Remote - Video Conferencing
18 x 1 Hour Lessons
Anyone who take sales opportunities
from a qualified lead to a closed deal
Crossing the Chasm
Defining & Iteraring your sales process
BAMFAM (Book A Meeting From A Meeting)
Why do we need to qualify leads?
Pain - Energy - Trust
Data vs Conversational Qualification
What happens if you don't conduct Discovery?
Structure & content of the meeting
The 20:20:20 ratio
Vision lock with the limbic system
Avoiding the Valley of Death
In-person vs phone/video conference meetings
Pain, Need, Metrics
Reflecting on discovery & needs
Talking about price and budget
Next Steps / Mutual Action Plans
Their buying process
Identifying approval and veto people
When to send
Defining your pipeline stages
Clear exit criteria at each stage
Monitoring conversion data at each stage
Staying on top of your CRM
How to talk about competitors
Tracking competitors activities
Conferences & exhibitions
Breakfast briefings & roundtables
How to behave
Data to collect
When to follow up
SPIN, SPICE, Challenger, Sandler, etc!
What do they all have in common?
What works for you?