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Files:

Business Case Workshop.mp4 654.6 MB
April 21, 2023.mp4 311.7 MB
April 21Value_Mapping_-_Sheet1.pdf 39.8 KB
Aug 4, 2023.mp4 88.8 MB
Dec 9, 2022.mp4 78.0 MB
Feb 3, 2023.mp4 88.9 MB
Feb 17, 2023.mp4 94.3 MB
Jan 13, 2023.mp4 81.2 MB
Jan 20, 2023.mp4 86.8 MB
March 3, 2023.mp4 96.5 MB
Nov 11, 2022.mp4 235.1 MB
Oct 28, 2022.mp4 192.0 MB
10_Laws_of_Copywriting_Cheat_Sheet.pdf 345.0 KB
Course Introduction.mp4 33.2 MB
Law 1 - Learn How People Make Decisions.mp4 9.8 MB
Law 2- Uncover the Selfish Benefit.mp4 4.9 MB
Law 3- Tell a Great Story.mp4 10.6 MB
Law 4- Write Like You Talk.mp4 4.4 MB
Law 5- Use Their Words Not Yours.mp4 10.8 MB
Law 6- Short Choppy Copy.mp4 9.4 MB
Law 7 - Be Specific.mp4 6.9 MB
Law 8- Nail the Subject Line.mp4 21.8 MB
Law 9- Use Social Proof That s Relevant.mp4 7.5 MB
Law 10- Address Objections Up Front.mp4 8.7 MB
01 The Cold Email Framework and Email Analysis.mp4 23.4 MB
02 Email Deliverability.mp4 27.6 MB
03 Email Openings Triggers.mp4 33.4 MB
04 Email Body.mp4 39.2 MB
05 Real World Examples.mp4 35.8 MB
Cold_Email_Framework_Cheat_Sheet_copy.pdf 303.6 KB
01 The Purpose of Sequencing The Inbound Sequence.mp4 18.7 MB
02 11 Tips for Outbound Sequences.mp4 43.6 MB
03 Best Outbound Sequence Structures.mp4 21.5 MB
04 Building Sequences Above Below the Line.mp4 21.7 MB
05 Touchpoint Breakdown Cold Calling LinkedIn.mp4 27.1 MB
06 AB Testing.mp4 36.6 MB
07 Bonus Tips Emails.mp4 38.4 MB
10_Laws_of_Copywriting_Cheat_Sheet.pdf 345.0 KB
Cold_Email_Framework_Cheat_Sheet_copy.pdf 303.6 KB
Forged_From_Fire_Cold_Email_Templates.pdf 6.3 MB
00 Introduction- Why Cold Calling.mp4 82.6 MB
01- The B2B Cold Calling Script.mp4 118.5 MB
02- Live Cold Call Examples.mp4 168.0 MB
03- Cold Call Moneyball Metrics.mp4 53.8 MB
04- Objection Handling.mp4 99.7 MB
05- Voice Message Strategy.mp4 39.6 MB
06- Sequence Cadence Strategy.mp4 63.5 MB
07- Cold Calling Principles.mp4 74.6 MB
08- Pipeline Generation Daily Point System Framework.mp4 25.4 MB
09- Finding leads using Linkedin Sales Navigator.mp4 17.6 MB
BONUS- Cold Call Roleplay.mp4 403.0 MB
1.1 Welcome.mp4 15.4 MB
1.2 Real Cost of Mishiring.mp4 26.0 MB
1.3 - Meet Kevin Gaither.mp4 71.0 MB
2.1 - 7 Deadly Hiring Mistakes.mp4 38.0 MB
2.2 - Debunking the Ideal rep profile.mp4 120.1 MB
2.3 - Designing an Effective Hiring Process.mp4 30.3 MB
3.1 - Developing Your Hiring Benchmarks.mp4 80.4 MB
3.2 - Trait 1.mp4 36.0 MB
3.3 - Trait 2.mp4 42.8 MB
3.4 - Trait 3.mp4 54.0 MB
3.5 - Trait 4.mp4 32.6 MB
3.6 - Trait 5.mp4 39.3 MB
3.7 - Trait 6.mp4 71.2 MB
3.8 - Trait 7.mp4 20.4 MB
3.9 - Trait 8.mp4 71.8 MB
4.1 - Hiring Steal-Worthy Salespeople.mp4 20.1 MB
4.2 - Finding Diamonds in the Rough.mp4 76.4 MB
4.3 - Expert Guide to Candidate Screening.mp4 65.3 MB
4.4 - Science of Interviewing.mp4 48.1 MB
5.1 - Reviewing Your Hiring Funnel.mp4 32.6 MB
5.2 - The Next Level.mp4 21.7 MB
5.3 - Closing Note.mp4 8.7 MB
01- Meet the CFOs and Agenda Overview.mp4 26.8 MB
02- The Current Landscape (and Mindset) of a CFO.mp4 62.0 MB
03- What are CFOs Willing to Spend Money On.mp4 65.3 MB
04- How to Help Your Champion Sell to Their CFO.mp4 32.8 MB
05- Building a CFO-Worthy Business Case.mp4 43.0 MB
06- CFO’s Advice for Sellers.mp4 68.0 MB
1. The Unfair Opportunity You Have.mp4 44.0 MB
2. Your Buyers' True Decision-Making Mind.mp4 63.0 MB
3. Unfair Decision-Forces Working Against Sellers.mp4 45.4 MB
4. The 'Chimp Operating System' (And How to Capitalize On It).mp4 10.3 MB
5. Value - Confusion and Perception.mp4 32.5 MB
6. Loss Aversion.mp4 64.9 MB
7. What Golfers and Exec Buyers have in Common.mp4 70.7 MB
8. Decisions by Comparison.mp4 58.7 MB
9. Framing and Perception.mp4 54.1 MB
10. Language the Chimp Love Hates.mp4 46.7 MB
11. 3 Dimensions of Value.mp4 59.7 MB
12. Linking each Dimension.mp4 12.5 MB
13. Insight Motivation Time Travel.mp4 54.2 MB
14. Formulas and Examples.mp4 84.7 MB
15. The Hero with a Thousand Faces.mp4 46.4 MB
16. Cementing Consensus.mp4 50.0 MB
17. Real World Journey Example.mp4 52.4 MB
18 Tiny words - Big impact.mp4 112.7 MB
19. Sounding Credible.mp4 28.0 MB
20. Showing up with a POV Point of View.mp4 74.7 MB
21. 6 Laws Maximum Value.mp4 29.8 MB
22. Dismantling 2 Deal killing Biases.mp4 81.8 MB
23. Trusted Advisor.mp4 18.8 MB
24. Build your own winning conversations.mp4 49.0 MB
$100 Million Sales Deck.mp4 40.4 MB
Forged_From_Fire_Cold_Email_Templates.pdf 6.3 MB
pclub.io_Business_Case_Example_Product_Adoption_.pdf 69.6 KB
01 Introduction to Mutual Success Plans.mp4 34.1 MB
02 What Are Mutual Success Plans & Becoming a Detailed Seller.mp4 17.1 MB
03 Five Steps to a Buyer-Centric Success Plan.mp4 37.7 MB
04 Work Like an Exec AND a Project Manager.mp4 29.5 MB
05 Example Mutual Success Plan.mp4 33.2 MB
06 Conclusion.mp4 13.8 MB
Looking for more Business Related Courses or Business Templates & Ideas.txt 402 bytes
Mutual_Action_Plan_Template.xlsx 8.0 KB
01- Clarify the objection.mp4 27.4 MB
02- Validate and demonstrate empathy.mp4 9.4 MB
03- Isolate the objection.mp4 6.5 MB
04- Gain permission (neutralize the mind with a No question.mp4 6.6 MB
05- Address the objection w-business value.mp4 12.1 MB
06- Confirm the resolution.mp4 4.5 MB
07- Attempt to surface other concerns.mp4 5.7 MB
A predictable framework for handling pricing objections.mp4 12.7 MB
Five types of objections (and how to handle each).mp4 36.4 MB
CFO AMA #1- Michael DiFilippo, CFO of Invoca.mp4 117.7 MB
pclub.io_for_business_-_discovery_prompter.pdf 1.6 MB
pclub.io_for_business_-_discovery_prompter.pptx 8.1 MB
QS_Disco_Prompter.pptx 9.0 MB
QS_Disco_Prompter.pptx.pdf 1.8 MB
The $100M Discovery Deck (The Discovery Prompter).mp4 37.3 MB
01 Here's What You're Going to Learn.mp4 16.8 MB
02 Do This Before You Start.mp4 20.0 MB
03 My Story In Sales.mp4 38.8 MB
04 My Story Selling to CFOs.mp4 30.2 MB
05 The New Economy - CFO as King and Queen.mp4 57.4 MB
Mistake 01 - Allowing Buying Process Fog.mp4 29.7 MB
Mistake 02 - Selling ROI without Regard to Priority or Hurdle Rate.mp4 19.5 MB
Mistake 03 - Going big and long with ROI.mp4 13.4 MB
Mistake 04 - Selling Gross Return Instead of P&L Improvement.mp4 26.6 MB
Mistake 05 - Trying to Get Access to the CFO.mp4 10.1 MB
Mistake 06 - Rapport Building.mp4 19.0 MB
Mistake 07 - Champion Mismanagement.mp4 37.6 MB
Mistake 08 - Seller-led Business Cases.mp4 19.8 MB
Mistake 09 - No plan for value realization.mp4 24.7 MB
Mistake 10 - Being hard to do business with.mp4 20.5 MB
Mistake 11 - Giving In.mp4 20.6 MB
Module Intro - 11 Mistakes.mp4 9.8 MB
01 The Most Fundamental Aspect of Your Success.mp4 11.1 MB
02 CFO s Core Responsibilities.mp4 66.6 MB
03 Common Pain and Objections.mp4 65.4 MB
04 Language Patterns and Terminology.mp4 51.5 MB
05 Intro to Decision Criteria - OneHack.us.mp4 3.6 MB
CFO_Objection_Cheat_Sheet.pdf 348.3 KB
01 Above the Line vs. Below the Line Business Value.mp4 15.9 MB
02 - 7 Value Drivers.mp4 29.4 MB
03 - How to Do Discovery to Sell to CFOs Part 1 of 3.mp4 41.1 MB
04 - How to Do Discovery to Sell to CFOs part 2 of 3.mp4 29.6 MB
05 - How to Do Discovery to Sell to CFOs part 3 of 3.mp4 37.4 MB
06 Be the Root Cause.mp4 71.7 MB
07 Connect to Negative Impact.mp4 39.7 MB
08 The Raw Material for Your Business Case.mp4 5.5 MB
Diagnostic_Questions_Worksheet.pdf 422.8 KB
Finding_Impact_Worksheet.pdf 421.6 KB
Questions_for_Buying_Process_Clarity.pdf 386.3 KB
01 What is a Champion and Why are they Critical to Selling to CFOs.mp4 14.9 MB
02 Five Criteria of a CFO-Worthy Champion.mp4 11.6 MB
03 Identifying the CFO-Worthy Champion.mp4 16.2 MB
04 Access the CFO through FP&A and Champion Coaching.mp4 54.6 MB
05 Getting Ready to Build the Business Case.mp4 4.2 MB
01 When and Where Business Case Building Happens.mp4 26.5 MB
02 7 Steps of a Winning Business Case.mp4 11.2 MB
03 The Executive Summary.mp4 18.4 MB
04 Problem Definition.mp4 19.1 MB
05 - Financial Impact.mp4 26.6 MB
06 Proposed Solution and Required Capabilities.mp4 29.8 MB
07 Before and After Story.mp4 33.9 MB
08 Value Realization Plan.mp4 19.3 MB
09 Tradeoffs.mp4 16.6 MB
01 Five (More) Elements of a Winning Business Case.mp4 18.4 MB
02 Soft Dollar vs. Hard Dollar ROI Arguments.mp4 13.1 MB
03 How to Run the CFO Meeting.mp4 52.7 MB
04 Recap and Conclusion.mp4 45.5 MB
Conclusion.mp4 19.1 MB
1. Welcome and my journey.mp4 24.7 MB
2. Product differentiation is dead..mp4 23.5 MB
1. Exercise_Rig_the_root_cause.pdf 176.1 KB
1. Rig the 'root cause' in your favor.mp4 54.2 MB
2. Rig the desired solution in your favor.mp4 22.9 MB
3. Lead with a Nexus.mp4 28.9 MB
3. Nexus_Exercise.pdf 111.2 KB
4. Exercise_slides_Sell_the_micro_problem.pdf 146.9 KB
4. Sell the 'micro problem'.mp4 25.2 MB
5. Influence their subconscious mind with 'super social proof'.mp4 23.3 MB
6. Bull Charge (if you have a superior product, don't get cute)..mp4 10.2 MB
7. Exercise_Sales_Judo.pdf 81.9 KB
7. Find the 'weakness WITHIN their strength' (sales judo).mp4 22.6 MB
8. Redefine the scope of the deal to favor you.mp4 32.1 MB
9. The 'credibility landmine'.mp4 20.3 MB
1. Ask for an exclusive evaluation, pass on the savings.mp4 28.2 MB
2. Add or remove steps that improve your position.mp4 17.3 MB
2. exercise_-_add_or_remove_steps.pdf 35.4 KB
3. Accelerate when you're winning (strike while the iron is hot).mp4 15.1 MB
4. Delay when you're losing (5 tactics).mp4 27.5 MB
5. What to do when it's rigged against you.mp4 30.0 MB
1. Analyze your influencers with 'PAPR'.mp4 18.2 MB
1. PAPR_Template.pptx 912.3 KB
2. The Power Coach.mp4 12.6 MB
3. What to do when you have a power champion, but they're deferring to their team.mp4 8.7 MB
4. How to neutralize your competitor's 'friend'.mp4 9.7 MB
5. The saboteur with no influence.mp4 3.6 MB
6. Live Example- Using PAPR to create your own strategy.mp4 23.6 MB
Dec 9, 2022.mp4 78.0 MB
Jan 13, 2023.mp4 81.2 MB
Nov 11, 2022.mp4 156.6 MB
Oct 28, 2022.mp4 130.3 MB
Exactly How to Sell to CFOs In An Economic Downturn.mp4 164.5 MB
Issue 001- November, 2022.mp4 106.0 MB
Issue 002- December, 2022.mp4 85.4 MB
Issue 003- January, 2023.mp4 76.5 MB
Issue 004- February, 2023.mp4 45.1 MB
BONUS- Eliminate friction with the discovery prompter.mp4 40.4 MB
discovery_prompter_example_-_QuotaSignal.pptx.pdf 137.7 KB
#1 Introduction.mp4 21.3 MB
#2 Course Overview.mp4 13.0 MB
#3 Identify and Validate THE Business Problem.mp4 50.9 MB
#4 Understand the Current State.mp4 26.9 MB
SaaS_Discovery_Masterclass_-_Workbook.pdf 6.3 MB
#5 Why Root Cause is so Critical.mp4 27.4 MB
#6 Uncovering Root Cause.mp4 18.1 MB
#7 The Value of Exploring Negative Impact.mp4 18.1 MB
#8 Impact Questions and Impact Discovery.mp4 21.6 MB
#9 3 Step Framework for Building Impact.mp4 45.2 MB
#10 Impact Exercise and Recap Quiz.mp4 12.7 MB
impact_worksheet.pdf 745.2 KB
#11 Understanding the Desired Outcomes.mp4 25.3 MB
#12 The Desire Outcome Discover Waterfall.mp4 4.9 MB
BONUS- Eliminate friction with the discovery prompter.mp4 40.4 MB
discovery_prompter_example_-_QuotaSignal.pptx_1_.pdf 137.7 KB
Pclub_SaaS_Discovery_eBook_V2.pdf 6.4 MB
SaaS_Discovery_Masterclass_2.0_-_Course_Deck.pdf 11.1 MB
01 Why Discovery is a Threshold Skill.mp4 22.5 MB
02 Quickstart Formula.mp4 20.5 MB
Intro- Why You're Here Today.mp4 39.8 MB
01 Can You Pass the 'No Logo' Test.mp4 21.6 MB
01_Exercise_Can_You_Pass_the_No_Logo_Challenge_.xlsx 127.3 KB
02 How To Set The Rules of Engagement and Win.mp4 30.8 MB
03 Roleplay Demonstration of ROE.mp4 15.0 MB
04 Review of ROE and Exercise.mp4 22.1 MB
04_Exercise_Set_the_Rules_of_Engagement.xlsx 80.1 KB
05 Inbound v Outound Discovery.mp4 33.8 MB
05_Exercise_Actively_Exploring_vs._Latent_Pain_Discovery_Questions.xlsx 80.1 KB
06 The 'Go Back In Time' Technique.mp4 21.2 MB
06_Exercise_Go_Back_In_Time_Series_of_Questions (1).xlsx 80.1 KB
06_Exercise_Go_Back_In_Time_Series_of_Questions.xlsx 80.1 KB
07 Exercise - Write Your Go Back In Time Questions.mp4 7.6 MB
07_Exercise_Context-led_questions.xlsx 80.1 KB
08 Context-Led questions.mp4 58.8 MB
08_Exercise_Discovery_Prompter_.xlsx 82.8 KB
09 The Discovery Prompter.mp4 41.2 MB
10 - Business Pain that MONEY Follows.mp4 46.9 MB
10_Exercise_1_What_s_the_need_behind_the_need_for_your_customers_1_.xlsx 77.6 KB
10_Exercise_2_Need_Behind_the_Need.xlsx 79.9 KB
11 - How to Turn Little Dollars into Big Dollars.mp4 62.8 MB
12 - Validate the Business Problem.mp4 21.0 MB
01 Getting Clear on Root Causes vs Business Problems.mp4 64.3 MB
02 Summarize and Transition.mp4 27.2 MB
03 How and Why to Ask OPEN Diagnostic Questions.mp4 20.4 MB
04 Targeted Diagnostic Questions.mp4 43.3 MB
05 Exercise Craft Your Own Targeted Questions.mp4 33.0 MB
06 WARNING- Cause Analysis Can Happen Backwards.mp4 23.2 MB
11_Exercise_What_are_YOUR_root_causes.xlsx 77.5 KB
01 The What and Why of Building Negative Impact.mp4 42.7 MB
02 Summarize and Transition (yes, again).mp4 26.3 MB
03 Quantify Pain and Build the Cost of Inaction.mp4 48.3 MB
04 Open Negative Impact.mp4 29.2 MB
05 Targeted Negative Impact.mp4 40.4 MB
06 Recap and Three Warnings.mp4 20.9 MB
19_Exercise_Cost_of_Inaction.xlsx 8.7 KB
21_Exercise_Targeted_Negative_Impact.xlsx 8.5 KB
01 The What and Why of Future State.mp4 21.6 MB
02 What Exactly is Buying Criteria.mp4 24.0 MB
03 What do you think you need.mp4 14.9 MB
04 Targeted Solution Questions.mp4 36.2 MB
05 Conclusion and What to Do Next.mp4 15.1 MB
23_Exercise_Buying_Criteria.xlsx 79.2 KB
26_Targeted_Solution_Questions.xlsx 79.3 KB
0. Introduction- The biggest driver of your financial success is sales hiring.mp4 28.5 MB
01- Create Unmistakable Clarity.mp4 46.3 MB
02- How to Design a Predictive Hiring Process.mp4 25.1 MB
03- Predictive Interview Questions.mp4 28.2 MB
04- Chronological Sales Interviews.mp4 39.0 MB
05- Form Judgment with Behavioral Science.mp4 16.9 MB
06- Get Multiple Independent Views.mp4 36.8 MB
07- Write a 'Deal Memo' - OneHack.us.mp4 15.7 MB
91.pdf 330.2 KB
Putting it all together, and Interviews-as-a-Service.mp4 22.9 MB
_Framework_Key_Account_Meeting_Prep_Sheet.docx 739.2 KB
_Framework_The_Discovery_Roadmap_Crowd-Sourced_Questions.pdf 131.7 KB
_Framework_Weekly_Pipeline_Update.docx 737.4 KB
12_Mid-Funnel_Email_Frameworks (1).docx 811.9 KB
12_Mid-Funnel_Email_Frameworks.docx 811.9 KB
0. $10 ChatGPT for 1 Year & More.txt 209 bytes
Enterprise_Account_Maps_Template.docx 281.6 KB
Framework_for_Worldclass_Follow-Ups.pdf 244.5 KB
How_to_Write_Forward-Worthy_Follow-Up_s.pdf 294.7 KB
Mutual_Action_Plan_Template.xlsx 8.0 KB
Selling_With_Buyers_A_Crash_Course.pdf 22.3 MB
Strategic_Soundbite_Formula.pdf 37.3 KB
Structuring_Your_POC_Worksheet.pptx 908.0 KB
01 Introduction.mp4 18.3 MB
02 How I fell in Love with Selling with Champions.mp4 22.8 MB
03 The Shift to a Champion Mindset.mp4 27.4 MB
04 Who Exactly is a Champion.mp4 15.2 MB
01 Believability Ratings and Baseball Card Approach.mp4 45.8 MB
02 Building the Baseball Card for Your Champion.mp4 9.8 MB
03 Social Capital.mp4 12.3 MB
04 Track Record.mp4 4.2 MB
05 Influence.mp4 7.6 MB
06 Incentive.mp4 6.7 MB
07 Intel.mp4 9.4 MB
01 How Your Potential Champions Evaluate YOU.mp4 20.6 MB
02 6 Tactics for Showing Up Well With Your Champions.mp4 33.1 MB
03 Neuro-Linguistic Programming.mp4 19.2 MB
04 Spiral Dynamics.mp4 29.7 MB
05 Spiral Dynamics in Practice.mp4 10.6 MB
06 Testing Your Champions.mp4 40.1 MB
Avoiding False Footholds.mp4 11.0 MB
Foothold #1- Internal Priorities.mp4 10.0 MB
Foothold #2- Dedicated Meetings.mp4 2.4 MB
Foothold #3- Find a Climbing Buddy.mp4 10.1 MB
Foothold #4- Projects NOT Products.mp4 3.8 MB
Foothold #5- Brightspots.mp4 5.0 MB
The Importance of Planning Your Route.mp4 20.2 MB
01 What a Business Case is NOT.mp4 34.2 MB
02 In-Depth Business Case Breakdown.mp4 37.1 MB
03 The Metanarrative and Executive Summary.mp4 7.3 MB
04 Using Customer Language.mp4 11.0 MB
05 How to Use Your Business Case.mp4 14.4 MB
01 Example #1 Intro.mp4 26.2 MB
02 Business Case Teardown and Buildup #1.mp4 80.6 MB
03 Example #2 Intro.mp4 15.3 MB
04 Business Case Teardown and Buildup #2.mp4 87.0 MB
01 A Framework for High-Stakes Conversations.mp4 41.2 MB
02 Adapting Your Message for POC-Land and Expand Motions.mp4 16.3 MB
03 Course Conclusion.mp4 25.7 MB
1. Welcome, and my journey.mp4 25.9 MB
2. Your role as a sales manager.mp4 21.9 MB
1. Mistake 1- Random acts of execution.mp4 10.1 MB
2. Mistake 2- Making changes too fast.mp4 9.6 MB
3. Mistake 3- Inadvertently undermining your reps.mp4 15.1 MB
4. Mistake 4- Trying to impact short-term revenue too fast..mp4 5.8 MB
5. Mistake 5- Under-communicating with your cross-functional partners..mp4 11.7 MB
6. Mistake 6- Under-communicating with your boss.mp4 15.6 MB
Your first 30 days in six easy steps.mp4 54.9 MB
1. Crystallize your 'observations' deck.mp4 17.3 MB
2. Build your 'strawman' priorities.mp4 14.9 MB
3. Solidify priorities with your boss.mp4 9.9 MB
4. Rollout your priorities to your team.mp4 30.2 MB
Demonstrate momentum, quick wins, make talent changes, and put everything in motion.mp4 26.9 MB
1. Frontline Foundations.mp4 14.1 MB
2. FREE BONUS- Part 1 of Sales Hiring Masterclass ($100 value).mp4 46.3 MB
DECK_6_Techniques.pdf 13.4 MB
Six 'Underground' Sales Techniques.mp4 178.3 MB
Looking for more Business Related Courses or Business Templates & Ideas.txt 402 bytes
01 Introduction.mp4 24.7 MB
02 Your Customer Is Ready to Buy- Not So Fast.mp4 16.6 MB
01 Start With the Biggest Risk (Competition).mp4 12.9 MB
02 The Series of Next Steps.mp4 24.7 MB
03 Getting the Full Picture.mp4 18.8 MB
04 Great Sellers SEEK Risk (Here's How).mp4 12.3 MB
01 Two Closing Motion Questions.mp4 12.3 MB
02 Strong Prescription Loosely Held.mp4 19.6 MB
03 Four Quick Tips to Close Deals ON TIME.mp4 20.4 MB
01 Stay On Top of Change.mp4 8.4 MB
02 A Quick Summary and Conclusion.mp4 7.5 MB
Link.txt 127 bytes
01 Why Issue Diagnosis Matters.mp4 77.0 MB
02 Meet Your Mentor.mp4 96.8 MB
03 Course Overview.mp4 41.7 MB
01 What is Issue Diagnosis.mp4 139.5 MB
02 A Template for Diagnosing.mp4 71.9 MB
01 Conversion Rate.mp4 115.6 MB
02 Contract Value.mp4 115.4 MB
03 Sales Cycle.mp4 78.4 MB
04 How to Coach.mp4 133.3 MB
05 Real Life Example.mp4 193.8 MB
Exercise- Putting the Framework into Action.mp4 10.7 MB
01 Pipeline Management.mp4 61.3 MB
02 Pipeline Creation.mp4 79.9 MB
03 How to Coach.mp4 65.8 MB
04 Employee Health.mp4 42.9 MB
05 Another Real World Example.mp4 143.7 MB
Recap and Next Steps.mp4 138.6 MB
Looking for more Business Related Courses or Business Templates & Ideas.txt 402 bytes
Conclusion and next steps.mp4 34.3 MB
1. Introduction.mp4 42.4 MB
2. My Story.mp4 32.6 MB
1. Catalyze a Decision.mp4 21.1 MB
2. Flip Your Demo Upside Down.mp4 60.8 MB
3. Solve Exactly.mp4 87.3 MB
4. Pain Relief and Loss Aversion.mp4 41.1 MB
Value_Mapping.xlsx 8.5 KB
1. Cause Analysis- How to Align Your Demo With Pain.mp4 31.1 MB
2. How to Align Your Demo with Their Perceptions.mp4 30.9 MB
1. Overview of the S.A.F.E.T.Y. Structure.mp4 29.9 MB
2. Start with Pre-Call Planning.mp4 72.7 MB
3. Align on the Decision.mp4 29.9 MB
4. Frame the Problem.mp4 69.3 MB
5. Establish the Big Picture.mp4 69.7 MB
6. Take Them On a Journey.mp4 12.0 MB
7. Yield and Pivot.mp4 57.6 MB
14_demo_questions.pdf 851.5 KB
From_Objections_to_Commissions_Cheat_Sheet.pdf 2.9 MB
Pre_call_cheat_sheet.pdf 112.9 KB
Value_Pillar_Slides.pptx 393.7 KB
1. The FAVORITE Framework.mp4 18.5 MB
2. Frame the Pain.mp4 21.4 MB
3. Ask the Right Question.mp4 14.7 MB
4. Visualize the Outcome.mp4 25.9 MB
5. Orient Your Buyer to the Screen.mp4 23.4 MB
6. Reveal the Workflow.mp4 26.7 MB
7. Implant the Value.mp4 24.6 MB
8. Tell a Story.mp4 16.9 MB
9. Elicit a Response.mp4 18.1 MB
14_demo_questions.pdf 851.5 KB
Frame_the_Pain.pptx 1.3 MB
Post-feature_demo_questions.pptx 916.5 KB
Pre-Feature_Demo_Questions.pptx 915.5 KB
Story_Famework.pptx 909.6 KB
Visualize_the_Outcome_Exercise.pptx 962.3 KB
1. How to Run 'Mini Demos' and 'Demoscovery'.mp4 61.9 MB
2. Exec Demos.mp4 77.7 MB
Exec_Demo_What_we_ve_heard_slide.pptx 511.1 KB

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