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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2023 November 01 - Coach's Corner
CC23-11-01 One of your customers is a lot cheaper
CC23-11-02 Implementing Same Side Selling at Trade Shows
CC23-11-03 Same Side Referrals
CC23-11-04 How important is solving this problem on a scale of 1-10
CC23-11-05 Don't fall into this prospecting trap
CC23-11-06 How to deal with someone who brags about not reading email
CC23-11-07 How to make the most of event networking
CC23-11-08 How to get the deal even when you're faced with pricing pressure
CC23-11-09 Reframing voicemails as dedicated radio ads
CC23-11-10 4-Step prospecting guide
CC23-11-11 What to say to the person who could kill your deal
CC23-11-12 Client gave a verbal yes, but it's stuck in accounting
2023 October 04 - Coach's Corner
CC23-10-01 A New Cold Outreach Approach Can Drive Results
CC23-10-02 How Same Side Selling Has Resulted In Record Numbers By Setting Themselves Apart
CC23-10-03 How Do You Uncover Internal and External Competition In Deals
CC23-10-04 How Do You Keep QBRs Fresh & Not Like Groundhog Day
CC23-10-05 Getting Prospects To Give You The Time Of Day To Uncover Their Problems
CC23-10-06 Client Wants To Reduce Proposal Services Which Puts Their Desired Results At Risk
CC23-10-07 Uncovering Impact & Others Involved Is Important To Help Client See Value
CC23-10-08 How To Best Prospect Clients At Trade Shows
CC23-10-09 Following Up With Clients With Chasing Them
2023 September 13 - Coach's Corner
CC23-09-01 Entice, Disarm & Discover Improves Sales Success Rate
CC23-09-02 How Building Trust Can Lead To Long Term Partnerships
CC23-09-03 How Do You Overcome A Prospect Blaming Economy Market
CC23-09-04 How to Follow-up After Interested Customer Ghosting
CC23-09-05 Answering Client On How You Are Better Than The Competition
CC23-09-06 Overcoming Price Objection
CC23-09-07 The Number One Overlooked Part Of Email Messages
CC23-09-08 How Do We Move To Confirming The Sale
CC23-09-09 Uncovering Key Issues Clients Are Facing To Open Conversations
CC23-09-10 Messaging and Content Tips For Customer Outreach
2023 August 02 - Coach's Corner
CC23-08-01 Revisit Impact & Results When Clients Want To Choose Competition
CC23-08-02 What To Do When Cold Outreach Is Falling On Deaf Ears
CC23-08-03 How To Get Case Studies When Customers Want Information Private
CC23-08-04 What Is The Best Way To Ask For Referrals
CC23-08-05 Deal Killed In Last Hour By Silent Partner, What Now
CC23-08-06 Best Way To Introduce New Products To Existing Customers
CC23-08-07 Best Outreach Approach For Messaging
CC23-08-08 Increased Pressure For Dollars In Your Industry, How Do You Uncover Priorities
CC23-08-09 Giving Clients The Time To Answer Your Questions Will Help Uncover Problems & Impact
2023 July 05 - Coach's Corner
CC23-07-01 How To Waste Less Time On Unqualified Leads
CC23-07-02 How To Determine Best Fit With Client
CC23-07-03 Customer Loved Product But Then Ghosted, How To Re-Engage
CC23-07-04 How To Charge For Services When You Historically Haven’t
CC23-07-05 If You Are New To Same Side Selling, Here Are Common Mistakes Using The Quadrants
CC23-07-06 Best Sales Approach For Reaching Out To Top Level Executives
CC23-07-07 Prospect Cites Importance But Won’t Include Others
CC23-07-08 How To Entice, Disarm and Use Elevator Rant
CC23-07-09 Identify Other Challenges Clients Face To Uncover Impact And Results
2023 June 07 - Coach's Corner
CC23-06-01 How To Use LinkedIn Polling For Marketing Outreach
CC23-06-02 How to Re-Engage Prospect Who Was Engaged & Now Ghosted
CC23-06-03 From Failed Efforts To Successful Cold Outreach
CC23-06-04 Where Demos Fit Into The Sales Process
CC23-06-05 What Happens When You Don’t Get A Response From Your Concise Business Case
CC23-06-06 How To Best Initiate Conversation At Networking Events or Conferences
CC23-06-07 Setting Up Cold Call To Engage Customer
CC23-06-08 Determine Why or Why Not A Client Wouldn’t Choose You For Your Best Sales Approach
2023 May 03 - Coach's Corner
CC23-05-01 Getting Past Gatekeeper By Disarming
CC23-05-02 Determining Best Fit In First Meeting Can Increase Success
CC23-05-03 Using Quadrants After Interested Client Goes Silent
CC23-05-04 Focus On The Problems You Solve With Cold Outreach
CC23-05-05 Determine A Client’s Role With The Quadrants
CC23-05-06 Avoid Common Trap With Quadrants Where Client Ghosts You
CC23-05-07 How To Re-Engage Client Who Goes Silent & Pique Their Interest
CC23-05-08 Streamlining & Disarming Introductions from Referrals
CC23-05-09 Creating Email Sequences That Piques Interest On Cold Outreach
CC23-05-10 Handling Clients Switching Distribution Partners Without Burning Bridges
2023 April 05 - Coach's Corner
CC23-04-01 Uncovering Customers True Problem Using Quadrants
CC23-04-02 Finding Qualified Leads Using Quadrants To Avoid Wasting Time
CC23-04-03 How To Recover When Someone Has Dropped The Ball
CC23-04-04 Introducing Client Success Roadmap To New Clients
CC23-04-05 How To Grab Attention & Engage Customers When Sharing Monthly Reports
CC23-04-06 What To Do When Client Claims They Have 0 Common Industry Issues
CC23-04-07 Best Tips For Following Up With People After Networking Events
CC23-04-08 How To Handle Customers Using You For Pricing & Information For Other Vendors
CC23-04-09 How To Be Consistent and Engaging With LinkedIn Content
CC23-04-10 Defining And Using The Client Vision Pyramid
2023 March 01 - Coach's Corner
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
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
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
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
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
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
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
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
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
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
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
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
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