Class: How Do I Uncover the 'B' in BANT?
All Classes • 31m
Presented Live: April 25th @ 11am
Uncovering budget is one of the most challenging motions for salespeople, regardless of experience. Determining the prospect's specific ability to purchase is elusive as most customers are reluctant to share these details at even the latest stages of a deal. In this Level 2 class, we explore how customers typically assign and operate budgets, as well as creative ways that they can often spend in excess of a stated budget. Sophisticated linguistic and qualifying techniques are presented to inspire even the most hardened buyer to share.
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FOR MANAGERS ONLY
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Class: The Org Q Unplugged!: The Impo...
Presented Live: May 2nd @ 11am
In this deep-dive "Unplugged" class, we explore the hidden power of the Organization band within The Perfect Meeting®. By exploring people, locations, roles, and positions early in Discovery we can go to great depths in determining deal health, strategy, and next ...
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Class: Closing Your Email!
Presented Live: May 23rd @ 11am ET
We know we want a meeting. We will "settle" for a referral. Is that enough when we prospect? In this Level 1 class, we dramatically widen the different types of closes available to use that can increase engagement rates while advancing opportunities quickly....
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