal review of 5 deals selling a service that requires a Justification

How to read a client to understand what is behind the delay

How to use the Business Justification to keep the deal moving forward - Selling to HR and OPS

How to explain what YOU do and match the Problem to the Price - Selling training and Cusulting

How to Sell URGENCY in your deal - MUST WATCH

What to look for when moving into a larger b2b sales and what to do about it

How and when to use the business justification - How to prevent getting blocked - Manager vs. Economic buyer

How and when to use the business justification - Selling change - Positioning alternatives

How to design questions to activate pain and how to use the BJ earlier in the sales process

How to handle the business justification and use it instead of a quote

How to test for interest and finding the right person - How prevent the stall after the quote - MUST LISTEN TO THE LAST 10 MIN

What happen when they view you just as an option

How to position your lockouts and handle being the most expensive

Deal reviews - Upselling a service to 2X - How and why to divide and concur

How to apply your lockouts and balance first deal size vs. time

How to handle the presentation and

How to qualify deeper on the second call

How to find the one person who is driving the change and POC for the deal

How to build up urgency and differentiate from other competitors

How to Present the problem you solve and focus on WHY it is a MUST Have

Business Justification review and Identifying change as the competition

Pricing and avoiding the commodity trap

Business Justification review - MUST W

How to create the next meeting and the importance of the Tech Sale

Pre-Call Checklist review and how to create curiosity

Deal Strategy review

How to get the technical sales and when to introduce the business justification = MUST LISTEN TO

How to engage on the First Call - Setting your lockouts - Def

How to get the client focusing on what they really want and need.

How to handle a "Market Study" first call with someone who is just gathering info

How to develop a technical justification

Deal review when no technical sale is acquire - How to develop your judgement skills of what to work on and in what order

How to prepare for a First Call with a dream account

Account Strategy review - Competitor strategy

Business Justification review - Identifying the intangibles - Alternatives to a POC #MUST LISTEN TO

Case Study in Competing being viewed as a commodity - How to push back and get them focused on the problem not the cost

How to compete when your competitor does a N/C bundle - Questions to qualify without being salesy

Deals are stalling at the purchase point and how to prevent it

How to find the right first Use Case when selling a service

How to prevent a stall with

Breaking a competitors lockouts

How to prevent being view as commodity and having the client focus solely on the

How to use DMC to keep a deal moving and preventing stalls

M2M review focused on the first call

Business Justification review and how to find Opportunity Costs and Total cost of ownership - Must listen to

How to position the selection in the business justification to win the deal

Your Champion is over confident and assumes the company will do whatever they ask - MUST LISTEN TOO

Business Justification review and Strategy review

How to use a small deal to eliminate the competition and turn it into a big deal

Deal review when the coach is leaving and the competitor is

How to get the client focused on the Logical vs Emotional of a large deal - The cost of Not-Doing vs Doing

How to keep the deal moving and firming up the technical sale

How to connect a feature to what it does for them - TOC vs. Unit Cost - How to use an eval - MUST LISTEN TO

How to set and handle traps

How to work around procurement and unit cost to get them focused TCO instead

Finding and presenting differentiators and total cost of ownership

Applying your lockouts and Keeping the evaluation moving

How to find new lockouts and take down a first deal

How to get leadership to tell purchasing what to do

Business Justification review - How to react when they tell you your the best product but are not buying

How to become your own champion - Great Case on how build a deal from scratch

Deal strategy - How to get leadership prepared for a large deal

How to get what you want and need to close the deal or keep it moving

Business Justification review and how to set traps over time

Deal review - How to Stay engaged - Finding out who is going to be impacted by the product selection

How to keep the conversation going - How to create and maintain urgency

How to nail the technical win and test for the timing

Locking in the technical win with a prepper package - How to determine how hard the economic sales will be

How detailed show your map be and how to apply it

07-03-24 Separating out the Preparers and Reactors in your pipeline

How to handle a naysayer - How to do a reverse timeline - Using a graphical Business Justification - MUST LISTEN TO

How drive the decision maker call to determine what the likelihood is to close

How to measure the technical sale and keep the focus on their urgency

How to build a Value vs. Cost conversation

The Cost vs Value conversation

How to co-create the business justification - last 10 min

How to avoid the big deal trap - Focusing the deal on the problem NOT the product

The purchasing process and getting a solid technical win

How to keep the deal moving and Why we need a Map-to-Money