Class: Work the Deal: How to multithread an existing account
Work the Deal: The Perfect Meeting™
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30m
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 establishing pockets of influence throughout the entire organization. Finding influencers, champions, and new sources of budget are all discussed.
Up Next in Work the Deal: The Perfect Meeting™
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Class: How to Increase Engagement Bef...
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...
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Hit: How Do I Start My Perfect Meeting®?
Summary of the three elements the introduction layer of "The Perfect Meeting®" technique.
You will learn how to close for time, agenda, and permission.
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Class: Pricing 101: The three most im...
Presented Live: March 20th @ 11am ET
Few topics are as critical to the health of a deal as Pricing, so few Closers approach the topic without some level of anxiety. That's why we break down the topic of Pricing into three: Rate Card, Verbal, and Proposal. By separating the pricing discussion ...
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