Course Description

Learn how to Win the large B2B sale and Crush Your Quota. Includes 25 group calls via Zoom.us and lasts 12 Months. The course focuses on the sale from the First Qualifying call to Closure.

No Refunds and No Cancellations.

Host of The Brutal Truth Podcast

Brian Burns

After spending 20 plus years selling enterprise software I now work with sales leadership teams to help create and dominate their market segments. My approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies. What I have discovered is that the majority of salespeople are "Selling Backwards". Selling Backwards means that the focus is on the outside of the prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations, and closing... what is really effective is matching the selling process with the prospect's decision process. What we have found is that the salespeople who still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What I teach is what is going on inside the prospect's organization and how they make product selections. I then show salespeople how to guide/control the decision and how to keep the selection moving and in your favor.

Course curriculum

  • 1

    Types and Kinds of Salespeople

    • 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

  • 2

    The Laws of Sales and Selling

    • 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

  • 3

    The Skill Set of Great Sales People

    • SkillSet overview

    • How to Direct the Decision

    • How to Create and Keep Momentum

    • How to Control the Decision without being controling

  • 4

    How to build your Map to Money

    • Map to Money Overview

    • Map to money eliments

    • Creating the map to money

  • 5

    First Meeting with Prospect

    • 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

  • 6

    Winning the Technical Sale

    • 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

  • 7

    Business Sale

    • Business Sale Introduction

    • Business Sale DMC overview

    • Business Sale Laws

    • Business Sale Biz Justification

    • Business Sale Mistakes

    • Business Sale Pricing

  • 8

    Summary

    • Client Stages 1

    • Maverick Matrix

    • Future of Sales

    • Maverick Matrix Attitudes

    • Maverick Matrix DMC

    • Maverick Matrix Stakeholders

    • 5 ways to diff as a salesperson

  • 9

    Office Hours and Q&A

    • 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

    • 12-13-19 First F2F call strategy and traps

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

    • 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

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

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

    • 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

  • 10

    One-On-One's

    • 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.

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

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

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

    • How to handle a Proof of Con

    • 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

Pricing options

Explain how different pricing options might be valuable to different segments of your audience.