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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2024 Coach's Corner
2024 December 06 - Coach's Corner
12 Topics
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
14 Topics
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
12 Topics
CC24-10-11 They Are giving the existing vendor one last shot
CC24-10-10 When to introduce the client vision pyramid
CC24-10-09 Cold outreach best practices
CC24-10-08 Getting other impacted on board
CC24-10-07 How to tackle the beginning of a slump
CC24-10-00 Case Study - Our best sales month of the year
CC24-10-06 Team members struggling to memorize details
CC24-10-05 Client is not doing their part to deliver results
CC24-10-04 Should we send the CBC if it doesn’t seem like a good fit?
CC24-10-03 They say they don’t need to include those people
CC24-10-02 Prospect hung up and is asking for more information
CC24-10-01 CVP - Getting clients excited about the Engaged level
2024 September 04 - Coach's Corner
12 Topics
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
10 Topics
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
12 Topics
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
10 Topics
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
11 Topics
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
11 Topics
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
11 Topics
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
12 Topics
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
11 Topics
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
9 Topics
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
2023 November 01 - Coach's Corner
12 Topics
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
9 Topics
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
10 Topics
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
9 Topics
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
CC23-08-04 What Is The Best Way To Ask For Referrals
CC23-08-03 How To Get Case Studies When Customers Want Information Private
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
9 Topics
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
8 Topics
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
10 Topics
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
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