Same Side Selling Executive Academy Cohort
The Same Side Selling Executive Academy Cohort kicks off its 90-day program with a 7-week intensive sprint with a live one-hour session each week for teams of up to 3 people per company. We limit it to 12 companies. The price above is a per-company (not per-individual) investment. We want to encourage participation from team members who can help to drive results. Each session is recorded and transcribed, and attendees get access to the Same Side Selling Academy for the duration of the cohort.
Who Is the Right Fit?
The best participants are businesses that have the potential to be a great case study of explosive growth a year from now. The ideal leaders would be in the B2B or professional services space where they want to sell high value, not low cost. They want to avoid being commoditized, want to define and earn the attention of their ideal clients, and want to know that their clients are rooting for them if it turns into a competitive opportunity.
What You’ll Get
Week 1 – Earn Attention
Define your ideal clients and craft the right messaging to earn their attention. You’ll have specific messaging that will help you quickly focus on the right clients and avoid the ones who will just waste your time. You’ll have messaging to attract the right opportunities.
Week 2 – Don’t Fall Into Being a Commodity
Using a principle called the Client Vision Pyramid, you’ll develop messaging that will help you stand out clearly from the competition. We follow a specific process to help clients quickly appreciate what makes you unique in your space. You’ll build a Client Vision Pyramid for your business with input from Ian.
Week 3 – Establish Your Expertise
One of our team members will work closely with each participating company to define a content marketing strategy to establish your expertise, attract attention from the right clients, and empower your sales team with content you can use to stay relevant. This includes an analysis of how you and your competitors are showing up online. You’ll have a sense of which content to create to carve out your niche.
Week 4 – Modernize Your Approach
We’ll outline the step-by-step approach of Same Side Selling from initial contact through qualification, helping clients make decisions, and how to use video and other technologies to build trust and grow your business. We’ll take a deep dive into the Same Side Quadrants to help you get the most from business meetings. You’ll get a clear process that you can follow to ensure that you aren’t going on business dates, but that you are focused on growing business.
Week 5 – Client Success Roadmap
If you have a great process, it helps if your client is willing to go along with that process. Using the Client Success Roadmap, we’ll work through a process you can share with clients to ensure that they are working with you, not in opposition… From first meeting to second, follow-up and asking for the business. You’ll develop your own Client Success Roadmap.
Week 6 – Results and Referrals
How do we ensure success and get repeat and referral business? We’ll discuss the right approach to ensure repeat and referral business to drive ongoing sources of business.
Week 7 – Refine and Adjust
Discuss what is and isn’t working and adjust accordingly. This is an iterative process that is highly interactive. As a small group, you’ll get as much out of it as you put into it.
Of course, if the collective group decides that other topics would be of greater value, then we can go deeper into one topic than another. The goal of the program is to ensure that you have the tools, strategy, and tactics to drive sustainable growth with the right customers.