Coach's Corner

The monthly Coach's Corners are recorded, transcribed sessions with members where together we work through your own scenarios. These sessions give you an opportunity to get feedback directly from Ian to apply these concepts to your business.

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2025 Coach's Corner
2025 July 03 - Coach's Corner
CC25-07-01 Resistant Client Now Agrees to Contract using Virtual Ian
CC25-07-02 How They Used Virtual Ian to Land a New Deal
CC25-07-03 Get on the Same Side With New Players
CC25-07-04 Overcome Clients Who Are Resistant to Meet
CC25-07-05 Shift from Short Term to Long Term Contract Terms
CC25-07-06 Uncover the Truth in RFP Responses
CC25-07-07 Crafting Cold Outreach: Strategies for Effective Client Engagement
CC25-07-08 Qualifying Clients Beyond the Price Tag
CC25-07-09 Navigating Client Priorities and RFP Presentations
CC25-07-10 From Ghosted to Shared Vision
CC25-07-11 Unlocking Daily Focus and Performance
CC25-07-12 Quadrants of Cohesion: Aligning Teams for Organizational Success
2025 June 06 - Coach's Corner
CC25-06-00 Elevating the conversation with a client
CC25-06-01 From adversarial to added revenue
CC25-06-02 How to follow up without begging
CC25-06-03 Solve vs. Sell to avoid solicitation
CC25-06-04 Narrow vs. Broad
CC25-06-05 Virtual Ian
CC25-06-06 Coordinating scheduling with a client
CC25-06-07 Helping customers move past fear and towards change
CC25-06-08 Client is slow to respond
2025 May 08 - Coach's Corner
CC25-05-00 Customer not engaging after getting RFP
CC25-05-01 Prospect is delaying switching to our service
CC25-05-02 Best method for new account manager handoff
CC25-05-03 Lunch and learn didn’t work out
CC25-05-04 Exclusivity requests from partners
CC25-05-05 Competing with a long-time vendor
CC25-05-06 Client wants to distribute to multiple vendors
CC25-05-07 Excited client is now ghosting us
CC25-05-08 Prospect won’t take a call to review a quote
CC25-05-09 Deadline keeps getting pushed off
CC25-05-10 Legacy clients with short term contracts
CC25-05-11 Should we use flyers for prospecting?
2025 April 03 - Coach's Corner
CC25-04-00 Success fees to reward results
CC25-04-01 Knowing when to walk away
CC25-04-02 Avoiding going around your champion
CC25-04-03 Incorporate the quadrants throughout the process
CC25-04-04 Dealing with virtual no shows
CC25-04-05 Sharing other solutions during annual reviews
CC25-04-06 Presenting our solutions at conferences
CC25-04-07 Inbound inquiry and then no response
CC25-04-08 Decisions made by people not directly impacted
CC25-04-09 When vendors need to get franchise approval
CC25-04-10 Prospect wants a trial run
CC25-04-11 Prospect working with our competition
CC25-04-12 Communicating with prospects awaiting decision
CC25-04-13 Determining realistic results
CC25-04-14 Helping prospects become aware of urgency
CC25-04-15 Using skepticism to build a business case
2025 March 06 - Coach's Corner
CC25-03-00 Case Study - The impact of practicing the basics
CC25-03-04 The best way to include other departments
CC25-03-01 Disarming while staying on the same side
CC25-03-02 Case Study - Our sales are up while the industry is down
CC25-03-03 How to minimize channel conflict
CC25-03-05 Dealing with tight deadlines
CC25-03-06 How to align sales and marketing
CC25-03-07 Finding out if client has reduced need or a new vendor
CC25-03-08 Unresponsive clients becoming more engaged
CC25-03-09 Do we have enough information in the quadrants?
CC25-03-10 Same side selling for partners and existing accounts
CC25-03-11 Impact of tariffs or currency valuations changing
CC25-03-12 Clients don’t know how to calculate their ROI
CC25-03-13 The most common reasons that deals stall
CC25-03-14 Clients inviting you to visit with no follow up
2025 February 06 - Coach's Corner
CC25-02-00 Case Study - Succes with Client Vision Pyramid
CC25-02-01 Case Study - Focus on results with sales team
CC25-02-02 Introducing technology solutions to customers
CC25-02-03 Cold calling to solve and not sell
CC25-02-04 Linkedin outreach to add value
CC25-02-05 Partners becoming gatekeepers
CC25-02-06 Focus on results over sales
CC25-02-07 Client dates are slipping by
CC25-02-08 Plans to keep dates on schedule
2025 January 15 - Coach's Corner
CC25-01-00 Case Study - Staying on the Same Side to close the deal
CC25-01-01 Case Study - Focusing on impact to close the deal
CC25-01-02 Inherited accounts with no immediate need
CC25-01-03 Executives haven't bought in to our product
CC25-01-04 Increasing CRM participation for sales reps
CC25-01-05 Turnover with reps and point of contact
CC25-01-06 Mergers and acquisitions slowing deals
CC25-01-07 Deals lingering and ghosting
CC25-01-08 Do we need the quarterly business review
CC25-01-09 Reaching out to dormant clients
2024 Coach's Corner
2024 December 04 - Coach's Corner
CC24-12-00 Case Study - Whole team met annual sales goals
CC24-12-01 Case Study - Quarterly nurture emails
CC24-12-02 Approaching new markets
CC24-12-03 When the competition low balls the price
CC24-12-04 The value of role playing consistently
CC24-12-05 Client is interested for the future
CC24-12-06 Focusing on results
CC24-12-07 Cold outreach techniques
CC24-12-08 Client waiting for legal approval
CC24-12-09 They say there is nothing they would change
CC24-12-10 When stakeholders have different goals
CC24-12-11 Dealing with a potential merger
2024 November 07 - Coach's Corner
CC24-11-00 Case Study - Trade show success
CC24-11-01 Case Study - Documented client success
CC24-11-02 How to handle negative reviews
CC24-11-03 Our rants do not pique interest
CC24-11-04 When they have limited time to speak
CC24-11-05 Should we send the CVP if we haven’t discussed it?
CC24-11-06 How in depth should the CVP be?
CC24-11-07 Transitioning from rants to the discovery phase
CC24-11-08 How to use case studies in presentations
CC24-11-09 How can we discover where we sit competively in a bid?
CC24-11-10 How to get partners to adopt our tools
CC24-11-11 The Same Side Selling sequence
CC24-11-12 How to gain the attention of decision makers
CC24-11-13 How to lose with integrity and keep doors open
2024 October 03 - Coach's Corner
CC24-10-00 Case Study - Our best sales month of the year
CC24-10-01 CVP - Getting clients excited about the Engaged level
CC24-10-02 Prospect hung up and is asking for more information
CC24-10-03 They say they don’t need to include those people
CC24-10-04 Should we send the CBC if it doesn’t seem like a good fit?
CC24-10-05 Client is not doing their part to deliver results
CC24-10-06 Team members struggling to memorize details
CC24-10-07 How to tackle the beginning of a slump
CC24-10-08 Getting other impacted on board
CC24-10-09 Cold outreach best practices
CC24-10-10 When to introduce the client vision pyramid
CC24-10-11 They Are giving the existing vendor one last shot
2024 September 04 - Coach's Corner
CC24-09-00 Case Study - Speeding up deals with good questions
CC24-09-01 Case Study - Our biggest sales month ever
CC24-09-02 Dealing with “Get back to me later”
CC24-09-03 How much cold calling is too much?
CC24-09-04 Pricing tied to a date deadline
CC24-09-05 It’s always “Next month”
CC24-09-06 Product knowledge vs selling skills
CC24-09-07 Digital leave behind materials
CC24-09-08 Meeting with new senior leaders
CC24-09-09 How often should we follow up?
CC24-09-10 Trade show booth interactions
CC24-09-11 Getting competitive info out of a prospect
2024 August 07 - Coach's Corner
CC24-08-01 Why deals are stalling when the VPs get involved
CC24-08-02 Case study-Getting to the truth
CC24-08-03 The best elevator rant formula
CC24-08-04 There's this ONE THING we can't do
CC24-08-05 What to do when you… forget to send something over
CC24-08-06 What to do when they keep pushing off the project
CC24-08-07 If I share too much…, will it put the deal at risk
CC24-08-08 What if our solution is a threat to our contact's job
CC24-08-09 How to keep control of the room during a presentation
CC24-08-10 What will you do with the money you save doing this
2024 July 03 - Coach's Corner
CC24-07-00 Case study - Staying Firm on Price to Win Deals
CC24-07-01 Why Clients Are Not Engaged with Results
CC24-07-02 How to Improve Your Chances of Hearing Back from Prospects
CC24-07-03 What To Do When Clients Are Shopping Against You
CC24-07-04 What if They Only Want the Effective Level of the Pyramid
CC24-07-05 Earn the Attention of a Prospect That Uses Your Competitor
CC24-07-06 How to Establish Trust Taking Over an Account
CC24-07-07 How to Introduce a New Offering to Existing Clients
CC24-07-08 Dealing with a Disengaged C-Suite
CC24-07-09 When Your Prospect Threatens Going to Bid
CC24-07-10 Building Agreement Around Results and Importance
CC24-07-11 How to Expand Corporate Engagements
2024 June 04 - Coach's Corner
CC24-06-01 Leaving a Personal Note Led to An Opportunity
CC24-06-02 Why Results Are Essential To Success
CC24-06-03 Focus on This Goal for the First Meeting
CC24-06-04 How to Connect via Personal Social Media Accounts
CC24-06-05 How to Avoid the Client Vision Pyramid Sounding Salesey
CC24-06-06 How to Disarm in the Face of the Smartest Kid in the Class
CC24-06-07 How to Avoid Jumping Right Into the Demo
CC24-06-08 What to do When Politics or Budget Cuts Stall Deals
CC24-06-09 Consider These Strategies for Trade Show Results
CC24-06-10 What To Do if Our Solution Is Not Critical and Dates Are Slipping
2024 May 01 - Coach's Corner
CC24-05-01 Changing approach drives rapid results and success
CC24-05-02 Go from NO to a BIG Win
CC24-05-03 Consultant blocking our access to the end customer
CC24-05-04 RFP Best Practices
CC24-05-05 Introducing new offerings - How to attract attention
CC24-05-06 How to position yourself against a competitor with a unique feature
CC24-05-07 How to use Client Vision Pyramid (CVP) with an existing account
CC24-05-08 How much will you spend compared to alternatives?
CC24-05-09 How do we use the Client Vision Pyramid and quantify results
CC24-05-10 Client Vision Pyramid when you have limited competition but there are alternatives
CC24-05-11 How to bring customer attention to value
2024 April 03 - Coach's Corner
CC24-04-01 How to Overcome Distracting Contract Terms in Deals
CC24-04-02 What If Your Solution Makes Renewal Less Urgent
CC24-04-03 Client thinks it is too good to be true
CC24-04-04 Storytelling to improve prospecting
CC24-04-05 After disarming they are still closed off from listening
CC24-04-06 Helpful questions for prospect meetings
CC24-04-07 Problem solved but still avoid contacting us
CC24-04-08 Identifying the key decision maker
CC24-04-09 Consistent pricing and providing a discount
CC24-04-10 Keys to effective subject lines
CC24-04-11 Getting your share of the right business
2024 March 06 - Coach's Corner
CC24-03-01 What's the right kind of subject line for cold outreach?
CC24-03-02 Disarming with, "Hey, I don't even know if we can help you…"
CC24-03-03 Senior person delegates the buying decision to someone else. How do we handle it?
CC24-03-04 Avoid cold outreach traps by asking these four questions before hitting send.
CC24-03-05 How can we sell new products to existing customers without saying "hey we have new things?"
CC24-03-06 How to solve the 'budget' question when the prospect asks point blank
CC24-03-07 Using the third party story to introduce new topics
CC24-03-08 How to stop talking about features and benefits and get to the heart of their problems
CC24-03-09 How to use the Same Side Selling approach with prospects I haven't talked to in six months?
CC24-03-10 How do we address the fact that people have said no due to outside political pressure?
CC24-03-11 How to say no to a free trial without ending the conversation then and there
2024 February 07 - Coach's Corner
CC24-02-01 How one company is using the Same Side Selling quadrants to their weekly sales meetings
CC24-02-02 Effective, enhanced, engaged terminology in physical therapy practices
CC24-02-03 Cold outreach with email subject lines: the good, the bad, the ugly
CC24-02-04 Rewriting a marketing piece using the Client Vision Pyramid
CC24-02-05 Thank you for voting Ian as one of the top 30 experts in sales
CC24-02-06 Motivation: How do I energize my sales team? How do I help them overcome burnout?
CC24-02-07 What is the goal of discovery? What’s a good way to start the discovery process?
CC24-02-08 Consultant inaction: What should we do to get a consultant to help us move the deal along? The solution sounds too good to be true, but it isn’t.
CC24-02-09 How can I get my clients and prospects to turn on their cameras on Zoom?
CC24-02-10 When reaching out to a prospect via text, how should we get them to confirm a date for a meeting?
CC24-02-11 When do you suggest using “on a scale of 1-10” questions? And when shouldn’t we?
CC24-02-12 What are your recommendations on effective cold outreach on LinkedIn?
2024 January 03 - Coach's Corner
CC24-01-01 Creating Urgency Through Discounting
CC24-01-02 Using Disarming and the Client Vision Pyramid to Improve a Sales Relationship
CC24-01-03 Disarming to Increase Sales
CC24-01-04 Best Way to Follow Up After the Holidays
CC24-01-05 How to Perform Initial Outreach Without Sounding Like a Used Car Salesperson
CC24-01-06 Negotiating the Terms of a Deal Without Giving Away the Farm
CC24-01-07 They Aren't Returning Messages or Calls. Now What?
CC24-01-08 Urgency -- They Were Excited, Now We're Stalled
CC24-01-09 How to Re-establish a Good Relationship After Time Has Passed
CC24-01-10 How Many Times Should We Be Following Up With a New Prospect?
CC24-01-11 What Should We Do if a Client is Asking for Proprietary Information?
2023 Coach's Corner
2023 December 13 - Coach's Corner
CC23-12-01 The prospect told me to call back, but the receptionist hung up on me
CC23-12-02 I finally heard back from a prospect after using one of the Same Side Selling methods
CC23-12-03 How to ensure your VMs don't come across as BMs
CC23-12-04 The best thing to say to a gatekeeper or receptionist
CC23-12-05 The field sales manual for growing your sales team
CC23-12-06 The best way to answer someone when they ask what you do
CC23-12-07 How can I get a third party to help me move the deal along
CC23-12-08 They're demanding discounts over email... what do I do?
CC23-12-09 How to convince someone to overcome inertia and switch vendors
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