Avoid opportunities that won’t budge, weak pipeline, and missing your quota. Learn how to build quality pipeline and master opportunity management. Our approach puts the buyer front and center, enabling you to proactively prevent and spot issues during sales and renewal cycles.
You know that awful feeling, when you hear from a prospect or client that ‘this project has been deprioritized’ or ‘We’re simplifying our tech stack and canceling all nice-to-have tech’? This course will make unpleasant pipeline pushes and opportunity losses a thing of the past.
In this course, we will cover:
Intro to our buyer enablement framework, PART
How to guide buyers and clients through their entire buyer journey with our PART framework.
How to apply discovery conversations to guide buyers through their entire buyer journey, evaluation and decision process.
How to get past status quo
Addressing the Cost of Inaction so you don’t lose any more deals to no-decision
How to gain and maintain trusted advisor relationships
Leveraging Champion & Relationship mapping. We’ll help you avoid getting stuck in the friend zone.
Using Mutual Action Plans to help guide the buyer and ensure alignment
How to progress deals asynchronously
The benefits of Storytelling and how to use ChatGPT to create your own pocket stories (no more waiting on Marketing).
Net New Business – We’ll show you how to weed out the time-wasters in your pipeline. Learn to effectively navigate your opportunities, steering clear of deal delays and unforeseen setbacks. Say goodbye to wasted time, surprise losses and hello to strategic sales mastery (and your commission cheque).
Renewal and Expansion – We’ll address unlocking revenue without losing trust. Who said hitting your revenue target means sacrificing your trusted advisor status? Discover the art of engaging your clients well before renewal time, effectively minimizing churn risks. Isn’t it more appealing to have renewal conversions that feel like strategic, forward-looking discussions rather than a desperate product pitch right before a renewal date? We’ll also delve into the delicate balance of managing expansion opportunities while still meeting your existing clients’ needs.
Meet your course instructors & learn what we will be covering during this course.
This section will introduce you to PART, a framework that helps reps develop problem statements during every phase of the sales process -- including Discovery.
If you have already watched this video as part of our other courses, please feel free to skip this section.
If you haven't been introduced to PART, please watch the introduction video and review the corresponding slides that follow the video.
In this section, we will discuss what the buyer journey actually looks like and how you can leverage PART to ensure your sales or renewal process aligns with it. After watching our course video, please review the attached Field Guides. There is one for New Business called "Aligning with the Buyer Journey" and on for Existing Business called "Aligning with the Customer Journey."
In this section, we will introduce you to how you can do Discovery in a way that is buyer and client focused using the PART Framework. We will apply this to both New Business as well as Churn Risks.
Using a methodology like MEDDIC at your current company? No problem. This section will briefly cover how we use MEDDIC for discovery and how our framework, PART, ties into other Sales Methodologies.
If you have already taken our MicroSkills: Discovery course, you can skip this section and head down to Discovery 2.0.
In this section, we'll take your discovery skills to the next level. Instead of just focusing on early stage Discovery conversations, we will show you how to do discovery across the whole buyer and client journey using -- you guessed it -- PART.
If you only focus on New Business, simply watch the video for New Business.
If you handle Existing Business, we recommend that you watch both videos.
"We lost to No Decision"
These are the dreaded word that no salesperson or CSM wants to hear. This section will teach you how to combat situations like these.
First, we'll discuss how to position yourself against the status quo using PART. Then, we will quantify exactly what the cost of inaction looks like and teach you how to do this in your own opportunities.
A great tool for ensuring that you are aligned with your Buyer or Client is to use a Mutual Action Plan. This section will discuss just how you should leverage a Mutual Action Plan and also includes a template for you to use in your own opportunities.
Storytelling is one of the most compelling ways to communicate with your buyer or client. In this section, we will explore the key markers of good story telling and even provide you with some ChatGPT prompts to help you design your own.
Building & maintaining strong relationships is key to any sale or renewal. In this section, we'll discuss how you can ensure you are working with a Champion who helps accelerates your efforts & how you can best leverage them to map out other key relationships.
We will also discuss how to maintain your trusted advisor status whether you're dealing with new business or existing business.
This section recaps everything we have learned together during this course & gives you advice on how to start applying it in your daily work.