2021 December 01 - Coach's Corner

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2023 March 01 - Coach's Corner
11 Topics
CC23-03-01 Uncovering Client’s Impact Using Quadrants
CC23-03-02 Defining What Clients Success Looks Like
CC23-03-03 How Using The Quadrants To Define Impact & Results
CC23-03-04 When Is The Best Time For The Client Vision Pyramid
CC23-03-05 How To Get A Client To Open & Respond To Your Emails
CC23-03-06 Determining Best Fit To Avoid Losing Deals
CC23-03-07 Uncovering Objections With Client To Determine Best Fit
CC23-03-08 How To Leverage Expertise in Outreach
CC23-03-09 How To Politely Decline Clients But Remain Relationship
CC23-03-10 Adding on New Services to Your Business & Defining Outcome
CC23-03-11 Next Steps When Client Stops Responding
2023 February 01 - Coach's Corner
11 Topics
CC23-02-01 Defining Impact So The Client Sells You
CC23-02-02 Impact and Results Help Capture Attention
CC23-02-03 What Makes A Good Email Sequence
CC23-02-04 How To Best Disarm To Lower Your Clients Guard
CC23-02-05 How To Book In Person Meeting With Clients
CC23-02-06 Successfully Setting Up Quarterly Business Meetings With Clients
CC23-02-07 Proactively Proving Value and Results Before Client Renewals
CC23-02-08 Best Way To Follow Up After A Well Received Presentation
CC23-02-09 Approaching Clients Who Expand Scope Without Expanding Budget
CC23-02-10 Determining Best Fit Leads To Success & Less Resources Wasted
CC23-02-11Asking The Right Questions To Prove Impact When They Are Trying To Cut Costs
2023 January 04 - Coach's Corner
12 Topics
CC23-01-01 Determining Best Fit To Land Client
CC23-01-02 Disarming with Current Trends to Intrigue Potential Clients
CC23-01-03 How to Disarm The Know It All Client
CC23-01-04 Reconnecting With Clients When It's Been A Long Time
CC23-01-05 How to Recover From Burnout & Lost Deals
CC23-01-06 Following Up Without Feeling Like A Nuisance
CC23-01-07 How to Engage Higher Ups Who Don't Express Urgency
CC23-01-08 Uncovering Results & Impact with Client to Move Deal Forward
CC23-01-09 Engaging Existing Contacts When Taking Over New Role or Territory
CC23-01-10 Measuring Results and Success with Clients
CC23-01-11 Pre-Solving Objections To Avoid The Client Dropping The Ball
CC23-01-12 Following Up On Deals When New Role Takes Over
2022 Coach's Corner
2022 December 07 - Coach's Corner
10 Topics
CC22-12-01 Using The Client Vision Pyramid To Qualify Leads & Quadrants To Define Client Success
CC22-12-02 When to Use Client Vision Pyramid in Sales Conversation
CC22-12-03 Closing a $2.4 Million Deal by Disarming & Listening To Client
CC22-12-04 How to Get a Client Talking About Issue, Impact & Importance
CC22-12-05 As You Grow Should You Still Work With Smaller Accounts
CC22-12-06 How to Develop Client Vision Pyramid with Multiple Business Units
CC22-12-07 Setting Up Out Reach Sequence to Avoid Being Ghosted
CC22-12-08 Uncovering Impact with Client’s Who Don’t Show Urgency
CC22-12-09 How to Set Up RFP to Show Impact & Results
CC22-12-10 Why Most Proposals Suck
2022 November 02 - Coach's Corner
11 Topics
CC22-11-01 How To Follow Up When There Isn’t Urgency
CC22-11-02 Following Up After You Lost A Deal
CC22-11-03 Recovering With Client When You Dropped The Ball In The Past
CC22-11-04 Getting The Client To Define Their Top Problems
CC22-11-05 Handling Politics With Competing Vendors
CC22-11-06 Striking Balance With Partners Who Keep You Out Of Deals
CC22-11-07 Why Cold Emails Are Not A Waste Of Time
CC22-11-08 Pre-Meeting Setup To Ensure Success
CC22-11-09 Leveraging Expertise Without Talking Negatively About The Competition
CC22-11-10 How To Have Up A Successful First Meeting
CC22-11-11Uncovering Who Are The Key Decision Makers
2022 October 04 - Coach's Corner
15 Topics
CC22-10-01 Client’s Haven't Defined The Impact of Results
CC22-10-02 How to Recover After Billing Client for Something That You Didn’t Deliver
CC22-10-03 How to Differentiate Yourself From Competitors
CC22-10-04 How To Avoid Affiliate Company Cutting You Out of The Equation
CC22-10-05 How to Re-engage with Client After Its Been a While
CC22-10-06 Follow Up with Client Knowing The Chosen Vendor Hasn’t Delivered
CC22-10-07 How to Attract Customers & Establish Expertise in a New Market
CC22-10-08 Recovering with Client After Losing to Another Vendor Using The Quadrants
CC22-10-09 Confidence In Your Pricing
CC22-10-10 Following Up After No Response Without Discounting Price
CC22-10-11 Avoiding Discounts & Showing Value in Pricing
CC22-10-12 What to Include in Marketing Material
CC22-10-13 How to Focus on Results Instead of Pricing
CC22-10-14 Client Ghosts You After Sending Concise Business Case
CC22-10-15 Has The Client Convinced You Its a Problem Worth Solving
2022 September 07 - Coach's Corner
10 Topics
CC22-09-01 Cold Outreach with Award Recipients
CC22-09-02 Pre-Addressing Objectors in a Group Meeting for Success
CC22-09-03 Client Just Wants a Quote - Will Not answer Questions
CC22-09-04 Quoting a List of Items without Results
CC22-09-05 Dealing with Delays and Excuses
CC22-09-06 Getting Feedback After a Lost Deal
CC22-09-07 Never Quote Without the Quadrants
CC22-09-08 Proposals Should Be What Is Already Agreed
CC22-09-09 Dealing With Unexplained Delays
CC22-09-10 New Client Gave us One piece of business - How to get more
2022 August 03 - Coach's Corner
6 Topics
CC22-08-01 Addressing A Slow Sales Quarter to Employees
CC22-08-02 Disarming People Who Are Rude On A Cold Call
CC22-08-03 Following Up When Your Client Has Gone Silent
CC22-08-04 What To Do When Your Colleague Isn’t Following The Quadrants
CC22-08-05 Navigating The Quadrants When A Client Chose A Competitor Who Hasn't Delivered
CC22-08-06 How To Keep The Door Open With A Client Who Chose A Competitor
2022 July 06 - Coach's Corner
11 Topics
CC22-07-01 Shifting The Conversation From Information to the Quadrants
CC22-07-02 Best Use of the Client Vision Pyramid
CC22-07-03 Getting Your Client To Be Open Minded When They Think They Know It All
CC22-07-04 How to Determine Pricing With Undefined New Projects
CC22-07-05 Making It Beyond The Gatekeeper
CC22-07-06 How to Revise Pricing With Clients
CC22-07-07 Becoming More Confident Cold Calling
CC22-07-08 How to Follow Up Without Begging
CC22-07-09 When A New Executive Wants To Review Your Services
CC22-07-10 Aligning The Client Vision Pyramid With New Executives
CC22-07-11 Aligning Independent Sales Reps With Your Sales Process
2022 June 01 - Coach's Corner
12 Topics
CC22-06-01 How to Know When A Client Is Invested & A Good Fit
CC 22-06-02 Best Way To Build Connections on LinkedIn
CC 22-06-03 How to Follow Up Without Sounding Desperate
CC22-06-04 How To Go From Cold Outreach To Scheduling A Meeting
CC22-06-05 How To Stay Within The Quadrants & Avoid The Pitch
CC22-06-06 What To Do If The Client Is Spoon-feeding Information
CC22-06-07 How To Maintain A Relationship If The Client Isn't A Good Fit
CC22-06-08 Going From A 6 Month Sales Cycle to 30 Days
CC22-06-09 How To Recover When Your Client Doesn’t Show Urgency
CC22-06-10 How To Fast Track Clients Without An RFP
CC22-06-11 Leading with Client Values to Determine Good Fit
CC22-06-12 How to Recover From A Client Who Had Bad Experience With Another Employee
2022 May 04 - Coach's Corner
11 Topics
CC22-05-01 Quadrants - The keys to success for new team members
CC22-05-02 NOT using the quadrants can be uncomfortable
CC22-05-03 All Roads Lead to the Same Side Quadrants
CC22-05-04 How to Help Clients Get In Touch with Urgency
CC22-05-05 Getting to the Truth or Hearing What We Want to Hear
CC22-05-06 How to Structure Comp Plans to Share Accounts for Successful Reps
CC22-05-07 Pique Curiosity and Earn Attention To Uncover Differentiation
CC22-05-08 Prior Performance is Impacting a Current Opportunity
CC22-05-09 Frame Questions to Help Clients Make Decisions
CC22-05-10 Help Your Clients Get Results from Vendors That Had Problems
CC22-05-11 Top Focus Areas for New Same Side Selling Participants
2022 April 06 - Coach's Corner
10 Topics
CC22-04-01 Can They Afford the Engaged Level of the Client Vision Pyramid
CC22-04-02 Buy by Committee and Decide by Matrix - Strategies for Success
CC22-04-03 Wisdom About Selling Trust and Agreements
CC22-04-04 What Should Go Into a Proposal
CC22-04-05 Additional Resources in the Same Side Selling Academy
CC22-04-06 Working with Gatekeepers or Consultants in the Sales Process
CC22-04-07 Same Side Quadrants - What You Can Discover
CC22-04-08 How to Follow Up When They Went from Excited to Ghosting
CC22-04-09 What To Do When You Forgot to Use the Quadrants
CC22-04-10 What We Learn from Lack of Urgency
2022 March 02 - Coach's Corner
8 Topics
CC22-03-01 They Went From Interested to Ghosting Us
CC22-03-02 Using DISARM to Build Trust and Shorten the Sales Cycle
CC22-03-03 Strategies for Handling Accounts That Keep You in the Dark
CC22-03-04 I Play Golf With My Current Vendor
CC22-03-05 Warning Signs for Deals
CC22-03-06 How Sellers Trap Themselves as a Commodity
CC22-03-07 Tradeshows - The Best Way to Follow Through
CC22-03-08 How to Differentiate When You Are Not the Cheapest
2022 February 02 - Coach's Corner
9 Topics
CC22-02-01 Standing Firm Against Pricing Pressure
CC22-02-02 Trash or Pipeline - Warning Signs
CC22-02-03 How to Help Clients Recognize a Bad Deal from the Competition
CC22-02-04 Who to Blame When Deals Die
CC22-02-05 Why Saving Clients Money Might Not Be Sufficient
CC22-02-06 Take Price Off the Table
CC22-02-07 You Lost - How to Have the Next Conversation
CC22-02-08 When Unknown Players Drive Decisions
CC22-02-09 Key Information in the Sales Process
2022 January 12 - Coach's Corner
13 Topics
CC22-01-01 Knowing We Are Not a Good Fit is Empowering
CC22-01-02 Using 1-10 questions and excluding options to get to the truth
CC22-01-03 Including Others Impacted Uncovers the Truth
CC22-01-04 Follow Up Next Year or Month or Quarter Might Not Be Honest
CC22-01-05 Lessons Learned from End of Year Spending
CC22-01-06 How to Use Disarming and Empathy to Avoid Pushiness
CC22-01-07 How to Expand Opportunities Without Seeming Pushy By Disarming
CC22-01-08 How to Regain Interest After Initial Outreach - Urgency
CC22-01-09 Should You Use Concessions To Move a Deal When Clients are Distracted
CC22-01-10 Strategy for Leaving Messages for Prospects - Think Radio Ads
CC22-01-11 Best Practices for Tradeshow Booth Interactions
CC22-01-12 How to Transform Transactional Buyers into Strategic Customers
CC22-01-13 Which Terminology Should You Use to Attract Clients
2021 Coach's Corner
2021 December 01 - Coach's Corner
5 Topics
CC21-12-01 Why Interested Prospects Go Silent
CC21-12-02 How Showing You Care Builds Trust
CC21-12-03 How to Shorten the Sales Cycle
CC21-12-04 How and When to Communicate Change in Scope
CC21-12-05 How to Avoid Traps About Competitor Attributes
2021 November 10 - Coach's Corner
8 Topics
CC21-11-01 - Client Ghosting Us
CC21-11-02 Committee Member Throwing Shade
CC21-11-03 Building Trust
CC21-11-04 How to communicate pricing increases
CC21-11-05 Cold Outreach
CC21-11-06 Pay for Play Email
CC21-11-07 Work with Channel Sales
CC21-11-08 How Covid Changed Selling
2021 October 06 - Coach's Corner
10 Topics
CC21-10-01 - The Keys to Landing Your Biggest Sale Ever
CC21-10-02 - How to Overcome Clients Who Fail to Share Information
CC21-10-03 - Why Clients Will Not Share Information We Want
CC21-10-04 - Client Called and Said WE NEED IT YESTERDAY - and Other Big Traps
CC21-10-05 - Help Your Client Convince YOU of Urgency
CC21-10-06 - Long Sales Cycle - How to Help Clients Follow the Steps
CC21-10-07 - Presenting Too Many Options - How to React When Clients Want Us to Match Competitor Models
CC21-10-08 - Why Customers Will Stay with Vendors Who Fail to Meet Their Needs
CC21-10-09 - How to Help Earn Buy-In for Strategic Plans vs Reacting
CC21-10-10 - The Importance of Mapping the Entire Process with Clients
2021 September 01 - Coach's Corner
15 Topics
CC21-09-01 The Right Questions to Help Your Client Uncover Urgency
CC21-09-02 How to Help Your Client Take the Next Step
CC21-09-03 How to Prep for an Important Meeting
CC21-09-04 How to Improve Messaging with Humor
CC21-09-05 Using Negative Language to Uncover the Truth
CC21-09-06 How to Drive Results with the Same Side Quadrants
CC21-09-07 When Deals Go Sideways - Check This Quadrant
CC21-09-08 How to Follow Up with Website Visitors Without Being Creepy
CC21-09-09 When Leads Come to You Remember to Disarm
CC21-09-10 How to Introduce Supply Chain Challenges Early In the Sales Process
CC21-09-11 How to Build Consistent Branding Across All Channels
CC21-09-12 How Business Changed After 6 Months In the Same Side Selling Academy
CC21-09-13 How to Communicate to Clients Who Lack Urgency
CC21-09-14 How to Help Skeptical Clients to Pull the Trigger
CC21-09-15 How to Anticipate a Deal Killer in the 11th Hour
2021 August 04 - Coach's Corner
5 Topics
CC21-08-01 How to Manage a Meeting With Many Participants
CC21-08-02 How to Manage Presentations and Demos with Complex Concepts
CC21-08-03 How To Uncover People Who Can Drive Urgency
CC21-08-04 What to Do When A Senior Exec Directs You to Someone Who Is Not Following Through
CC21-08-05 How To Address Misconceptions About Your Services
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