Class: How to Manage Renewals and Upsells
Classes: Work the Deal™
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30m
Presented Live: June 6th @ 11am
In this class, Jeff will talk about the importance of the first 30 days of a customer's journey and how to close for "the grade" to get ahead of upsells and renewals.
Up Next in Classes: Work the Deal™
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Class: The Industry Question Unplugge...
Presented Live: June 22nd @ 11am
In this UNPLUGGED class, we investigate in detail the importance of the Industry layer in the Perfect Meeting®. Designed to disarm your buyer and shift the paradigm from Buyer-Seller to Student-Teacher, the Industry question is a critical component of a successfu...
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Class: Discovering the 'N' in Bant
Presented Live: June 27th @ 11am ET
In this class, we look at defining, qualifying, and closing for "Need." We discuss how you can use the N in BANT as an opportunity to uncover topics such as competition, buying history, and org-structure earlier in deals than ever before so you can quickly qu...
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Class: Discovering the 'T' in Bant
Presented Live: July 18th @ 11am
Uncovering timeframe is a critical element of our discovery and deal process, but timeframe isn’t just a date on the calendar. In this Level 2 class, we explore how the art and science of layering in questions about timeframe in order to qualify deals, build urge...
