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Duration
6 hours
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Digital
Skill Level
Advanced
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Course Description

Triangle Selling

You cannot succeed in B2B sales today running a sales methodology that was created 10 years ago... much less last century. Human beings haven't changed but the way we interact with each other definitely has. Data, automation, social, text, video, more than 6 buyers in every purchase decision. Buyers today are bombarded with market noise and abundant sources of information so you've got to keep up.

If you're running an old "proven" sales methodology that you keep adapting (but need better results), multiple sales methodologies all at once, or - you're winging it off of tips and tricks from the Internet... Triangle Selling is the complete, modern B2B sales course.

This system is used by thousands of salespeople worldwide to crush their goals consistently. Join them.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • How to segment your market and identify your ideal customers
  • How to evaluate direct vs. indirect competition
  • Where your winning zone is and how to position your conversations where you win
  • How to use the Target Market Matrix instead of the old Ideal Customer Profile and why it works in 2021
  • How to use the tap into the emotions that drive buying decisions
  • How to turn features and benefits into pain questions
  • How to get prospects to willingly disclose urgency and priority
  • When to talk about your solution (it's not at the start of a conversation)
  • The only 6 minutes of sales psychology you'll ever need
  • To evaluate if your sales stages are slowing you down
  • How to control meetings and create urgency
  • The secret formula for closing deals fast - even complex sales cycles
  • How to avoid the 7 Deadly Deal Killers
  • How to uncover a prospects willingness and ability to buy from you
  • The difference between Handling Objections (old method) and Managing Resistance
  • How to conduct demos and presentations that convert to closed business
  • How to keep prospects engaged throughout the sales cycle. Especially complex sales
  • How to constantly get tons of high-quality referrals
  • What notes B2B sales pros take on sales calls and why
  • How to close inbound leads... they are not as warm as you think

How to Convert Trials and Pilots

In this course we talk about how to convert free managed trials into closed business. The key is that you want to have a clear process for closing the deals you should win, and disqualifying tire kickers.

Salespeople can end up wasting tons of time and company resources with prospects that are never going to go anywhere. Put frameworks in place from this course so that you can see the red flags early and focus on the deals that matter.

You'll learn

  • Whether trials make sense for your business and for your customer?
  • The steps before initiating a trial, what are the key prospect resources you need to gather?
  • How to roll out trials and pilots in a way that ensures engagement
  • how to keep trial users from going dark during the evaluation process
  • How to tee up trials in a way that ensures success and won deals

Spreadsheets for Salespeople

In this unplugged session we get to look over the instructor's shoulder to learn all of the best practices for working with data in spreadsheets. This is not a generic course on spreadsheets - it is specifically for B2B sales pros who need to manipulate, analyze, and present data from CRM, from campaigns, from automation tools or others to make assumptions, projections, and reports.

The best salespeople know how to work with data and don't have to wait for report from sales operations to get the answers they need to manage their pipeline.

You'll learn

  • How to take data from CRM and other sources work with it
  • How to have spreadsheet-based conversations with senior executives
  • How to frame scenarios like "Are we on pace to hit our targets?" in data
  • Keyboard shortcuts to move through spreadsheets with ease
  • How to create formulas like addition and SUM
  • How to align and organize data, create headings, and apply colors
  • How to format numbers and totals
  • How to Insert and Delete rows and columns
  • How to format columns for best data presentation
  • Hiding Gridlines, Rows and Columns
  • How to calculate values, use vLookup and Typecasting
  • How to create Pivot Tables and manipulate data
  • How to create executive presentations for sales
  • How to create an executive summary of sales information
  • Defining pipeline data by stage, or salesperson
  • How to present sales data with charts vs. tables
  • How to summarize finding by learning what's hidden in the data
  • Bonus: Sales Math for Individual Success

Cold Calling

We've never seen a client fail at cold calling. We've only seen them fail to make the calls. And why is that?  Because for some reason that phone looks like wrestling with an 800 pound gorilla; it's laced with the potential for rejection, tons of self- doubt, and an inaccurate perception that other technologies "work better in 2021. Let's prove that's not the case.

Cold calling is great for testing your messages, it's great for reaching a ton of people very quickly, and there's no more cost effective means of getting meetings on the calendar.

Learn how to make these calls effectively without sounding like every other salesperson.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • How to move Buyers out of the comfort zone of "No!"
  • Understand the Five key drivers in measuring rapport
  • What is the most compelling emotion we are trying to identify in prospects
  • How to avoid pitching features and benefits and talk about the things Buyers care about
  • How to position yourself as a respected peer instead of a pesky vendor
  • How to avoid rejection altogether by positioning questions as an advisor not a seller
  • How to develop the Compelling Reason which engages prospects immediately
  • How to make meetings stick and get Buyers to keep their commitments
  • How to create velocity and hand-off from meeting to meeting
  • The secret to leaving voicemails that get returned... even from cold calls!
  • How to never handle objections again.

Email Advantage

Email typically fails when a salesperson tries to apply disconnected tips and tricks to get a fast "yes" instead of developing a program which creates consistently performing campaigns leveraging the best practices that have been used in direct marketing to sell BILLIONS in products and services.

This course is being used by thousands of salespeople worldwide sending millions of emails and consistently booking meetings. Stop making email difficult and get everything you need to develop professional B2B campaigns that convert consistently.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • The history of direct marketing and the origins of email marketing
  • How to define the specific goals of your email campaign
  • Understand the Five key drivers in creating trust in email
  • How to write subject lines that get emails opened
  • The six highest-converting frameworks for email content that coverts
  • What split testing is and why it's key to optimizing performance
  • Beyond the first email... how to create a sequence that converts

Active Listening

Active Listening involves six specific techniques employed by journalists, law enforcement and others to be able to naturally probe for answers in a conversational way. No more awkward searching for the next question, or annoying prospects with a checklist of qualifying criteria. Here's how B2B pros expertly navigate conversations to get what they need and keep prospects engaged.

Start having natural conversations with prospects to uncover whether there is a problem you can solve.

You'll learn

  • How to avoid planning "interesting questions" in advance of your calls
  • How to be authentic and have quality conversations
  • Understand how to use the 6 active listening techniques employed by journalists and investigators
  • How to let your prospects do the work of uncovering pain

Teachers / Speakers

No teachers scheduled yet.

B2B Professional Selling Bundle

The complete, modern, B2B sales course with tools for filling your pipeline, managing your pipeline and closing more deals.

Who is this bundle for?

  • Sales Development Reps
  • Business Development Reps
  • Inside Sales Reps
  • Account Executives
  • Startup Founders
  • Business Owners
  • Sales Management
  • Sales Leadership

B2B Professional Selling Bundle

The complete, modern, B2B sales course with tools for filling your pipeline, managing your pipeline and closing more deals.

Who is this bundle for?

  • Sales Development Reps
  • Business Development Reps
  • Inside Sales Reps
  • Account Executives
  • Startup Founders
  • Business Owners
  • Sales Management
  • Sales Leadership

$1350

Triangle Selling

You cannot succeed in B2B sales today running a sales methodology that was created 10 years ago... much less last century. Human beings haven't changed but the way we interact with each other definitely has. Data, automation, social, text, video, more than 6 buyers in every purchase decision. Buyers today are bombarded with market noise and abundant sources of information so you've got to keep up.

If you're running an old "proven" sales methodology that you keep adapting (but need better results), multiple sales methodologies all at once, or - you're winging it off of tips and tricks from the Internet... Triangle Selling is the complete, modern B2B sales course.

This system is used by thousands of salespeople worldwide to crush their goals consistently. Join them.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • How to segment your market and identify your ideal customers
  • How to evaluate direct vs. indirect competition
  • Where your winning zone is and how to position your conversations where you win
  • How to use the Target Market Matrix instead of the old Ideal Customer Profile and why it works in 2021
  • How to use the tap into the emotions that drive buying decisions
  • How to turn features and benefits into pain questions
  • How to get prospects to willingly disclose urgency and priority
  • When to talk about your solution (it's not at the start of a conversation)
  • The only 6 minutes of sales psychology you'll ever need
  • To evaluate if your sales stages are slowing you down
  • How to control meetings and create urgency
  • The secret formula for closing deals fast - even complex sales cycles
  • How to avoid the 7 Deadly Deal Killers
  • How to uncover a prospects willingness and ability to buy from you
  • The difference between Handling Objections (old method) and Managing Resistance
  • How to conduct demos and presentations that convert to closed business
  • How to keep prospects engaged throughout the sales cycle. Especially complex sales
  • How to constantly get tons of high-quality referrals
  • What notes B2B sales pros take on sales calls and why
  • How to close inbound leads... they are not as warm as you think

How to Convert Trials and Pilots

In this course we talk about how to convert free managed trials into closed business. The key is that you want to have a clear process for closing the deals you should win, and disqualifying tire kickers.

Salespeople can end up wasting tons of time and company resources with prospects that are never going to go anywhere. Put frameworks in place from this course so that you can see the red flags early and focus on the deals that matter.

You'll learn

  • Whether trials make sense for your business and for your customer?
  • The steps before initiating a trial, what are the key prospect resources you need to gather?
  • How to roll out trials and pilots in a way that ensures engagement
  • how to keep trial users from going dark during the evaluation process
  • How to tee up trials in a way that ensures success and won deals

Spreadsheets for Salespeople

In this unplugged session we get to look over the instructor's shoulder to learn all of the best practices for working with data in spreadsheets. This is not a generic course on spreadsheets - it is specifically for B2B sales pros who need to manipulate, analyze, and present data from CRM, from campaigns, from automation tools or others to make assumptions, projections, and reports.

The best salespeople know how to work with data and don't have to wait for report from sales operations to get the answers they need to manage their pipeline.

You'll learn

  • How to take data from CRM and other sources work with it
  • How to have spreadsheet-based conversations with senior executives
  • How to frame scenarios like "Are we on pace to hit our targets?" in data
  • Keyboard shortcuts to move through spreadsheets with ease
  • How to create formulas like addition and SUM
  • How to align and organize data, create headings, and apply colors
  • How to format numbers and totals
  • How to Insert and Delete rows and columns
  • How to format columns for best data presentation
  • Hiding Gridlines, Rows and Columns
  • How to calculate values, use vLookup and Typecasting
  • How to create Pivot Tables and manipulate data
  • How to create executive presentations for sales
  • How to create an executive summary of sales information
  • Defining pipeline data by stage, or salesperson
  • How to present sales data with charts vs. tables
  • How to summarize finding by learning what's hidden in the data
  • Bonus: Sales Math for Individual Success

Cold Calling

We've never seen a client fail at cold calling. We've only seen them fail to make the calls. And why is that?  Because for some reason that phone looks like wrestling with an 800 pound gorilla; it's laced with the potential for rejection, tons of self- doubt, and an inaccurate perception that other technologies "work better in 2021. Let's prove that's not the case.

Cold calling is great for testing your messages, it's great for reaching a ton of people very quickly, and there's no more cost effective means of getting meetings on the calendar.

Learn how to make these calls effectively without sounding like every other salesperson.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • How to move Buyers out of the comfort zone of "No!"
  • Understand the Five key drivers in measuring rapport
  • What is the most compelling emotion we are trying to identify in prospects
  • How to avoid pitching features and benefits and talk about the things Buyers care about
  • How to position yourself as a respected peer instead of a pesky vendor
  • How to avoid rejection altogether by positioning questions as an advisor not a seller
  • How to develop the Compelling Reason which engages prospects immediately
  • How to make meetings stick and get Buyers to keep their commitments
  • How to create velocity and hand-off from meeting to meeting
  • The secret to leaving voicemails that get returned... even from cold calls!
  • How to never handle objections again.

Email Advantage

Email typically fails when a salesperson tries to apply disconnected tips and tricks to get a fast "yes" instead of developing a program which creates consistently performing campaigns leveraging the best practices that have been used in direct marketing to sell BILLIONS in products and services.

This course is being used by thousands of salespeople worldwide sending millions of emails and consistently booking meetings. Stop making email difficult and get everything you need to develop professional B2B campaigns that convert consistently.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • The history of direct marketing and the origins of email marketing
  • How to define the specific goals of your email campaign
  • Understand the Five key drivers in creating trust in email
  • How to write subject lines that get emails opened
  • The six highest-converting frameworks for email content that coverts
  • What split testing is and why it's key to optimizing performance
  • Beyond the first email... how to create a sequence that converts

Active Listening

Active Listening involves six specific techniques employed by journalists, law enforcement and others to be able to naturally probe for answers in a conversational way. No more awkward searching for the next question, or annoying prospects with a checklist of qualifying criteria. Here's how B2B pros expertly navigate conversations to get what they need and keep prospects engaged.

Start having natural conversations with prospects to uncover whether there is a problem you can solve.

You'll learn

  • How to avoid planning "interesting questions" in advance of your calls
  • How to be authentic and have quality conversations
  • Understand how to use the 6 active listening techniques employed by journalists and investigators
  • How to let your prospects do the work of uncovering pain
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