Presented live on May 16th @ 2pm

It's one thing to be persistent. It's another to be pestering. Closers know the difference. In this level 1 class we dissect why traditional cadence models fail, and reveal a way to build curiosity and urgency in the process. By adopting small changes in your ...

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.

Presented Live: May 30th @ 11am

Presented Live: June 20th @ 11am ET

Coaching is a gift to the sales rep, but timely feedback is a gift to the entire team. Catching our reps when they are doing things well (as well as when they struggle) is often the catalyst to guarantee effective communication. By isolating feedback into it...

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...

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...

Presented Live: July 11th @ 11am ET

By learning how to recognize and apply the characteristics of this Parent-Child Social Paradigm™ you will inject reason and assertiveness into every single engagement. In this level 2 class, Jeff explores this sacred paradigm and shares best practices on how t...

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...

Presented Live: July 25th @ 11am ET

Cold calling is not dead. Especially when you do it right. In this class, CeCe shares best practices for calling your buyers and getting through the first 30-seconds of a call. Learn how to capture the "attention" of your buyer and how to use the Why You? Why ...

Presented Live: August 1st @ 11am ET

The formula for crafting a winning elevator pitch, unlocked! Used to build "interest" with buyers, elevator pitches should be short, unique, and rich with language to inspire engagement early in the sales funnel. In this class, CeCe and Jeff discuss the purpo...

Presented Live: August 16th @ 11am ET

"Send me some information." "I'm not the right person." "Is this a sales call?" These are the objections we hear all the time when cold calling, but somehow never really have good answers for... until now.

In this class, CeCe and Jeff breakdown the ultimat...

Presented Live: August 30th @ 11am ET

Deals are won and lost after the first meeting-- or more specifically the first 5 minutes of that meeting. In this unplugged class, CeCe and Jeff dive into the Introduction band of The Perfect Meeting® pyramid and discuss the importance and tactics of every ...

Presented Live: September 6th @ 11am ET

In this level 3 class, you will learn three hidden 'Gets' designed to accelerate urgency on every deal. These early, middle, and late stage gets are designed to inspire engagement and commitment from your buyer while giving you the insight you need to make...

Presented Live: September 13th @ 11am ET

With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "1" course - we will explore the use of 3 Closes best designed for Prospecting and activiti...

Presented Live: September 20th @ 11am ET

It can be difficult to present yourself as a peer to your Prospect, particularly when they are sitting in the C-suite. But no one is immune to FOMO. In this Level 3 Class, we explore how the art of scarcity can be leveraged to create strong social value...

Presented Live: September 27th @ 11am ET

Multi-threading is more than a buzzword. It is an age-old practice utilized by large account executives for decades. In this Level 2 class, we explore how to navigate even the most complicated org charts by moving north/south AND east/west by establishi...

Presented Live: October 4th @ 11am ET

With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "2" course - we will explore the use of 3 Closes best designed for Discovery and Qualification...

Presented Live: October 11th @ 11am ET

With dozens and dozens of closes available to the modern salesperson, it can be overwhelming to know which is the most effective and the right time. In this Level "3" course - we will explore the use of 3 Closes best designed for Negotiation to bring the d...

Presented Live: October 18th @ 11am ET

You did it. You got the name from a prospect of a colleague... Maybe they were even cc'ed on an email, but now what? In this Level 2, Start the Deal™ class, CeCe takes you step-by-step on how to manage and work the internal referral. How do you close for a ...

Presented Live: November 8th @ 11am ET

It's one thing to understand Why You? Why You Now® technique, but it's another thing to actually put it into practice. In this Level 1, Start the Deal™ class, CeCe walks you through the process of researching, writing, and sending a WYWYN® email. From under...

Presented Live: November 15th @ 11am ET

Sales is often thought of as a numbers or "math" problem. And frequently it is. A geometry problem. 1 selling days a month. 63 selling days a quarter. And it can be a challenge for even the most seasoned rep to get everything accomplished in such a tig...

Presented Live: November 29th @ 11am ET

Engagement during any sales call should never be assumed. Even the most motivated buyer is often conditioned to remain aloof, standoffish, and reserved when greeted with an unsophisticated seller. In this Level 1 class, we explore a variety of techniques...

Presented Live: December 6th @ 11am ET

The path to close is never a straight one, and Customers rarely buy in any pre-ordained "sequence." That is why we rely on a fluid Gives / Gets framework to allow for any "bump in the road" of any size. In this Level 1 class, we explore how to navigate th...

Presented Live: December 13th @ 11am ET

Closers understand the subtle dance of revealing price to the Buyer at the appropriate pace to keep them satisfied, curious, and engaged. In this Level 1 class, we explore the three most critical times that every Closer should be prepared to discuss prici...