Class: The Scorecard® UNPLUGGED! ("Clarity")
All Classes • 33m
Presented Live: April 4th @ 11am ET
In this Unplugged class, we do a deep dive in determining the results of any Scorecard® on an individual opportunity. We review the value of the "Gets" (deal health) and "Gives" (time remaining), and what it means for any sale. We explain the directional importance of changing scores, alternatives to improving (or disqualifying) deals, and hidden "next steps" to advance deals that are stalled. The concept of a "Golden Get" is also discussed.
Up Next in All Classes
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How Do I Coach My Reps with the Score...
Presented Live: April 4th @ 2pm ET
In this Lead the Deal class, we explore how managers can shrink their rep pipeline reviews by as much as 75% while dramatically improving forecasting accuracy. We explore how to identify challenges and opportunities within each salesperson's approach, show how...
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Class: How Do I Conduct My Perfect Me...
Presented Live: April 13th @ 1pm
Conducting The Perfect Meeting® requires dedication to the 3-close intro, and faithful progression through the 7 named categories. But how do we apply this technique when the meeting is virtual? In this Level 2 class, we leverage our technique by taking full ad...
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Class: The 'Company' Question UNPLUGG...
Presented Live: April 18th @ 11am
In this UNPLUGGED class, we investigate in detail the importance of the Company layer in the Perfect Meeting®. Designed to qualify while establishing the Student-Teacher paradigm, we pursue the topics of the customer's customers, products, and competitors. Ea...
