2021 December 01 - Coach's Corner

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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
2022 March 02 - Coach's Corner
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
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
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 Sample Lesson
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
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
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
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
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
2021 July 07 - Coach's Corner
CC21-07-01 What if my great meeting turns into no-response and a stall
CC21-07-02 How to prompt action - Ask about walking away
CC21-07-03 What if my boss wants me to qualify based on budget
CC21-07-04 What to include and avoid in email pitches to prospects
CC21-07-05 Emails - How to develop a sequence for better results
CC21-07-06 How much content is TOO MUCH content in an email
CC21-07-07 What if their current provider is not responsive
CC21-07-08 How to use the Academy to unlock stalled deals
CC21-07-09 How to send physical mail that will get opened
2021 June 02 - Coach's Corner
CC21-06-01 Maintaining Personal Relationships Until the Timing is Right
CC21-06-02 Adding Value to Be The Right Choice When the Need Changes
CC21-06-03 Getting to Truth with Referrals
CC21-06-04 Focus on Problems and They Will Find You
CC21-06-05 How to Use Same Side Selling in Recruiting
CC21-06-06 How to Use a Pre-Meeting to Setup a Good Meeting
CC21-06-07 Using the Quadrants to Avoid Wasting Time on the Wrong Clients
CC21-06-08 What To Do When A New Leader Comes on Board
CC21-06-09 How to Get a Response When the Client Has Gone Silent
CC21-06-10 How Long to Wait Before Sending Another Email
CC21-06-11 What To Do If the Client Seemed Interested and Went Silent
2021 May 05 - Coach's Corner
CC21-05-01 Use the Quadrants to Requalify an Old Opportunity
CC21-05-02 They Invited You to Give a Capabilities Briefing
CC21-05-03 How Do You Communicate That Website Tracking Told You to Call
CC21-05-04 When Should You Measure Results After the Sale?
CC21-05-05 Is Your Non-Responsive Client or Prospect Worth Pursuing?
CC21-05-06 Same Side Selling Methodology
CC21-05-07 How to Handle A Client Who Lack Engagement to Get Results
CC21-05-08 What if Your Break-off Client Expects Same Pricing as Larger Affiliate
CC21-05-09 What If Your Manager Wants Daily Calls to Clients About a Deal
2021 April 07 - Coach's Corner
CC21-04-01 What If Your Client Doesn't Turn ON Their Video
CC21-04-02 Cold Calling and Prospecting - Why Nobody Is Responding
CC21-04-03 Prospecting Messages - What If They Don't Respond To the First One
CC21-04-04 What If They Ignore You Because They Have An Existing Vendor
CC21-04-05 Best Way to Use LinkedIn to Find New Prospects
CC21-04-06 Cold Calling and Gatekeepers
CC21-04-07 What To Do When Buying Our Stuff Takes a Back Seat in Urgency
2021 March 3 - Coach's Corner
CC21-03-01 Tips for Sales Guidance
CC21-03-02 Why Conversion Rates are Misleading
CC21-03-03 How to re-engage after several months of silence
CC21-03-04 How to trigger urgency without begging
CC21-03-05 How to get comfortable speaking about money
CC21-03-06 How to stand firm on pricing and avoid unilateral concessions
CC21-03-07 Same Side Improv Results
CC21-03-08 How to decline blind bids with integrity
2021 February 3 - Coach's Corner
CC21-02-01 Tactics if the gatekeeper is blocking you
CC21-02-02 How to get others involved when your contact says to just work with them
CC21-02-03 How to respond when clients ask for references before the first meeting
CC21-02-04 What to do when urgent turns into silence
CC21-02-05 When a big impact isn't their top priority
CC21-02-06 How to handle termination letters
CC21-02-07 Changing price objections to real objections
CC21-02-08 How to stand out with virtual presentations
CC21-02-09 Role Play - The first inquiry is about price
CC21-02-10 Bad past experience has clients concerned about long contracts
2021 January 13 - Coach's Corner
CC21-01-01 Measuring Impact and Importance
CC21-01-02 How to negotiate a longer-term contract upon renewal
CC21-01-03 How to sound natural during a 1-1 networking follow-up
CC21-01-04 How long should a same side pitch be?
CC21-01-05 What to do when a prospect ghosts you at the 11th hour
CC21-01-06 What do you do with complaints about a 95% satisfaction rate?
CC21-01-07 How to stand out in a remote presentation when you know other vendors are before and after you
CC21-01-08 How to handle pricing pressure from a bully board member
CC21-01-09 How to handle rejection and a mindset shift to not take it personally
CC21-01-10 What to do when your contact retires and you have to renegotiate with a stranger
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