Class: The 'Company' Question UNPLUGGED!
Work the Deal: The Perfect Meeting™ • 32m
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. Early attempts to identify power, pain or pleasure motivations, and to widen the audience are explored. All setting us up to unleash the power of the subsequent "Organization" layer. We also will define our language requirements as we seek to create high social value, even on poorly qualified opportunities.
Up Next in Work the Deal: The Perfect Meeting™
Class: How Do I Uncover the 'B' in BANT?
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 ...
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 ...
Class: How to Manage Renewals and Ups...
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.