[The pclub.io] The Platinum Passport for Account Executives (All Courses)

File Name

Size

Selling With Champions/BONUS CONTENT/Business Case Workshop.mp4

655 MB

bi-weekly-group-coaching-session-recordings/April 21, 2023.mp4

312 MB

bi-weekly-group-coaching-session-recordings/April 21Value_Mapping_-_Sheet1.pdf

40 kB

bi-weekly-group-coaching-session-recordings/Aug 4, 2023.mp4

89 MB

bi-weekly-group-coaching-session-recordings/Dec 9, 2022.mp4

78 MB

bi-weekly-group-coaching-session-recordings/Feb 3, 2023.mp4

89 MB

bi-weekly-group-coaching-session-recordings/Feb 17, 2023.mp4

94 MB

bi-weekly-group-coaching-session-recordings/Jan 13, 2023.mp4

81 MB

bi-weekly-group-coaching-session-recordings/Jan 20, 2023.mp4

87 MB

bi-weekly-group-coaching-session-recordings/March 3, 2023.mp4

96 MB

bi-weekly-group-coaching-session-recordings/Nov 11, 2022.mp4

235 MB

bi-weekly-group-coaching-session-recordings/Oct 28, 2022.mp4

192 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/10_Laws_of_Copywriting_Cheat_Sheet.pdf

345 kB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Course Introduction.mp4

33 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 1 - Learn How People Make Decisions.mp4

9.8 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 2- Uncover the Selfish Benefit.mp4

4.9 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 3- Tell a Great Story.mp4

11 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 4- Write Like You Talk.mp4

4.4 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 5- Use Their Words Not Yours.mp4

11 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 6- Short Choppy Copy.mp4

9.4 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 7 - Be Specific.mp4

6.9 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 8- Nail the Subject Line.mp4

22 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 9- Use Social Proof That s Relevant.mp4

7.5 MB

Cold Email Conversion Machine/1. The 10 Laws of Email Copywriting/Law 10- Address Objections Up Front.mp4

8.7 MB

Cold Email Conversion Machine/2. The Cold Email Framework/01 The Cold Email Framework and Email Analysis.mp4

23 MB

Cold Email Conversion Machine/2. The Cold Email Framework/02 Email Deliverability.mp4

28 MB

Cold Email Conversion Machine/2. The Cold Email Framework/03 Email Openings Triggers.mp4

33 MB

Cold Email Conversion Machine/2. The Cold Email Framework/04 Email Body.mp4

39 MB

Cold Email Conversion Machine/2. The Cold Email Framework/05 Real World Examples.mp4

36 MB

Cold Email Conversion Machine/2. The Cold Email Framework/Cold_Email_Framework_Cheat_Sheet_copy.pdf

304 kB

Cold Email Conversion Machine/3. Email Sequencing/01 The Purpose of Sequencing The Inbound Sequence.mp4

19 MB

Cold Email Conversion Machine/3. Email Sequencing/02 11 Tips for Outbound Sequences.mp4

44 MB

Cold Email Conversion Machine/3. Email Sequencing/03 Best Outbound Sequence Structures.mp4

22 MB

Cold Email Conversion Machine/3. Email Sequencing/04 Building Sequences Above Below the Line.mp4

22 MB

Cold Email Conversion Machine/3. Email Sequencing/05 Touchpoint Breakdown Cold Calling LinkedIn.mp4

27 MB

Cold Email Conversion Machine/3. Email Sequencing/06 AB Testing.mp4

37 MB

Cold Email Conversion Machine/3. Email Sequencing/07 Bonus Tips Emails.mp4

38 MB

Cold Email Conversion Machine/4. Bonus Resources/10_Laws_of_Copywriting_Cheat_Sheet.pdf

345 kB

Cold Email Conversion Machine/4. Bonus Resources/Cold_Email_Framework_Cheat_Sheet_copy.pdf

304 kB

Cold Email Conversion Machine/4. Bonus Resources/Forged_From_Fire_Cold_Email_Templates.pdf

6.3 MB

Conquer the Cold Call/00 Introduction- Why Cold Calling.mp4

83 MB

Conquer the Cold Call/01- The B2B Cold Calling Script.mp4

118 MB

Conquer the Cold Call/02- Live Cold Call Examples.mp4

168 MB

Conquer the Cold Call/03- Cold Call Moneyball Metrics.mp4

54 MB

Conquer the Cold Call/04- Objection Handling.mp4

100 MB

Conquer the Cold Call/05- Voice Message Strategy.mp4

40 MB

Conquer the Cold Call/06- Sequence Cadence Strategy.mp4

64 MB

Conquer the Cold Call/07- Cold Calling Principles.mp4

75 MB

Conquer the Cold Call/08- Pipeline Generation Daily Point System Framework.mp4

25 MB

Conquer the Cold Call/09- Finding leads using Linkedin Sales Navigator.mp4

18 MB

Conquer the Cold Call/BONUS- Cold Call Roleplay.mp4

403 MB

Diamond in the Rough/Module 1/1.1 Welcome.mp4

15 MB

Diamond in the Rough/Module 1/1.2 Real Cost of Mishiring.mp4

26 MB

Diamond in the Rough/Module 1/1.3 - Meet Kevin Gaither.mp4

71 MB

Diamond in the Rough/Module 2/2.1 - 7 Deadly Hiring Mistakes.mp4

38 MB

Diamond in the Rough/Module 2/2.2 - Debunking the Ideal rep profile.mp4

120 MB

Diamond in the Rough/Module 2/2.3 - Designing an Effective Hiring Process.mp4

30 MB

Diamond in the Rough/Module 3/3.1 - Developing Your Hiring Benchmarks.mp4

80 MB

Diamond in the Rough/Module 3/3.2 - Trait 1.mp4

36 MB

Diamond in the Rough/Module 3/3.3 - Trait 2.mp4

43 MB

Diamond in the Rough/Module 3/3.4 - Trait 3.mp4

54 MB

Diamond in the Rough/Module 3/3.5 - Trait 4.mp4

33 MB

Diamond in the Rough/Module 3/3.6 - Trait 5.mp4

39 MB

Diamond in the Rough/Module 3/3.7 - Trait 6.mp4

71 MB

Diamond in the Rough/Module 3/3.8 - Trait 7.mp4

20 MB

Diamond in the Rough/Module 3/3.9 - Trait 8.mp4

72 MB

Diamond in the Rough/Module 4/4.1 - Hiring Steal-Worthy Salespeople.mp4

20 MB

Diamond in the Rough/Module 4/4.2 - Finding Diamonds in the Rough.mp4

76 MB

Diamond in the Rough/Module 4/4.3 - Expert Guide to Candidate Screening.mp4

65 MB

Diamond in the Rough/Module 4/4.4 - Science of Interviewing.mp4

48 MB

Diamond in the Rough/Module 5/5.1 - Reviewing Your Hiring Funnel.mp4

33 MB

Diamond in the Rough/Module 5/5.2 - The Next Level.mp4

22 MB

Diamond in the Rough/Module 5/5.3 - Closing Note.mp4

8.7 MB

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/01- Meet the CFOs and Agenda Overview.mp4

27 MB

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/02- The Current Landscape (and Mindset) of a CFO.mp4

62 MB

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/03- What are CFOs Willing to Spend Money On.mp4

65 MB

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/04- How to Help Your Champion Sell to Their CFO.mp4

33 MB

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/05- Building a CFO-Worthy Business Case.mp4

43 MB

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/06- CFO’s Advice for Sellers.mp4

68 MB

Killing the Maybe/01 The Hidden Decision Maker/1. The Unfair Opportunity You Have.mp4

44 MB

Killing the Maybe/01 The Hidden Decision Maker/2. Your Buyers' True Decision-Making Mind.mp4

63 MB

Killing the Maybe/01 The Hidden Decision Maker/3. Unfair Decision-Forces Working Against Sellers.mp4

45 MB

Killing the Maybe/01 The Hidden Decision Maker/4. The 'Chimp Operating System' (And How to Capitalize On It).mp4

10 MB

Killing the Maybe/02 Perceived Value and Loss Aversion/5. Value - Confusion and Perception.mp4

32 MB

Killing the Maybe/02 Perceived Value and Loss Aversion/6. Loss Aversion.mp4

65 MB

Killing the Maybe/02 Perceived Value and Loss Aversion/7. What Golfers and Exec Buyers have in Common.mp4

71 MB

Killing the Maybe/02 Perceived Value and Loss Aversion/8. Decisions by Comparison.mp4

59 MB

Killing the Maybe/03 Amplifying Value/9. Framing and Perception.mp4

54 MB

Killing the Maybe/03 Amplifying Value/10. Language the Chimp Love Hates.mp4

47 MB

Killing the Maybe/03 Amplifying Value/11. 3 Dimensions of Value.mp4

60 MB

Killing the Maybe/03 Amplifying Value/12. Linking each Dimension.mp4

12 MB

Killing the Maybe/03 Amplifying Value/13. Insight Motivation Time Travel.mp4

54 MB

Killing the Maybe/03 Amplifying Value/14. Formulas and Examples.mp4

85 MB

Killing the Maybe/04 Winning Hearts and Minds/15. The Hero with a Thousand Faces.mp4

46 MB

Killing the Maybe/04 Winning Hearts and Minds/16. Cementing Consensus.mp4

50 MB

Killing the Maybe/04 Winning Hearts and Minds/17. Real World Journey Example.mp4

52 MB

Killing the Maybe/05 Overwhelming Influence in Conversations/18 Tiny words - Big impact.mp4

113 MB

Killing the Maybe/05 Overwhelming Influence in Conversations/19. Sounding Credible.mp4

28 MB

Killing the Maybe/05 Overwhelming Influence in Conversations/20. Showing up with a POV Point of View.mp4

75 MB

Killing the Maybe/05 Overwhelming Influence in Conversations/21. 6 Laws Maximum Value.mp4

30 MB

Killing the Maybe/06 Bridging the Risk Void/22. Dismantling 2 Deal killing Biases.mp4

82 MB

Killing the Maybe/06 Bridging the Risk Void/23. Trusted Advisor.mp4

19 MB

Killing the Maybe/07 Exercises & Workbook/24. Build your own winning conversations.mp4

49 MB

Killing the Maybe/Bonus Materials/$100 Million Sales Deck.mp4

40 MB

Killing the Maybe/Bonus Materials/Forged_From_Fire_Cold_Email_Templates.pdf

6.3 MB

Killing the Maybe/Bonus Materials/pclub.io_Business_Case_Example_Product_Adoption_.pdf

70 kB

Mutual Success Plan Mastery/01 Introduction to Mutual Success Plans.mp4

34 MB

Mutual Success Plan Mastery/02 What Are Mutual Success Plans & Becoming a Detailed Seller.mp4

17 MB

Mutual Success Plan Mastery/03 Five Steps to a Buyer-Centric Success Plan.mp4

38 MB

Mutual Success Plan Mastery/04 Work Like an Exec AND a Project Manager.mp4

30 MB

Mutual Success Plan Mastery/05 Example Mutual Success Plan.mp4

33 MB

Mutual Success Plan Mastery/06 Conclusion.mp4

14 MB

Mutual Success Plan Mastery/Looking for more Business Related Courses or Business Templates & Ideas.txt

402 B

Mutual Success Plan Mastery/Mutual_Action_Plan_Template.xlsx

8.0 kB

Objections to Commissions Mini Course/7-step objection handling framework/01- Clarify the objection.mp4

27 MB

Objections to Commissions Mini Course/7-step objection handling framework/02- Validate and demonstrate empathy.mp4

9.4 MB

Objections to Commissions Mini Course/7-step objection handling framework/03- Isolate the objection.mp4

6.5 MB

Objections to Commissions Mini Course/7-step objection handling framework/04- Gain permission (neutralize the mind with a No question.mp4

6.6 MB

Objections to Commissions Mini Course/7-step objection handling framework/05- Address the objection w-business value.mp4

12 MB

Objections to Commissions Mini Course/7-step objection handling framework/06- Confirm the resolution.mp4

4.5 MB

Objections to Commissions Mini Course/7-step objection handling framework/07- Attempt to surface other concerns.mp4

5.7 MB

Objections to Commissions Mini Course/Bonus A predictable framework for handling pricing objections/A predictable framework for handling pricing objections.mp4

13 MB

Objections to Commissions Mini Course/The SaaS sales objection spectrum/Five types of objections (and how to handle each).mp4

36 MB

Release the Funds/BONUS Q&A Sessions with Billion-Dollar CFOs/CFO AMA #1- Michael DiFilippo, CFO of Invoca.mp4

118 MB

Release the Funds/BONUS The $100M Discovery Deck/pclub.io_for_business_-_discovery_prompter.pdf

1.6 MB

Release the Funds/BONUS The $100M Discovery Deck/pclub.io_for_business_-_discovery_prompter.pptx

8.1 MB

Release the Funds/BONUS The $100M Discovery Deck/QS_Disco_Prompter.pptx

9.0 MB

Release the Funds/BONUS The $100M Discovery Deck/QS_Disco_Prompter.pptx.pdf

1.8 MB

Release the Funds/BONUS The $100M Discovery Deck/The $100M Discovery Deck (The Discovery Prompter).mp4

37 MB

Release the Funds/Module 1 The New Economy, with CFO as King and Queen/01 Here's What You're Going to Learn.mp4

17 MB

Release the Funds/Module 1 The New Economy, with CFO as King and Queen/02 Do This Before You Start.mp4

20 MB

Release the Funds/Module 1 The New Economy, with CFO as King and Queen/03 My Story In Sales.mp4

39 MB

Release the Funds/Module 1 The New Economy, with CFO as King and Queen/04 My Story Selling to CFOs.mp4

30 MB

Release the Funds/Module 1 The New Economy, with CFO as King and Queen/05 The New Economy - CFO as King and Queen.mp4

57 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 01 - Allowing Buying Process Fog.mp4

30 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 02 - Selling ROI without Regard to Priority or Hurdle Rate.mp4

20 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 03 - Going big and long with ROI.mp4

13 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 04 - Selling Gross Return Instead of P&L Improvement.mp4

27 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 05 - Trying to Get Access to the CFO.mp4

10 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 06 - Rapport Building.mp4

19 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 07 - Champion Mismanagement.mp4

38 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 08 - Seller-led Business Cases.mp4

20 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 09 - No plan for value realization.mp4

25 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 10 - Being hard to do business with.mp4

20 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Mistake 11 - Giving In.mp4

21 MB

Release the Funds/Module 2 11 Mistakes Sellers Make Selling to CFOs/Module Intro - 11 Mistakes.mp4

9.8 MB

Release the Funds/Module 3 How to 'Speak' CFO (Persona Crash Course)/01 The Most Fundamental Aspect of Your Success.mp4

11 MB

Release the Funds/Module 3 How to 'Speak' CFO (Persona Crash Course)/02 CFO s Core Responsibilities.mp4

67 MB

Release the Funds/Module 3 How to 'Speak' CFO (Persona Crash Course)/03 Common Pain and Objections.mp4

65 MB

Release the Funds/Module 3 How to 'Speak' CFO (Persona Crash Course)/04 Language Patterns and Terminology.mp4

52 MB

Release the Funds/Module 3 How to 'Speak' CFO (Persona Crash Course)/05 Intro to Decision Criteria - OneHack.us.mp4

3.6 MB

Release the Funds/Module 3 How to 'Speak' CFO (Persona Crash Course)/CFO_Objection_Cheat_Sheet.pdf

348 kB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/01 Above the Line vs. Below the Line Business Value.mp4

16 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/02 - 7 Value Drivers.mp4

29 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/03 - How to Do Discovery to Sell to CFOs Part 1 of 3.mp4

41 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/04 - How to Do Discovery to Sell to CFOs part 2 of 3.mp4

30 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/05 - How to Do Discovery to Sell to CFOs part 3 of 3.mp4

37 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/06 Be the Root Cause.mp4

72 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/07 Connect to Negative Impact.mp4

40 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/08 The Raw Material for Your Business Case.mp4

5.5 MB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/Diagnostic_Questions_Worksheet.pdf

423 kB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/Finding_Impact_Worksheet.pdf

422 kB

Release the Funds/Module 4 How to Create 'Above the Noise' Business Value/Questions_for_Buying_Process_Clarity.pdf

386 kB

Release the Funds/Module 5 Champion Development and CFO Access/01 What is a Champion and Why are they Critical to Selling to CFOs.mp4

15 MB

Release the Funds/Module 5 Champion Development and CFO Access/02 Five Criteria of a CFO-Worthy Champion.mp4

12 MB

Release the Funds/Module 5 Champion Development and CFO Access/03 Identifying the CFO-Worthy Champion.mp4

16 MB

Release the Funds/Module 5 Champion Development and CFO Access/04 Access the CFO through FP&A and Champion Coaching.mp4

55 MB

Release the Funds/Module 5 Champion Development and CFO Access/05 Getting Ready to Build the Business Case.mp4

4.2 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/01 When and Where Business Case Building Happens.mp4

26 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/02 7 Steps of a Winning Business Case.mp4

11 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/03 The Executive Summary.mp4

18 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/04 Problem Definition.mp4

19 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/05 - Financial Impact.mp4

27 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/06 Proposed Solution and Required Capabilities.mp4

30 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/07 Before and After Story.mp4

34 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/08 Value Realization Plan.mp4

19 MB

Release the Funds/Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/09 Tradeoffs.mp4

17 MB

Release the Funds/Module 7 Recap and conclusion/01 Five (More) Elements of a Winning Business Case.mp4

18 MB

Release the Funds/Module 7 Recap and conclusion/02 Soft Dollar vs. Hard Dollar ROI Arguments.mp4

13 MB

Release the Funds/Module 7 Recap and conclusion/03 How to Run the CFO Meeting.mp4

53 MB

Release the Funds/Module 7 Recap and conclusion/04 Recap and Conclusion.mp4

46 MB

Rig the Game - OneHack.us/Conclusion/Conclusion.mp4

19 MB

Rig the Game - OneHack.us/Introduction/1. Welcome and my journey.mp4

25 MB

Rig the Game - OneHack.us/Introduction/2. Product differentiation is dead..mp4

24 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/1. Exercise_Rig_the_root_cause.pdf

176 kB

Rig the Game - OneHack.us/Part I Rig the buying criteria/1. Rig the 'root cause' in your favor.mp4

54 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/2. Rig the desired solution in your favor.mp4

23 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/3. Lead with a Nexus.mp4

29 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/3. Nexus_Exercise.pdf

111 kB

Rig the Game - OneHack.us/Part I Rig the buying criteria/4. Exercise_slides_Sell_the_micro_problem.pdf

147 kB

Rig the Game - OneHack.us/Part I Rig the buying criteria/4. Sell the 'micro problem'.mp4

25 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/5. Influence their subconscious mind with 'super social proof'.mp4

23 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/6. Bull Charge (if you have a superior product, don't get cute)..mp4

10 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/7. Exercise_Sales_Judo.pdf

82 kB

Rig the Game - OneHack.us/Part I Rig the buying criteria/7. Find the 'weakness WITHIN their strength' (sales judo).mp4

23 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/8. Redefine the scope of the deal to favor you.mp4

32 MB

Rig the Game - OneHack.us/Part I Rig the buying criteria/9. The 'credibility landmine'.mp4

20 MB

Rig the Game - OneHack.us/Part II Rig the buying process/1. Ask for an exclusive evaluation, pass on the savings.mp4

28 MB

Rig the Game - OneHack.us/Part II Rig the buying process/2. Add or remove steps that improve your position.mp4

17 MB

Rig the Game - OneHack.us/Part II Rig the buying process/2. exercise_-_add_or_remove_steps.pdf

35 kB

Rig the Game - OneHack.us/Part II Rig the buying process/3. Accelerate when you're winning (strike while the iron is hot).mp4

15 MB

Rig the Game - OneHack.us/Part II Rig the buying process/4. Delay when you're losing (5 tactics).mp4

28 MB

Rig the Game - OneHack.us/Part II Rig the buying process/5. What to do when it's rigged against you.mp4

30 MB

Rig the Game - OneHack.us/Part III Rig the buying committee/1. Analyze your influencers with 'PAPR'.mp4

18 MB

Rig the Game - OneHack.us/Part III Rig the buying committee/1. PAPR_Template.pptx

912 kB

Rig the Game - OneHack.us/Part III Rig the buying committee/2. The Power Coach.mp4

13 MB

Rig the Game - OneHack.us/Part III Rig the buying committee/3. What to do when you have a power champion, but they're deferring to their team.mp4

8.7 MB

Rig the Game - OneHack.us/Part III Rig the buying committee/4. How to neutralize your competitor's 'friend'.mp4

9.7 MB

Rig the Game - OneHack.us/Part III Rig the buying committee/5. The saboteur with no influence.mp4

3.6 MB

Rig the Game - OneHack.us/Part III Rig the buying committee/6. Live Example- Using PAPR to create your own strategy.mp4

24 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Bi-weekly group coaching session recordings/Dec 9, 2022.mp4

78 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Bi-weekly group coaching session recordings/Jan 13, 2023.mp4

81 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Bi-weekly group coaching session recordings/Nov 11, 2022.mp4

157 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Bi-weekly group coaching session recordings/Oct 28, 2022.mp4

130 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Interview with THREE CFOs of billion-dollar businesses/Exactly How to Sell to CFOs In An Economic Downturn.mp4

164 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Monthly Q&A with Chris/Issue 001- November, 2022.mp4

106 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Monthly Q&A with Chris/Issue 002- December, 2022.mp4

85 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Monthly Q&A with Chris/Issue 003- January, 2023.mp4

76 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS Monthly Q&A with Chris/Issue 004- February, 2023.mp4

45 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS The Discovery Prompter/BONUS- Eliminate friction with the discovery prompter.mp4

40 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/BONUS The Discovery Prompter/discovery_prompter_example_-_QuotaSignal.pptx.pdf

138 kB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part I Business Problem & Current State/#1 Introduction.mp4

21 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part I Business Problem & Current State/#2 Course Overview.mp4

13 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part I Business Problem & Current State/#3 Identify and Validate THE Business Problem.mp4

51 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part I Business Problem & Current State/#4 Understand the Current State.mp4

27 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part I Business Problem & Current State/SaaS_Discovery_Masterclass_-_Workbook.pdf

6.3 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part II Cause Analysis/#5 Why Root Cause is so Critical.mp4

27 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part II Cause Analysis/#6 Uncovering Root Cause.mp4

18 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part III Negative Impact/#7 The Value of Exploring Negative Impact.mp4

18 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part III Negative Impact/#8 Impact Questions and Impact Discovery.mp4

22 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part III Negative Impact/#9 3 Step Framework for Building Impact.mp4

45 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part III Negative Impact/#10 Impact Exercise and Recap Quiz.mp4

13 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part III Negative Impact/impact_worksheet.pdf

745 kB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part IV Desired Outcome/#11 Understanding the Desired Outcomes.mp4

25 MB

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown/Part IV Desired Outcome/#12 The Desire Outcome Discover Waterfall.mp4

4.9 MB

SaaS Discovery Masterclass 2.0/Bonus Resources/BONUS- Eliminate friction with the discovery prompter.mp4

40 MB

SaaS Discovery Masterclass 2.0/Bonus Resources/discovery_prompter_example_-_QuotaSignal.pptx_1_.pdf

138 kB

SaaS Discovery Masterclass 2.0/Bonus Resources/Pclub_SaaS_Discovery_eBook_V2.pdf

6.4 MB

SaaS Discovery Masterclass 2.0/Bonus Resources/SaaS_Discovery_Masterclass_2.0_-_Course_Deck.pdf

11 MB

SaaS Discovery Masterclass 2.0/Intro/01 Why Discovery is a Threshold Skill.mp4

22 MB

SaaS Discovery Masterclass 2.0/Intro/02 Quickstart Formula.mp4

20 MB

SaaS Discovery Masterclass 2.0/Intro/Intro- Why You're Here Today.mp4

40 MB

SaaS Discovery Masterclass 2.0/Module 1/01 Can You Pass the 'No Logo' Test.mp4

22 MB

SaaS Discovery Masterclass 2.0/Module 1/01_Exercise_Can_You_Pass_the_No_Logo_Challenge_.xlsx

127 kB

SaaS Discovery Masterclass 2.0/Module 1/02 How To Set The Rules of Engagement and Win.mp4

31 MB

SaaS Discovery Masterclass 2.0/Module 1/03 Roleplay Demonstration of ROE.mp4

15 MB

SaaS Discovery Masterclass 2.0/Module 1/04 Review of ROE and Exercise.mp4

22 MB

SaaS Discovery Masterclass 2.0/Module 1/04_Exercise_Set_the_Rules_of_Engagement.xlsx

80 kB

SaaS Discovery Masterclass 2.0/Module 1/05 Inbound v Outound Discovery.mp4

34 MB

SaaS Discovery Masterclass 2.0/Module 1/05_Exercise_Actively_Exploring_vs._Latent_Pain_Discovery_Questions.xlsx

80 kB

SaaS Discovery Masterclass 2.0/Module 1/06 The 'Go Back In Time' Technique.mp4

21 MB

SaaS Discovery Masterclass 2.0/Module 1/06_Exercise_Go_Back_In_Time_Series_of_Questions (1).xlsx

80 kB

SaaS Discovery Masterclass 2.0/Module 1/06_Exercise_Go_Back_In_Time_Series_of_Questions.xlsx

80 kB

SaaS Discovery Masterclass 2.0/Module 1/07 Exercise - Write Your Go Back In Time Questions.mp4

7.6 MB

SaaS Discovery Masterclass 2.0/Module 1/07_Exercise_Context-led_questions.xlsx

80 kB

SaaS Discovery Masterclass 2.0/Module 1/08 Context-Led questions.mp4

59 MB

SaaS Discovery Masterclass 2.0/Module 1/08_Exercise_Discovery_Prompter_.xlsx

83 kB

SaaS Discovery Masterclass 2.0/Module 1/09 The Discovery Prompter.mp4

41 MB

SaaS Discovery Masterclass 2.0/Module 1/10 - Business Pain that MONEY Follows.mp4

47 MB

SaaS Discovery Masterclass 2.0/Module 1/10_Exercise_1_What_s_the_need_behind_the_need_for_your_customers_1_.xlsx

78 kB

SaaS Discovery Masterclass 2.0/Module 1/10_Exercise_2_Need_Behind_the_Need.xlsx

80 kB

SaaS Discovery Masterclass 2.0/Module 1/11 - How to Turn Little Dollars into Big Dollars.mp4

63 MB

SaaS Discovery Masterclass 2.0/Module 1/12 - Validate the Business Problem.mp4

21 MB

SaaS Discovery Masterclass 2.0/Module 2/01 Getting Clear on Root Causes vs Business Problems.mp4

64 MB

SaaS Discovery Masterclass 2.0/Module 2/02 Summarize and Transition.mp4

27 MB

SaaS Discovery Masterclass 2.0/Module 2/03 How and Why to Ask OPEN Diagnostic Questions.mp4

20 MB

SaaS Discovery Masterclass 2.0/Module 2/04 Targeted Diagnostic Questions.mp4

43 MB

SaaS Discovery Masterclass 2.0/Module 2/05 Exercise Craft Your Own Targeted Questions.mp4

33 MB

SaaS Discovery Masterclass 2.0/Module 2/06 WARNING- Cause Analysis Can Happen Backwards.mp4

23 MB

SaaS Discovery Masterclass 2.0/Module 2/11_Exercise_What_are_YOUR_root_causes.xlsx

78 kB

SaaS Discovery Masterclass 2.0/Module 3/01 The What and Why of Building Negative Impact.mp4

43 MB

SaaS Discovery Masterclass 2.0/Module 3/02 Summarize and Transition (yes, again).mp4

26 MB

SaaS Discovery Masterclass 2.0/Module 3/03 Quantify Pain and Build the Cost of Inaction.mp4

48 MB

SaaS Discovery Masterclass 2.0/Module 3/04 Open Negative Impact.mp4

29 MB

SaaS Discovery Masterclass 2.0/Module 3/05 Targeted Negative Impact.mp4

40 MB

SaaS Discovery Masterclass 2.0/Module 3/06 Recap and Three Warnings.mp4

21 MB

SaaS Discovery Masterclass 2.0/Module 3/19_Exercise_Cost_of_Inaction.xlsx

8.7 kB

SaaS Discovery Masterclass 2.0/Module 3/21_Exercise_Targeted_Negative_Impact.xlsx

8.5 kB

SaaS Discovery Masterclass 2.0/Module 4/01 The What and Why of Future State.mp4

22 MB

SaaS Discovery Masterclass 2.0/Module 4/02 What Exactly is Buying Criteria.mp4

24 MB

SaaS Discovery Masterclass 2.0/Module 4/03 What do you think you need.mp4

15 MB

SaaS Discovery Masterclass 2.0/Module 4/04 Targeted Solution Questions.mp4

36 MB

SaaS Discovery Masterclass 2.0/Module 4/05 Conclusion and What to Do Next.mp4

15 MB

SaaS Discovery Masterclass 2.0/Module 4/23_Exercise_Buying_Criteria.xlsx

79 kB

SaaS Discovery Masterclass 2.0/Module 4/26_Targeted_Solution_Questions.xlsx

79 kB

Sales Hiring Masterclass/0. Introduction- The biggest driver of your financial success is sales hiring.mp4

28 MB

Sales Hiring Masterclass/01- Create Unmistakable Clarity.mp4

46 MB

Sales Hiring Masterclass/02- How to Design a Predictive Hiring Process.mp4

25 MB

Sales Hiring Masterclass/03- Predictive Interview Questions.mp4

28 MB

Sales Hiring Masterclass/04- Chronological Sales Interviews.mp4

39 MB

Sales Hiring Masterclass/05- Form Judgment with Behavioral Science.mp4

17 MB

Sales Hiring Masterclass/06- Get Multiple Independent Views.mp4

37 MB

Sales Hiring Masterclass/07- Write a 'Deal Memo' - OneHack.us.mp4

16 MB

Sales Hiring Masterclass/91.pdf

330 kB

Sales Hiring Masterclass/Putting it all together, and Interviews-as-a-Service.mp4

23 MB

Selling With Champions/BONUS CONTENT/_Framework_Key_Account_Meeting_Prep_Sheet.docx

739 kB

Selling With Champions/BONUS CONTENT/_Framework_The_Discovery_Roadmap_Crowd-Sourced_Questions.pdf

132 kB

Selling With Champions/BONUS CONTENT/_Framework_Weekly_Pipeline_Update.docx

737 kB

Selling With Champions/BONUS CONTENT/12_Mid-Funnel_Email_Frameworks (1).docx

812 kB

Selling With Champions/BONUS CONTENT/12_Mid-Funnel_Email_Frameworks.docx

812 kB

0. $10 ChatGPT for 1 Year & More.txt

209 B

Selling With Champions/BONUS CONTENT/Enterprise_Account_Maps_Template.docx

282 kB

Selling With Champions/BONUS CONTENT/Framework_for_Worldclass_Follow-Ups.pdf

244 kB

Selling With Champions/BONUS CONTENT/How_to_Write_Forward-Worthy_Follow-Up_s.pdf

295 kB

Selling With Champions/BONUS CONTENT/Mutual_Action_Plan_Template.xlsx

8.0 kB

Selling With Champions/BONUS CONTENT/Selling_With_Buyers_A_Crash_Course.pdf

22 MB

Selling With Champions/BONUS CONTENT/Strategic_Soundbite_Formula.pdf

37 kB

Selling With Champions/BONUS CONTENT/Structuring_Your_POC_Worksheet.pptx

908 kB

Selling With Champions/Part 1 Stack the Deck in Your Favor/01 Introduction.mp4

18 MB

Selling With Champions/Part 1 Stack the Deck in Your Favor/02 How I fell in Love with Selling with Champions.mp4

23 MB

Selling With Champions/Part 1 Stack the Deck in Your Favor/03 The Shift to a Champion Mindset.mp4

27 MB

Selling With Champions/Part 1 Stack the Deck in Your Favor/04 Who Exactly is a Champion.mp4

15 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/01 Believability Ratings and Baseball Card Approach.mp4

46 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/02 Building the Baseball Card for Your Champion.mp4

9.8 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/03 Social Capital.mp4

12 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/04 Track Record.mp4

4.2 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/05 Influence.mp4

7.6 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/06 Incentive.mp4

6.7 MB

Selling With Champions/Part 2 The Baseball Card Approach to Rating Champions/07 Intel.mp4

9.4 MB

Selling With Champions/Part 3 A Field Guide for Building & Testing Champions/01 How Your Potential Champions Evaluate YOU.mp4

21 MB

Selling With Champions/Part 3 A Field Guide for Building & Testing Champions/02 6 Tactics for Showing Up Well With Your Champions.mp4

33 MB

Selling With Champions/Part 3 A Field Guide for Building & Testing Champions/03 Neuro-Linguistic Programming.mp4

19 MB

Selling With Champions/Part 3 A Field Guide for Building & Testing Champions/04 Spiral Dynamics.mp4

30 MB

Selling With Champions/Part 3 A Field Guide for Building & Testing Champions/05 Spiral Dynamics in Practice.mp4

11 MB

Selling With Champions/Part 3 A Field Guide for Building & Testing Champions/06 Testing Your Champions.mp4

40 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/Avoiding False Footholds.mp4

11 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/Foothold #1- Internal Priorities.mp4

10 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/Foothold #2- Dedicated Meetings.mp4

2.4 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/Foothold #3- Find a Climbing Buddy.mp4

10 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/Foothold #4- Projects NOT Products.mp4

3.8 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/Foothold #5- Brightspots.mp4

5.0 MB

Selling With Champions/Part 4 Finding Footholds & Scripting Your Route/The Importance of Planning Your Route.mp4

20 MB

Selling With Champions/Part 5 Building a Bulletproof Business Case/01 What a Business Case is NOT.mp4

34 MB

Selling With Champions/Part 5 Building a Bulletproof Business Case/02 In-Depth Business Case Breakdown.mp4

37 MB

Selling With Champions/Part 5 Building a Bulletproof Business Case/03 The Metanarrative and Executive Summary.mp4

7.3 MB

Selling With Champions/Part 5 Building a Bulletproof Business Case/04 Using Customer Language.mp4

11 MB

Selling With Champions/Part 5 Building a Bulletproof Business Case/05 How to Use Your Business Case.mp4

14 MB

Selling With Champions/Part 6 Example Business Case Teardowns (And Buildups)/01 Example #1 Intro.mp4

26 MB

Selling With Champions/Part 6 Example Business Case Teardowns (And Buildups)/02 Business Case Teardown and Buildup #1.mp4

81 MB

Selling With Champions/Part 6 Example Business Case Teardowns (And Buildups)/03 Example #2 Intro.mp4

15 MB

Selling With Champions/Part 6 Example Business Case Teardowns (And Buildups)/04 Business Case Teardown and Buildup #2.mp4

87 MB

Selling With Champions/Part 7 Exec Readouts & High-Stakes Conversations/01 A Framework for High-Stakes Conversations.mp4

41 MB

Selling With Champions/Part 7 Exec Readouts & High-Stakes Conversations/02 Adapting Your Message for POC-Land and Expand Motions.mp4

16 MB

Selling With Champions/Part 7 Exec Readouts & High-Stakes Conversations/03 Course Conclusion.mp4

26 MB

Sink or Swim/Part I Introduction/1. Welcome, and my journey.mp4

26 MB

Sink or Swim/Part I Introduction/2. Your role as a sales manager.mp4

22 MB

Sink or Swim/Part II Six deadly mistakes to avoid in your first 90 days/1. Mistake 1- Random acts of execution.mp4

10 MB

Sink or Swim/Part II Six deadly mistakes to avoid in your first 90 days/2. Mistake 2- Making changes too fast.mp4

9.6 MB

Sink or Swim/Part II Six deadly mistakes to avoid in your first 90 days/3. Mistake 3- Inadvertently undermining your reps.mp4

15 MB

Sink or Swim/Part II Six deadly mistakes to avoid in your first 90 days/4. Mistake 4- Trying to impact short-term revenue too fast..mp4

5.8 MB

Sink or Swim/Part II Six deadly mistakes to avoid in your first 90 days/5. Mistake 5- Under-communicating with your cross-functional partners..mp4

12 MB

Sink or Swim/Part II Six deadly mistakes to avoid in your first 90 days/6. Mistake 6- Under-communicating with your boss.mp4

16 MB

Sink or Swim/Part III Your first 30 days in six easy steps/Your first 30 days in six easy steps.mp4

55 MB

Sink or Swim/Part IV The 31-60 day waterfall - OneHack.us/1. Crystallize your 'observations' deck.mp4

17 MB

Sink or Swim/Part IV The 31-60 day waterfall - OneHack.us/2. Build your 'strawman' priorities.mp4

15 MB

Sink or Swim/Part IV The 31-60 day waterfall - OneHack.us/3. Solidify priorities with your boss.mp4

9.9 MB

Sink or Swim/Part IV The 31-60 day waterfall - OneHack.us/4. Rollout your priorities to your team.mp4

30 MB

Sink or Swim/Part V Days 61-90 (Demonstrate momentum and quick wins)/Demonstrate momentum, quick wins, make talent changes, and put everything in motion.mp4

27 MB

Sink or Swim/Part VI Beyond your first 90 days/1. Frontline Foundations.mp4

14 MB

Sink or Swim/Part VI Beyond your first 90 days/2. FREE BONUS- Part 1 of Sales Hiring Masterclass ($100 value).mp4

46 MB

Six 'Underground' Tech Sales Techniques/DECK_6_Techniques.pdf

13 MB

Six 'Underground' Tech Sales Techniques/Six 'Underground' Sales Techniques.mp4

178 MB

The Final Stretch/Looking for more Business Related Courses or Business Templates & Ideas.txt

402 B

The Final Stretch/01 Introduction/01 Introduction.mp4

25 MB

The Final Stretch/01 Introduction/02 Your Customer Is Ready to Buy- Not So Fast.mp4

17 MB

The Final Stretch/02 Understand the Path to Close/01 Start With the Biggest Risk (Competition).mp4

13 MB

The Final Stretch/02 Understand the Path to Close/02 The Series of Next Steps.mp4

25 MB

The Final Stretch/02 Understand the Path to Close/03 Getting the Full Picture.mp4

19 MB

The Final Stretch/02 Understand the Path to Close/04 Great Sellers SEEK Risk (Here's How).mp4

12 MB

The Final Stretch/03 Influence the Path to Close/01 Two Closing Motion Questions.mp4

12 MB

The Final Stretch/03 Influence the Path to Close/02 Strong Prescription Loosely Held.mp4

20 MB

The Final Stretch/03 Influence the Path to Close/03 Four Quick Tips to Close Deals ON TIME.mp4

20 MB

The Final Stretch/04 Confirm the Path to Close/01 Stay On Top of Change.mp4

8.4 MB

The Final Stretch/04 Confirm the Path to Close/02 A Quick Summary and Conclusion.mp4

7.5 MB

Unlock the Level Up/Link.txt

127 B

Unlock the Level Up/1. Introduction/01 Why Issue Diagnosis Matters.mp4

77 MB

Unlock the Level Up/1. Introduction/02 Meet Your Mentor.mp4

97 MB

Unlock the Level Up/1. Introduction/03 Course Overview.mp4

42 MB

Unlock the Level Up/2. Issue Diagnosis Foundations/01 What is Issue Diagnosis.mp4

140 MB

Unlock the Level Up/2. Issue Diagnosis Foundations/02 A Template for Diagnosing.mp4

72 MB

Unlock the Level Up/3. On the Phone Activities/01 Conversion Rate.mp4

116 MB

Unlock the Level Up/3. On the Phone Activities/02 Contract Value.mp4

115 MB

Unlock the Level Up/3. On the Phone Activities/03 Sales Cycle.mp4

78 MB

Unlock the Level Up/3. On the Phone Activities/04 How to Coach.mp4

133 MB

Unlock the Level Up/3. On the Phone Activities/05 Real Life Example.mp4

194 MB

Unlock the Level Up/3. On the Phone Activities/Exercise- Putting the Framework into Action.mp4

11 MB

Unlock the Level Up/4. Off the Phone Activities/01 Pipeline Management.mp4

61 MB

Unlock the Level Up/4. Off the Phone Activities/02 Pipeline Creation.mp4

80 MB

Unlock the Level Up/4. Off the Phone Activities/03 How to Coach.mp4

66 MB

Unlock the Level Up/4. Off the Phone Activities/04 Employee Health.mp4

43 MB

Unlock the Level Up/4. Off the Phone Activities/05 Another Real World Example.mp4

144 MB

Unlock the Level Up/5. Conclusion/Recap and Next Steps.mp4

139 MB

Win the Demo/Looking for more Business Related Courses or Business Templates & Ideas.txt

402 B

Win the Demo/Conclusion and Next Steps/Conclusion and next steps.mp4

34 MB

Win the Demo/Introduction/1. Introduction.mp4

42 MB

Win the Demo/Introduction/2. My Story.mp4

33 MB

Win the Demo/Part I First Principles of SaaS Demos That Sell/1. Catalyze a Decision.mp4

21 MB

Win the Demo/Part I First Principles of SaaS Demos That Sell/2. Flip Your Demo Upside Down.mp4

61 MB

Win the Demo/Part I First Principles of SaaS Demos That Sell/3. Solve Exactly.mp4

87 MB

Win the Demo/Part I First Principles of SaaS Demos That Sell/4. Pain Relief and Loss Aversion.mp4

41 MB

Win the Demo/Part I First Principles of SaaS Demos That Sell/Value_Mapping.xlsx

8.5 kB

Win the Demo/Part II Winning Demos Start with These Discovery Techniques/1. Cause Analysis- How to Align Your Demo With Pain.mp4

31 MB

Win the Demo/Part II Winning Demos Start with These Discovery Techniques/2. How to Align Your Demo with Their Perceptions.mp4

31 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/1. Overview of the S.A.F.E.T.Y. Structure.mp4

30 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/2. Start with Pre-Call Planning.mp4

73 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/3. Align on the Decision.mp4

30 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/4. Frame the Problem.mp4

69 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/5. Establish the Big Picture.mp4

70 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/6. Take Them On a Journey.mp4

12 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/7. Yield and Pivot.mp4

58 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/14_demo_questions.pdf

852 kB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/From_Objections_to_Commissions_Cheat_Sheet.pdf

2.9 MB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/Pre_call_cheat_sheet.pdf

113 kB

Win the Demo/Part III The 'Macro' Structure of Winning Demos/Value_Pillar_Slides.pptx

394 kB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/1. The FAVORITE Framework.mp4

18 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/2. Frame the Pain.mp4

21 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/3. Ask the Right Question.mp4

15 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/4. Visualize the Outcome.mp4

26 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/5. Orient Your Buyer to the Screen.mp4

23 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/6. Reveal the Workflow.mp4

27 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/7. Implant the Value.mp4

25 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/8. Tell a Story.mp4

17 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/9. Elicit a Response.mp4

18 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/14_demo_questions.pdf

852 kB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/Frame_the_Pain.pptx

1.3 MB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/Post-feature_demo_questions.pptx

916 kB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/Pre-Feature_Demo_Questions.pptx

916 kB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/Story_Famework.pptx

910 kB

Win the Demo/Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/Visualize_the_Outcome_Exercise.pptx

962 kB

Win the Demo/Part V How to 'Restructure' for Different Demo Scenarios/1. How to Run 'Mini Demos' and 'Demoscovery'.mp4

62 MB

Win the Demo/Part V How to 'Restructure' for Different Demo Scenarios/2. Exec Demos.mp4

78 MB

Win the Demo/Part V How to 'Restructure' for Different Demo Scenarios/Exec_Demo_What_we_ve_heard_slide.pptx

511 kB