Ben Wright


Sales Impact Academy

Tom Glason


Sales Impact Academy




About this course

This all-encompassing course for front-line salespeople works its way through the entire sales cycle from qualified lead, through discovery calls and how to run effective meetings, to writing proposals, managing negotiations, and eventually handing over your closed-won deal to customer success.

Course information

| All Levels | 6 weeks | 1pm UK Time | 18 x 1 hour live classes |

Suitable for: Anyone who take sales opportunities from a qualified lead to a closed deal

Course syllabus

Class 1


  • Know what to expect from the next 6 weeks

  • Importance of evolving your sales process

  • Maintaining momentum on deals & developing a winning mindset

  • Creating a learning culture within your sales team

Class 2

Thinking and Acting like a CEO

  • Changing your mindset to help your business succeed 

  • Become an expert in your business

  • How & when to take control of your business

  • Taking responsibility for fixing problems in your business

Class 3



  • Importance of effective qualification

  • When to use data or conversational qualification

  • Optimising your qualification process for your company’s stage

  • How to use several qualification frameworks & asking the correct questions

Class 4



  • Why deep discovery is important for winning deals

  • Implementing rigorous discovery call processes

  • Conducting discovery & asking great questions 

  • How to uncover the buying process and stakeholders

Class 5



  • Why gaining ‘Vision Lock’ with your prospect is essential

  • Structuring your meetings to deliver maximum value

  • How to most effectively prepare for your meetings

  • Know how to conduct deeper discovery in your meetings

Class 6

Delivering an

Effective Presentation

  • Understanding the core objectives & optimal flow for your presentation and demo

  • The 3 guiding principles for making your presentation memorable

  • Know how to structure your presentation for maximum impact

  • How to introduce your company & solution

Class 7

Delivering an Effective Demo & Selling Remotely

  • How to prepare for your demo to set you up for success

  • How to structure your demo for maximum impact

  • The common mistakes you need to avoid

  • Top tips for remote selling, your virtual sales environment
    and WFH

Class 8

Understanding & Managing the Buying Process

  • Which information is key to uncover in the buying process

  • Understanding the various stakeholders you need to
    engage with

  • Key questions to elicit your prospects’ buying process

  • The use of a mutual action plan to set up the next steps

Class 9

Stakeholder Management and Engagement

  • Understanding the motivations of different stakeholders

  • Being able to identify and map various stakeholders in the buying process

  • Engaging with the right stakeholders at the right time

  • How to maintain momentum and engagement in your deals

Class 10

Value Propositions


  • Learn how to build compelling value propositions using real life examples

  • Understand the challenges of creating a value proposition

  • The opportunity to workshop your own value proposition

  • The importance of deep discovery in creating your value proposition

Class 11

Proposals that win (special guest Andy Bounds)

  • How to structure your proposal for maximum success

  • Understand how to add value and stand out from the crowd

  • Key mistakes to avoid with your proposal 

  • How small changes can make a massive difference

Class 12



  • The win-win goal & why it’s so hard to obtain

  • How to leverage the rule of reciprocity

  • Building a framework to manage your negotiations 

  • How to strengthen your position & avoid discounting

Class 13

Driving Focus in Your Go-To-Market Strategy

  • Why ‘focus’ in your Go-to-Market strategy is imperative for achieving success

  • How to find and qualify early adopters

  • Narrowing your market focus to deliver maximum success

  • Building focused multi-channel outbound campaigns

Class 14

Effective Pipeline and Time Management

  • Why mapping your sales process to your customers buying process is essential

  • Importance of defining your pipeline stages & having a clear exit strategy

  • The necessity of having a CRM and keeping on top of it

Class 15

Sales Campaigns

  • The importance of running multi-channel outbound campaigns 

  • How to structure your multi-channel campaigns 

  • Running effective introduction campaigns 

  • Maximising the use of content, direct mail, events & webinars

Class 16

Sales Frameworks
& Methodologies

  • SPIN, SPICE, Challenger & Sandler Frameworks

  • Depicting commonalities between frameworks

  • Deciphering which one will work best for you

Class 17


Ding Dong!

  • Live Discovery workshop to help you implement best practices in your Discovery calls and the Deep Discovery phase of your meetings

Class 18


Wrap Up

  • Overview of key learnings

  • Top 10 things to implement immediately 

  • Advice on embedding the learnings within your team

  • Q&A

Already a Sales Impact Academy member?

Log in to your dashboard and enrol today

© 2020 by Sales Impact Academy.

  • Twitter
  • YouTube
  • Instagram