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| _Framework_Key_Account_Meeting_Prep_Sheet.docx |
739.24Кб |
| _Framework_The_Discovery_Roadmap_Crowd-Sourced_Questions.pdf |
131.75Кб |
| _Framework_Weekly_Pipeline_Update.docx |
737.35Кб |
| $100 Million Sales Deck.mp4 |
40.40Мб |
| #10 Impact Exercise and Recap Quiz.mp4 |
12.70Мб |
| #11 Understanding the Desired Outcomes.mp4 |
25.32Мб |
| #12 The Desire Outcome Discover Waterfall.mp4 |
4.86Мб |
| #1 Introduction.mp4 |
21.34Мб |
| #2 Course Overview.mp4 |
12.99Мб |
| #3 Identify and Validate THE Business Problem.mp4 |
50.89Мб |
| #4 Understand the Current State.mp4 |
26.88Мб |
| #5 Why Root Cause is so Critical.mp4 |
27.45Мб |
| #6 Uncovering Root Cause.mp4 |
18.08Мб |
| #7 The Value of Exploring Negative Impact.mp4 |
18.12Мб |
| #8 Impact Questions and Impact Discovery.mp4 |
21.56Мб |
| #9 3 Step Framework for Building Impact.mp4 |
45.22Мб |
| 0. $10 ChatGPT for 1 Year & More.txt |
209б |
| 0. Introduction- The biggest driver of your financial success is sales hiring.mp4 |
28.51Мб |
| 00 Introduction- Why Cold Calling.mp4 |
82.62Мб |
| 01_Exercise_Can_You_Pass_the_No_Logo_Challenge_.xlsx |
127.27Кб |
| 01 Above the Line vs. Below the Line Business Value.mp4 |
15.94Мб |
| 01 A Framework for High-Stakes Conversations.mp4 |
41.24Мб |
| 01 Believability Ratings and Baseball Card Approach.mp4 |
45.80Мб |
| 01 Can You Pass the 'No Logo' Test.mp4 |
21.61Мб |
| 01- Clarify the objection.mp4 |
27.38Мб |
| 01 Conversion Rate.mp4 |
115.58Мб |
| 01- Create Unmistakable Clarity.mp4 |
46.30Мб |
| 01 Example #1 Intro.mp4 |
26.23Мб |
| 01 Five (More) Elements of a Winning Business Case.mp4 |
18.42Мб |
| 01 Getting Clear on Root Causes vs Business Problems.mp4 |
64.29Мб |
| 01 Here's What You're Going to Learn.mp4 |
16.85Мб |
| 01 How Your Potential Champions Evaluate YOU.mp4 |
20.64Мб |
| 01 Introduction.mp4 |
18.27Мб |
| 01 Introduction.mp4 |
24.67Мб |
| 01 Introduction to Mutual Success Plans.mp4 |
34.11Мб |
| 01- Meet the CFOs and Agenda Overview.mp4 |
26.84Мб |
| 01 Pipeline Management.mp4 |
61.35Мб |
| 01 Start With the Biggest Risk (Competition).mp4 |
12.94Мб |
| 01 Stay On Top of Change.mp4 |
8.42Мб |
| 01- The B2B Cold Calling Script.mp4 |
118.47Мб |
| 01 The Cold Email Framework and Email Analysis.mp4 |
23.40Мб |
| 01 The Most Fundamental Aspect of Your Success.mp4 |
11.13Мб |
| 01 The Purpose of Sequencing The Inbound Sequence.mp4 |
18.66Мб |
| 01 The What and Why of Building Negative Impact.mp4 |
42.73Мб |
| 01 The What and Why of Future State.mp4 |
21.64Мб |
| 01 Two Closing Motion Questions.mp4 |
12.31Мб |
| 01 What a Business Case is NOT.mp4 |
34.19Мб |
| 01 What is a Champion and Why are they Critical to Selling to CFOs.mp4 |
14.93Мб |
| 01 What is Issue Diagnosis.mp4 |
139.49Мб |
| 01 When and Where Business Case Building Happens.mp4 |
26.48Мб |
| 01 Why Discovery is a Threshold Skill.mp4 |
22.54Мб |
| 01 Why Issue Diagnosis Matters.mp4 |
77.05Мб |
| 02 11 Tips for Outbound Sequences.mp4 |
43.61Мб |
| 02 6 Tactics for Showing Up Well With Your Champions.mp4 |
33.10Мб |
| 02 7 Steps of a Winning Business Case.mp4 |
11.20Мб |
| 02 - 7 Value Drivers.mp4 |
29.43Мб |
| 02 Adapting Your Message for POC-Land and Expand Motions.mp4 |
16.26Мб |
| 02 A Quick Summary and Conclusion.mp4 |
7.53Мб |
| 02 A Template for Diagnosing.mp4 |
71.90Мб |
| 02 Building the Baseball Card for Your Champion.mp4 |
9.85Мб |
| 02 Business Case Teardown and Buildup #1.mp4 |
80.60Мб |
| 02 CFO s Core Responsibilities.mp4 |
66.57Мб |
| 02 Contract Value.mp4 |
115.36Мб |
| 02 Do This Before You Start.mp4 |
20.04Мб |
| 02 Email Deliverability.mp4 |
27.64Мб |
| 02 Five Criteria of a CFO-Worthy Champion.mp4 |
11.55Мб |
| 02 How I fell in Love with Selling with Champions.mp4 |
22.78Мб |
| 02- How to Design a Predictive Hiring Process.mp4 |
25.10Мб |
| 02 How To Set The Rules of Engagement and Win.mp4 |
30.81Мб |
| 02 In-Depth Business Case Breakdown.mp4 |
37.12Мб |
| 02- Live Cold Call Examples.mp4 |
168.04Мб |
| 02 Meet Your Mentor.mp4 |
96.82Мб |
| 02 Pipeline Creation.mp4 |
79.86Мб |
| 02 Quickstart Formula.mp4 |
20.51Мб |
| 02 Soft Dollar vs. Hard Dollar ROI Arguments.mp4 |
13.13Мб |
| 02 Strong Prescription Loosely Held.mp4 |
19.56Мб |
| 02 Summarize and Transition.mp4 |
27.20Мб |
| 02 Summarize and Transition (yes, again).mp4 |
26.29Мб |
| 02- The Current Landscape (and Mindset) of a CFO.mp4 |
61.96Мб |
| 02 The Series of Next Steps.mp4 |
24.74Мб |
| 02- Validate and demonstrate empathy.mp4 |
9.36Мб |
| 02 What Are Mutual Success Plans & Becoming a Detailed Seller.mp4 |
17.12Мб |
| 02 What Exactly is Buying Criteria.mp4 |
23.99Мб |
| 02 Your Customer Is Ready to Buy- Not So Fast.mp4 |
16.62Мб |
| 03 Best Outbound Sequence Structures.mp4 |
21.47Мб |
| 03- Cold Call Moneyball Metrics.mp4 |
53.83Мб |
| 03 Common Pain and Objections.mp4 |
65.39Мб |
| 03 Course Conclusion.mp4 |
25.71Мб |
| 03 Course Overview.mp4 |
41.67Мб |
| 03 Email Openings Triggers.mp4 |
33.43Мб |
| 03 Example #2 Intro.mp4 |
15.30Мб |
| 03 Five Steps to a Buyer-Centric Success Plan.mp4 |
37.65Мб |
| 03 Four Quick Tips to Close Deals ON TIME.mp4 |
20.44Мб |
| 03 Getting the Full Picture.mp4 |
18.79Мб |
| 03 How and Why to Ask OPEN Diagnostic Questions.mp4 |
20.35Мб |
| 03 How to Coach.mp4 |
65.81Мб |
| 03 - How to Do Discovery to Sell to CFOs Part 1 of 3.mp4 |
41.13Мб |
| 03 How to Run the CFO Meeting.mp4 |
52.68Мб |
| 03 Identifying the CFO-Worthy Champion.mp4 |
16.15Мб |
| 03- Isolate the objection.mp4 |
6.48Мб |
| 03 My Story In Sales.mp4 |
38.85Мб |
| 03 Neuro-Linguistic Programming.mp4 |
19.18Мб |
| 03- Predictive Interview Questions.mp4 |
28.21Мб |
| 03 Quantify Pain and Build the Cost of Inaction.mp4 |
48.29Мб |
| 03 Roleplay Demonstration of ROE.mp4 |
15.02Мб |
| 03 Sales Cycle.mp4 |
78.38Мб |
| 03 Social Capital.mp4 |
12.31Мб |
| 03 The Executive Summary.mp4 |
18.45Мб |
| 03 The Metanarrative and Executive Summary.mp4 |
7.30Мб |
| 03 The Shift to a Champion Mindset.mp4 |
27.38Мб |
| 03- What are CFOs Willing to Spend Money On.mp4 |
65.27Мб |
| 03 What do you think you need.mp4 |
14.92Мб |
| 04_Exercise_Set_the_Rules_of_Engagement.xlsx |
80.07Кб |
| 04 Access the CFO through FP&A and Champion Coaching.mp4 |
54.59Мб |
| 04 Building Sequences Above Below the Line.mp4 |
21.65Мб |
| 04 Business Case Teardown and Buildup #2.mp4 |
87.02Мб |
| 04- Chronological Sales Interviews.mp4 |
39.00Мб |
| 04 Email Body.mp4 |
39.25Мб |
| 04 Employee Health.mp4 |
42.89Мб |
| 04- Gain permission (neutralize the mind with a No question.mp4 |
6.60Мб |
| 04 Great Sellers SEEK Risk (Here's How).mp4 |
12.26Мб |
| 04 How to Coach.mp4 |
133.30Мб |
| 04 - How to Do Discovery to Sell to CFOs part 2 of 3.mp4 |
29.60Мб |
| 04- How to Help Your Champion Sell to Their CFO.mp4 |
32.83Мб |
| 04 Language Patterns and Terminology.mp4 |
51.46Мб |
| 04 My Story Selling to CFOs.mp4 |
30.18Мб |
| 04- Objection Handling.mp4 |
99.67Мб |
| 04 Open Negative Impact.mp4 |
29.18Мб |
| 04 Problem Definition.mp4 |
19.13Мб |
| 04 Recap and Conclusion.mp4 |
45.46Мб |
| 04 Review of ROE and Exercise.mp4 |
22.10Мб |
| 04 Spiral Dynamics.mp4 |
29.70Мб |
| 04 Targeted Diagnostic Questions.mp4 |
43.28Мб |
| 04 Targeted Solution Questions.mp4 |
36.25Мб |
| 04 Track Record.mp4 |
4.17Мб |
| 04 Using Customer Language.mp4 |
10.96Мб |
| 04 Who Exactly is a Champion.mp4 |
15.20Мб |
| 04 Work Like an Exec AND a Project Manager.mp4 |
29.53Мб |
| 05_Exercise_Actively_Exploring_vs._Latent_Pain_Discovery_Questions.xlsx |
80.05Кб |
| 05- Address the objection w-business value.mp4 |
12.08Мб |
| 05 Another Real World Example.mp4 |
143.72Мб |
| 05- Building a CFO-Worthy Business Case.mp4 |
42.99Мб |
| 05 Conclusion and What to Do Next.mp4 |
15.08Мб |
| 05 Example Mutual Success Plan.mp4 |
33.24Мб |
| 05 Exercise Craft Your Own Targeted Questions.mp4 |
33.02Мб |
| 05 - Financial Impact.mp4 |
26.59Мб |
| 05- Form Judgment with Behavioral Science.mp4 |
16.87Мб |
| 05 Getting Ready to Build the Business Case.mp4 |
4.19Мб |
| 05 - How to Do Discovery to Sell to CFOs part 3 of 3.mp4 |
37.42Мб |
| 05 How to Use Your Business Case.mp4 |
14.42Мб |
| 05 Inbound v Outound Discovery.mp4 |
33.76Мб |
| 05 Influence.mp4 |
7.64Мб |
| 05 Intro to Decision Criteria - OneHack.us.mp4 |
3.63Мб |
| 05 Real Life Example.mp4 |
193.85Мб |
| 05 Real World Examples.mp4 |
35.82Мб |
| 05 Spiral Dynamics in Practice.mp4 |
10.57Мб |
| 05 Targeted Negative Impact.mp4 |
40.41Мб |
| 05 The New Economy - CFO as King and Queen.mp4 |
57.43Мб |
| 05 Touchpoint Breakdown Cold Calling LinkedIn.mp4 |
27.08Мб |
| 05- Voice Message Strategy.mp4 |
39.62Мб |
| 06_Exercise_Go_Back_In_Time_Series_of_Questions.xlsx |
80.14Кб |
| 06_Exercise_Go_Back_In_Time_Series_of_Questions (1).xlsx |
80.14Кб |
| 06 AB Testing.mp4 |
36.61Мб |
| 06 Be the Root Cause.mp4 |
71.72Мб |
| 06- CFO’s Advice for Sellers.mp4 |
68.01Мб |
| 06 Conclusion.mp4 |
13.77Мб |
| 06- Confirm the resolution.mp4 |
4.49Мб |
| 06- Get Multiple Independent Views.mp4 |
36.76Мб |
| 06 Incentive.mp4 |
6.71Мб |
| 06 Proposed Solution and Required Capabilities.mp4 |
29.77Мб |
| 06 Recap and Three Warnings.mp4 |
20.94Мб |
| 06- Sequence Cadence Strategy.mp4 |
63.50Мб |
| 06 Testing Your Champions.mp4 |
40.10Мб |
| 06 The 'Go Back In Time' Technique.mp4 |
21.20Мб |
| 06 WARNING- Cause Analysis Can Happen Backwards.mp4 |
23.18Мб |
| 07_Exercise_Context-led_questions.xlsx |
80.09Кб |
| 07- Attempt to surface other concerns.mp4 |
5.72Мб |
| 07 Before and After Story.mp4 |
33.95Мб |
| 07 Bonus Tips Emails.mp4 |
38.39Мб |
| 07- Cold Calling Principles.mp4 |
74.58Мб |
| 07 Connect to Negative Impact.mp4 |
39.74Мб |
| 07 Exercise - Write Your Go Back In Time Questions.mp4 |
7.55Мб |
| 07 Intel.mp4 |
9.36Мб |
| 07- Write a 'Deal Memo' - OneHack.us.mp4 |
15.66Мб |
| 08_Exercise_Discovery_Prompter_.xlsx |
82.77Кб |
| 08 Context-Led questions.mp4 |
58.80Мб |
| 08- Pipeline Generation Daily Point System Framework.mp4 |
25.44Мб |
| 08 The Raw Material for Your Business Case.mp4 |
5.46Мб |
| 08 Value Realization Plan.mp4 |
19.28Мб |
| 09- Finding leads using Linkedin Sales Navigator.mp4 |
17.61Мб |
| 09 The Discovery Prompter.mp4 |
41.24Мб |
| 09 Tradeoffs.mp4 |
16.59Мб |
| 1.1 Welcome.mp4 |
15.41Мб |
| 1.2 Real Cost of Mishiring.mp4 |
25.98Мб |
| 1.3 - Meet Kevin Gaither.mp4 |
71.05Мб |
| 1. Analyze your influencers with 'PAPR'.mp4 |
18.15Мб |
| 1. Ask for an exclusive evaluation, pass on the savings.mp4 |
28.16Мб |
| 1. Catalyze a Decision.mp4 |
21.11Мб |
| 1. Cause Analysis- How to Align Your Demo With Pain.mp4 |
31.07Мб |
| 1. Crystallize your 'observations' deck.mp4 |
17.30Мб |
| 1. Exercise_Rig_the_root_cause.pdf |
176.12Кб |
| 1. Frontline Foundations.mp4 |
14.06Мб |
| 1. How to Run 'Mini Demos' and 'Demoscovery'.mp4 |
61.94Мб |
| 1. Introduction.mp4 |
42.41Мб |
| 1. Mistake 1- Random acts of execution.mp4 |
10.11Мб |
| 1. Overview of the S.A.F.E.T.Y. Structure.mp4 |
29.86Мб |
| 1. PAPR_Template.pptx |
912.26Кб |
| 1. Rig the 'root cause' in your favor.mp4 |
54.18Мб |
| 1. The FAVORITE Framework.mp4 |
18.48Мб |
| 1. The Unfair Opportunity You Have.mp4 |
43.96Мб |
| 1. Welcome, and my journey.mp4 |
25.87Мб |
| 1. Welcome and my journey.mp4 |
24.66Мб |
| 10_Exercise_1_What_s_the_need_behind_the_need_for_your_customers_1_.xlsx |
77.63Кб |
| 10_Exercise_2_Need_Behind_the_Need.xlsx |
79.92Кб |
| 10_Laws_of_Copywriting_Cheat_Sheet.pdf |
345.01Кб |
| 10_Laws_of_Copywriting_Cheat_Sheet.pdf |
345.01Кб |
| 10. Language the Chimp Love Hates.mp4 |
46.68Мб |
| 10 - Business Pain that MONEY Follows.mp4 |
46.87Мб |
| 11_Exercise_What_are_YOUR_root_causes.xlsx |
77.52Кб |
| 11. 3 Dimensions of Value.mp4 |
59.73Мб |
| 11 - How to Turn Little Dollars into Big Dollars.mp4 |
62.79Мб |
| 12_Mid-Funnel_Email_Frameworks.docx |
811.90Кб |
| 12_Mid-Funnel_Email_Frameworks (1).docx |
811.90Кб |
| 12. Linking each Dimension.mp4 |
12.48Мб |
| 12 - Validate the Business Problem.mp4 |
21.01Мб |
| 13. Insight Motivation Time Travel.mp4 |
54.19Мб |
| 14_demo_questions.pdf |
851.54Кб |
| 14_demo_questions.pdf |
851.54Кб |
| 14. Formulas and Examples.mp4 |
84.68Мб |
| 15. The Hero with a Thousand Faces.mp4 |
46.42Мб |
| 16. Cementing Consensus.mp4 |
49.98Мб |
| 17. Real World Journey Example.mp4 |
52.44Мб |
| 18 Tiny words - Big impact.mp4 |
112.66Мб |
| 19_Exercise_Cost_of_Inaction.xlsx |
8.68Кб |
| 19. Sounding Credible.mp4 |
27.97Мб |
| 2.1 - 7 Deadly Hiring Mistakes.mp4 |
37.99Мб |
| 2.2 - Debunking the Ideal rep profile.mp4 |
120.11Мб |
| 2.3 - Designing an Effective Hiring Process.mp4 |
30.32Мб |
| 2. Add or remove steps that improve your position.mp4 |
17.32Мб |
| 2. Build your 'strawman' priorities.mp4 |
14.86Мб |
| 2. Exec Demos.mp4 |
77.68Мб |
| 2. exercise_-_add_or_remove_steps.pdf |
35.42Кб |
| 2. Flip Your Demo Upside Down.mp4 |
60.81Мб |
| 2. Frame the Pain.mp4 |
21.38Мб |
| 2. FREE BONUS- Part 1 of Sales Hiring Masterclass ($100 value).mp4 |
46.29Мб |
| 2. How to Align Your Demo with Their Perceptions.mp4 |
30.87Мб |
| 2. Mistake 2- Making changes too fast.mp4 |
9.65Мб |
| 2. My Story.mp4 |
32.62Мб |
| 2. Product differentiation is dead..mp4 |
23.51Мб |
| 2. Rig the desired solution in your favor.mp4 |
22.85Мб |
| 2. Start with Pre-Call Planning.mp4 |
72.69Мб |
| 2. The Power Coach.mp4 |
12.63Мб |
| 2. Your Buyers' True Decision-Making Mind.mp4 |
62.98Мб |
| 2. Your role as a sales manager.mp4 |
21.92Мб |
| 20. Showing up with a POV Point of View.mp4 |
74.74Мб |
| 21_Exercise_Targeted_Negative_Impact.xlsx |
8.52Кб |
| 21. 6 Laws Maximum Value.mp4 |
29.84Мб |
| 22. Dismantling 2 Deal killing Biases.mp4 |
81.80Мб |
| 23_Exercise_Buying_Criteria.xlsx |
79.25Кб |
| 23. Trusted Advisor.mp4 |
18.84Мб |
| 24. Build your own winning conversations.mp4 |
48.96Мб |
| 26_Targeted_Solution_Questions.xlsx |
79.29Кб |
| 3.1 - Developing Your Hiring Benchmarks.mp4 |
80.41Мб |
| 3.2 - Trait 1.mp4 |
36.01Мб |
| 3.3 - Trait 2.mp4 |
42.81Мб |
| 3.4 - Trait 3.mp4 |
54.05Мб |
| 3.5 - Trait 4.mp4 |
32.64Мб |
| 3.6 - Trait 5.mp4 |
39.33Мб |
| 3.7 - Trait 6.mp4 |
71.21Мб |
| 3.8 - Trait 7.mp4 |
20.42Мб |
| 3.9 - Trait 8.mp4 |
71.82Мб |
| 3. Accelerate when you're winning (strike while the iron is hot).mp4 |
15.11Мб |
| 3. Align on the Decision.mp4 |
29.87Мб |
| 3. Ask the Right Question.mp4 |
14.68Мб |
| 3. Lead with a Nexus.mp4 |
28.94Мб |
| 3. Mistake 3- Inadvertently undermining your reps.mp4 |
15.15Мб |
| 3. Nexus_Exercise.pdf |
111.19Кб |
| 3. Solidify priorities with your boss.mp4 |
9.94Мб |
| 3. Solve Exactly.mp4 |
87.31Мб |
| 3. Unfair Decision-Forces Working Against Sellers.mp4 |
45.44Мб |
| 3. What to do when you have a power champion, but they're deferring to their team.mp4 |
8.72Мб |
| 4.1 - Hiring Steal-Worthy Salespeople.mp4 |
20.10Мб |
| 4.2 - Finding Diamonds in the Rough.mp4 |
76.40Мб |
| 4.3 - Expert Guide to Candidate Screening.mp4 |
65.28Мб |
| 4.4 - Science of Interviewing.mp4 |
48.10Мб |
| 4. Delay when you're losing (5 tactics).mp4 |
27.54Мб |
| 4. Exercise_slides_Sell_the_micro_problem.pdf |
146.91Кб |
| 4. Frame the Problem.mp4 |
69.29Мб |
| 4. How to neutralize your competitor's 'friend'.mp4 |
9.70Мб |
| 4. Mistake 4- Trying to impact short-term revenue too fast..mp4 |
5.75Мб |
| 4. Pain Relief and Loss Aversion.mp4 |
41.11Мб |
| 4. Rollout your priorities to your team.mp4 |
30.16Мб |
| 4. Sell the 'micro problem'.mp4 |
25.20Мб |
| 4. The 'Chimp Operating System' (And How to Capitalize On It).mp4 |
10.31Мб |
| 4. Visualize the Outcome.mp4 |
25.94Мб |
| 5.1 - Reviewing Your Hiring Funnel.mp4 |
32.58Мб |
| 5.2 - The Next Level.mp4 |
21.68Мб |
| 5.3 - Closing Note.mp4 |
8.66Мб |
| 5. Establish the Big Picture.mp4 |
69.69Мб |
| 5. Influence their subconscious mind with 'super social proof'.mp4 |
23.30Мб |
| 5. Mistake 5- Under-communicating with your cross-functional partners..mp4 |
11.69Мб |
| 5. Orient Your Buyer to the Screen.mp4 |
23.43Мб |
| 5. The saboteur with no influence.mp4 |
3.58Мб |
| 5. Value - Confusion and Perception.mp4 |
32.50Мб |
| 5. What to do when it's rigged against you.mp4 |
29.99Мб |
| 6. Bull Charge (if you have a superior product, don't get cute)..mp4 |
10.19Мб |
| 6. Live Example- Using PAPR to create your own strategy.mp4 |
23.60Мб |
| 6. Loss Aversion.mp4 |
64.87Мб |
| 6. Mistake 6- Under-communicating with your boss.mp4 |
15.59Мб |
| 6. Reveal the Workflow.mp4 |
26.75Мб |
| 6. Take Them On a Journey.mp4 |
12.00Мб |
| 7. Exercise_Sales_Judo.pdf |
81.89Кб |
| 7. Find the 'weakness WITHIN their strength' (sales judo).mp4 |
22.65Мб |
| 7. Implant the Value.mp4 |
24.56Мб |
| 7. What Golfers and Exec Buyers have in Common.mp4 |
70.75Мб |
| 7. Yield and Pivot.mp4 |
57.58Мб |
| 8. Decisions by Comparison.mp4 |
58.67Мб |
| 8. Redefine the scope of the deal to favor you.mp4 |
32.05Мб |
| 8. Tell a Story.mp4 |
16.93Мб |
| 9. Elicit a Response.mp4 |
18.14Мб |
| 9. Framing and Perception.mp4 |
54.14Мб |
| 9. The 'credibility landmine'.mp4 |
20.26Мб |
| 91.pdf |
330.18Кб |
| A predictable framework for handling pricing objections.mp4 |
12.74Мб |
| April 21, 2023.mp4 |
311.65Мб |
| April 21Value_Mapping_-_Sheet1.pdf |
39.85Кб |
| Aug 4, 2023.mp4 |
88.75Мб |
| Avoiding False Footholds.mp4 |
11.03Мб |
| BONUS- Cold Call Roleplay.mp4 |
402.96Мб |
| BONUS- Eliminate friction with the discovery prompter.mp4 |
40.40Мб |
| BONUS- Eliminate friction with the discovery prompter.mp4 |
40.39Мб |
| Business Case Workshop.mp4 |
654.61Мб |
| CFO_Objection_Cheat_Sheet.pdf |
348.32Кб |
| CFO AMA #1- Michael DiFilippo, CFO of Invoca.mp4 |
117.75Мб |
| Cold_Email_Framework_Cheat_Sheet_copy.pdf |
303.58Кб |
| Cold_Email_Framework_Cheat_Sheet_copy.pdf |
303.58Кб |
| Conclusion.mp4 |
19.08Мб |
| Conclusion and next steps.mp4 |
34.34Мб |
| Course Introduction.mp4 |
33.18Мб |
| Dec 9, 2022.mp4 |
77.99Мб |
| Dec 9, 2022.mp4 |
77.98Мб |
| DECK_6_Techniques.pdf |
13.38Мб |
| Demonstrate momentum, quick wins, make talent changes, and put everything in motion.mp4 |
26.88Мб |
| Diagnostic_Questions_Worksheet.pdf |
422.79Кб |
| discovery_prompter_example_-_QuotaSignal.pptx_1_.pdf |
137.73Кб |
| discovery_prompter_example_-_QuotaSignal.pptx.pdf |
137.73Кб |
| Enterprise_Account_Maps_Template.docx |
281.64Кб |
| Exactly How to Sell to CFOs In An Economic Downturn.mp4 |
164.47Мб |
| Exec_Demo_What_we_ve_heard_slide.pptx |
511.10Кб |
| Exercise- Putting the Framework into Action.mp4 |
10.67Мб |
| Feb 17, 2023.mp4 |
94.27Мб |
| Feb 3, 2023.mp4 |
88.89Мб |
| Finding_Impact_Worksheet.pdf |
421.61Кб |
| Five types of objections (and how to handle each).mp4 |
36.44Мб |
| Foothold #1- Internal Priorities.mp4 |
9.96Мб |
| Foothold #2- Dedicated Meetings.mp4 |
2.39Мб |
| Foothold #3- Find a Climbing Buddy.mp4 |
10.14Мб |
| Foothold #4- Projects NOT Products.mp4 |
3.76Мб |
| Foothold #5- Brightspots.mp4 |
4.96Мб |
| Forged_From_Fire_Cold_Email_Templates.pdf |
6.25Мб |
| Forged_From_Fire_Cold_Email_Templates.pdf |
6.25Мб |
| Frame_the_Pain.pptx |
1.26Мб |
| Framework_for_Worldclass_Follow-Ups.pdf |
244.46Кб |
| From_Objections_to_Commissions_Cheat_Sheet.pdf |
2.94Мб |
| How_to_Write_Forward-Worthy_Follow-Up_s.pdf |
294.67Кб |
| impact_worksheet.pdf |
745.20Кб |
| Intro- Why You're Here Today.mp4 |
39.83Мб |
| Issue 001- November, 2022.mp4 |
105.99Мб |
| Issue 002- December, 2022.mp4 |
85.37Мб |
| Issue 003- January, 2023.mp4 |
76.55Мб |
| Issue 004- February, 2023.mp4 |
45.13Мб |
| Jan 13, 2023.mp4 |
81.22Мб |
| Jan 13, 2023.mp4 |
81.22Мб |
| Jan 20, 2023.mp4 |
86.80Мб |
| Law 10- Address Objections Up Front.mp4 |
8.67Мб |
| Law 1 - Learn How People Make Decisions.mp4 |
9.83Мб |
| Law 2- Uncover the Selfish Benefit.mp4 |
4.87Мб |
| Law 3- Tell a Great Story.mp4 |
10.56Мб |
| Law 4- Write Like You Talk.mp4 |
4.39Мб |
| Law 5- Use Their Words Not Yours.mp4 |
10.83Мб |
| Law 6- Short Choppy Copy.mp4 |
9.38Мб |
| Law 7 - Be Specific.mp4 |
6.87Мб |
| Law 8- Nail the Subject Line.mp4 |
21.79Мб |
| Law 9- Use Social Proof That s Relevant.mp4 |
7.45Мб |
| Link.txt |
127б |
| Looking for more Business Related Courses or Business Templates & Ideas.txt |
402б |
| Looking for more Business Related Courses or Business Templates & Ideas.txt |
402б |
| Looking for more Business Related Courses or Business Templates & Ideas.txt |
402б |
| March 3, 2023.mp4 |
96.47Мб |
| Mistake 01 - Allowing Buying Process Fog.mp4 |
29.67Мб |
| Mistake 02 - Selling ROI without Regard to Priority or Hurdle Rate.mp4 |
19.49Мб |
| Mistake 03 - Going big and long with ROI.mp4 |
13.37Мб |
| Mistake 04 - Selling Gross Return Instead of P&L Improvement.mp4 |
26.57Мб |
| Mistake 05 - Trying to Get Access to the CFO.mp4 |
10.14Мб |
| Mistake 06 - Rapport Building.mp4 |
19.04Мб |
| Mistake 07 - Champion Mismanagement.mp4 |
37.56Мб |
| Mistake 08 - Seller-led Business Cases.mp4 |
19.81Мб |
| Mistake 09 - No plan for value realization.mp4 |
24.70Мб |
| Mistake 10 - Being hard to do business with.mp4 |
20.46Мб |
| Mistake 11 - Giving In.mp4 |
20.63Мб |
| Module Intro - 11 Mistakes.mp4 |
9.83Мб |
| Mutual_Action_Plan_Template.xlsx |
8.02Кб |
| Mutual_Action_Plan_Template.xlsx |
8.02Кб |
| Nov 11, 2022.mp4 |
235.10Мб |
| Nov 11, 2022.mp4 |
156.62Мб |
| Oct 28, 2022.mp4 |
192.00Мб |
| Oct 28, 2022.mp4 |
130.32Мб |
| Pclub_SaaS_Discovery_eBook_V2.pdf |
6.43Мб |
| pclub.io_Business_Case_Example_Product_Adoption_.pdf |
69.56Кб |
| pclub.io_for_business_-_discovery_prompter.pdf |
1.65Мб |
| pclub.io_for_business_-_discovery_prompter.pptx |
8.13Мб |
| Post-feature_demo_questions.pptx |
916.48Кб |
| Pre_call_cheat_sheet.pdf |
112.89Кб |
| Pre-Feature_Demo_Questions.pptx |
915.50Кб |
| Putting it all together, and Interviews-as-a-Service.mp4 |
22.88Мб |
| QS_Disco_Prompter.pptx |
9.04Мб |
| QS_Disco_Prompter.pptx.pdf |
1.76Мб |
| Questions_for_Buying_Process_Clarity.pdf |
386.29Кб |
| Recap and Next Steps.mp4 |
138.61Мб |
| SaaS_Discovery_Masterclass_-_Workbook.pdf |
6.34Мб |
| SaaS_Discovery_Masterclass_2.0_-_Course_Deck.pdf |
11.06Мб |
| Selling_With_Buyers_A_Crash_Course.pdf |
22.32Мб |
| Six 'Underground' Sales Techniques.mp4 |
178.33Мб |
| Story_Famework.pptx |
909.61Кб |
| Strategic_Soundbite_Formula.pdf |
37.30Кб |
| Structuring_Your_POC_Worksheet.pptx |
908.00Кб |
| The $100M Discovery Deck (The Discovery Prompter).mp4 |
37.34Мб |
| The Importance of Planning Your Route.mp4 |
20.23Мб |
| Value_Mapping.xlsx |
8.54Кб |
| Value_Pillar_Slides.pptx |
393.72Кб |
| Visualize_the_Outcome_Exercise.pptx |
962.34Кб |
| Your first 30 days in six easy steps.mp4 |
54.88Мб |