Know - Win - Grow
Free Summer Training Series
Know yourself. Know your best customers. Know who to call on.
It’s not just a summer slowdown.
Deals are harder to open than they used to be. They take longer to close, too, and when they do, they close at lower margins.
There are a lot of reasons this is happening (gesturing wildly at the world around me), but I think there’s a simple, clean fix that’ll deliver sustainable results.
Help your team really know why they win.
I’ve worked with a lot of teams over the years…
Most of them can’t articulate their meaningful differentiators in the market well enough to put themselves in front of people who can say yes.
They’ve never asked their best customers why they buy, so they don’t speak the right language in the field.
They spend too much time with the wrong people because they lack clarity around who the right ones are.
This is a challenge with a solution, and the work is simpler than you might think.
This summer, I'm going to show you what that work looks like and help you get started.
I'm going live on three Thursdays, for 30 minutes each. One idea at a time, each one something you can put in front of your team the same week (or you can even bring them with you).
What we’ll cover
June 25: What Is Your Why?
Most salespeople can tell you what they sell.
Very few can tell you why it matters to their customers, to their team, or to themselves. That lack of clarity shows up everywhere: in how they prospect, how they position, and how they close.
In this 30-minute session, we'll work through a framework that helps you and your team get clear on your why and turn it into messaging you can actually use to create more opportunities and close more deals in the field.
July 9: Killer Customer Conversations
Most salespeople assume they know why their best customers buy. Most of them are wrong.
In this 30-minute session, we'll work through five questions that cut through the assumptions and get to the real answers, and in your customer's own words.
You'll leave knowing exactly what to say in your next best-customer conversation, why those answers matter for your messaging and your pipeline, and how to turn a great customer relationship into your best source of new business.
July 23: Growable or Just Accessible?
Not every customer deserves the same amount of your time, but most sales teams treat their territory like a flat list and wonder why growth stalls.
In this 30-minute session, we'll work through a framework for identifying which accounts have real growth potential, which are just happy to see you, and how to treat each kind.
You'll leave with a clearer picture of where your team's time should actually be going, and how to get real growth now.
Who This Is For
VPs and Directors of Sales who have a number to hit in Q3 and know their team has more in them than the current numbers show.
There's still time to make an impact, and just another sales training session isn't what your team needs (or wants).
Each session stands on its own.
Come to one or come to all three.
I’m making an offer at the end that’ll be very hard to refuse
Can't make it live?
Register anyway, and you'll get the recording to watch
(or to play for your team at your next sales meeting).
June 25:
What is Your Why?
July 9:
Killer Customer Conversations
July 23:
Growable or Just Accessible?
