The modules Ideal Customer Profile and Buyer Personas ensure the Sales Professional is investing their limited time and resources on organizations and potential buyers with the highest propensity to buy what they sell.
Mindset for Success and Goal Setting focus on the importance of a growth mindset and effective goal setting for self-motivation.
Sales Success Plan provides a foundational understanding of sales metrics and how to calculate the activity levels required to de-risk sales success.
Buyer Expectations focuses on understanding and meeting the expectations of potential buyers and how to structure and elevate conversations in order to create engagement with the right decision-makers.
Value in the Eyes of the Buyer shows how to align with how decision-makers and business leaders define business value and the importance of building a compelling business case for change.
Personal Brand challenges the Sales Professional to consciously create and strengthen a personal brand, in order to differentiate themselves from the competition and build trust with potential buyers.
Value Narrative steps through how to create a baseline conversation to hook the interest of the potential buyer and earn a first meeting.
Script Building will take the Value Narrative and create scripts to enhance the speed and effectiveness of outbound activities.
Cadence and Sequencing provides research-based guidance on how and when to perform outbound activities.
Trigger Events and Referrals enables the Sales Professional to warm up their outbound activity by providing context for why they are engaging the potential buyer including a trusted common relationship.
Build Campaign Target Lists demonstrates how to compile a list of potential buyers and decision-makers to drive outbound activities.
Pragmatic Research focuses on the minutes before the Sales Professional picks up the phone and calls their potential buyer to ensure they are maximizing the power of personalization.
COMBO Prospecting accelerates breakthrough with potential buyers using the award-winning COMBO Prospecting methodology.
Objections, Qualifications and Discovery ensures the Sales Professional is prepared to overcome objections and blend qualification and discovery for optimal buyer.
Create Pipeline Completion wraps up the program, bringing all the assets together in a playbook, providing you with a certificate and a badge to share on social media.