LEGO

1. Opportunity Identification

2. Territory and Account Planning

3. Buyer-Seller Dynamic

3.1. Sales Tech

3.2. Marketing Automation / MQLs

3.3. Defining your Sales Process

3.4. Pursuit Navigator

3.5. Mindset

4. Success Triangle

4.1. Goal-Setting

4.2. Formula for Success

4.3. Anatomy of Failure / NGNG

4.4. Breaking through Comfort Zone / I/R Theory

4.5. Advancing Career / Personal Brand

4.6. Vision Boards & Affirmations

4.7. Behavior

4.8. Cookbook

4.9. Journaling

5. Bonding & Rapport

5.1. Advanced Communication Skills

5.2. Email/Virtual Communication

5.3. Dealing with Difficult People

5.4. DISC Workshops

5.5. Emotional Intelligence

5.6. Persuasion

5.7. Social Selling

5.8. Influencing

5.9. Physiology

5.10. OK/Not-OK

6. Prospecting

6.1. Qualifying

6.2. 30-Second Commercial Workshop

6.3. Making the Prospecting Call

6.4. Gatekeepers

6.5. Call Reluctance Cookbook

6.6. Prospecting Cookbook

6.7. Prospecting Plan

6.8. Virtual Prospecting

6.9. Virtual Prospecting 2

6.10. Anatomy of a Cold Call

6.11. Email Prospecting

6.12. Social Prospecting

6.13. Referrals & Introductions

6.14. Leveraging Existing Clients

6.15. Pain by Persona**

6.16. Ideal Customer

6.17. Call Higher (3 up and 3 over)

6.18. Disarmingly honest

7. Up-Front Contracts

7.1. Advanced UFCs

7.2. Managing Expectations

7.3. Developing Productive Agendas

7.4. Ultimate UFC

7.5. Committee Selling

7.6. Next Step Review Letter

7.7. Creating Next Steps

8. Questioning

8.1. Advanced Questioning Strategies

8.2. Storytelling

8.3. Negative Reversing Workshop

8.4. Negotiation Tactics

8.5. Advanced Negotiation

8.6. Pace

8.7. Identifying Roadblocks

9. Pain

9.1. Pain Anatomy

9.2. Buyer Psychology

9.3. Pain by Persona

9.4. Qualification (SES)

9.5. Customer Satisfaction Survey Impact of Pain

9.6. Prioritizing Pain

10. Budget

10.1. Advanced Budget Considerations

10.2. Increasing your Money Concept & Getting Comfortable Talking About Money

10.3. Pain Summary

10.4. Rehearsal

10.5. Trials

10.6. Qualifying for Resources

10.7. Common Financial Governance Rules / Crash Course

11. Decision-Making

11.1. Decision-Makers

11.2. Advanced Decision Scenarios

11.3. Executive-Level Selling

11.4. Decision Timelines and Moving the Sale Forward

11.5. Getting a Coach

11.6. Committee

12. Fulfillment & Post-Sell

12.1. Mastering Future Business & Referrals

12.2. B2B Fulfillment

12.3. B2C Fulfillment

12.4. Advanced Roadblocks

12.5. Presentations Workshop

12.6. Solution Development (SES)

12.7. Proposing & Advancement (SES)

12.8. Service Delivery (SES)

12.9. Thermometer Close

12.10. Handling Questions

12.11. Parking Lot

12.12. DISC in Presentations