The pclub io The Platinum Passport for Account Executives All Courses

The pclub io The Platinum Passport for Account Executives All Courses

Name	[The pclub.io] The Platinum Passport for Account Executives (All Courses)	DOWNLOAD Copy Link Trouble downloading? see How To
Total Size	16.1 GB
Total Files	432
Last Seen	2025-08-09 00:41
Hash	D27BF2892C2C7408D2C8A53D923662F43E8C7333

/BONUS CONTENT/
Business Case Workshop.mp4	686.4 MB
_Framework_Key_Account_Meeting_Prep_Sheet.docx	757.0 KB
_Framework_The_Discovery_Roadmap_Crowd-Sourced_Questions.pdf	134.9 KB
_Framework_Weekly_Pipeline_Update.docx	755.0 KB
12_Mid-Funnel_Email_Frameworks (1).docx	831.4 KB
12_Mid-Funnel_Email_Frameworks.docx	831.4 KB
Enterprise_Account_Maps_Template.docx	288.4 KB
Framework_for_Worldclass_Follow-Ups.pdf	250.3 KB
How_to_Write_Forward-Worthy_Follow-Up_s.pdf	301.7 KB
Mutual_Action_Plan_Template.xlsx	8.2 KB
Selling_With_Buyers_A_Crash_Course.pdf	23.4 MB
Strategic_Soundbite_Formula.pdf	38.2 KB
Structuring_Your_POC_Worksheet.pptx	929.8 KB
/bi-weekly-group-coaching-session-recordings/
April 21, 2023.mp4	326.8 MB
April 21Value_Mapping_-_Sheet1.pdf	40.8 KB
Aug 4, 2023.mp4	93.1 MB
Dec 9, 2022.mp4	81.8 MB
Feb 3, 2023.mp4	93.2 MB
Feb 17, 2023.mp4	98.9 MB
Jan 13, 2023.mp4	85.2 MB
Jan 20, 2023.mp4	91.0 MB
March 3, 2023.mp4	101.2 MB
Nov 11, 2022.mp4	246.5 MB
Oct 28, 2022.mp4	201.3 MB
/.../1. The 10 Laws of Email Copywriting/
10_Laws_of_Copywriting_Cheat_Sheet.pdf	353.3 KB
Course Introduction.mp4	34.8 MB
Law 1 - Learn How People Make Decisions.mp4	10.3 MB
Law 2- Uncover the Selfish Benefit.mp4	5.1 MB
Law 3- Tell a Great Story.mp4	11.1 MB
Law 4- Write Like You Talk.mp4	4.6 MB
Law 5- Use Their Words Not Yours.mp4	11.4 MB
Law 6- Short Choppy Copy.mp4	9.8 MB
Law 7 - Be Specific.mp4	7.2 MB
Law 8- Nail the Subject Line.mp4	22.9 MB
Law 9- Use Social Proof That s Relevant.mp4	7.8 MB
Law 10- Address Objections Up Front.mp4	9.1 MB
/.../2. The Cold Email Framework/
01 The Cold Email Framework and Email Analysis.mp4	24.5 MB
02 Email Deliverability.mp4	29.0 MB
03 Email Openings Triggers.mp4	35.1 MB
04 Email Body.mp4	41.2 MB
05 Real World Examples.mp4	37.6 MB
Cold_Email_Framework_Cheat_Sheet_copy.pdf	310.9 KB
/3. Email Sequencing/
01 The Purpose of Sequencing The Inbound Sequence.mp4	19.6 MB
02 11 Tips for Outbound Sequences.mp4	45.7 MB
03 Best Outbound Sequence Structures.mp4	22.5 MB
04 Building Sequences Above Below the Line.mp4	22.7 MB
05 Touchpoint Breakdown Cold Calling LinkedIn.mp4	28.4 MB
06 AB Testing.mp4	38.4 MB
07 Bonus Tips Emails.mp4	40.3 MB
/4. Bonus Resources/
10_Laws_of_Copywriting_Cheat_Sheet.pdf	353.3 KB
Cold_Email_Framework_Cheat_Sheet_copy.pdf	310.9 KB
Forged_From_Fire_Cold_Email_Templates.pdf	6.6 MB
/Conquer the Cold Call/
00 Introduction- Why Cold Calling.mp4	86.6 MB
01- The B2B Cold Calling Script.mp4	124.2 MB
02- Live Cold Call Examples.mp4	176.2 MB
03- Cold Call Moneyball Metrics.mp4	56.4 MB
04- Objection Handling.mp4	104.5 MB
05- Voice Message Strategy.mp4	41.5 MB
06- Sequence Cadence Strategy.mp4	66.6 MB
07- Cold Calling Principles.mp4	78.2 MB
08- Pipeline Generation Daily Point System Framework.mp4	26.7 MB
09- Finding leads using Linkedin Sales Navigator.mp4	18.5 MB
BONUS- Cold Call Roleplay.mp4	422.5 MB
/Module 1/
1.1 Welcome.mp4	16.2 MB
1.2 Real Cost of Mishiring.mp4	27.2 MB
1.3 - Meet Kevin Gaither.mp4	74.5 MB
/Module 2/
2.1 - 7 Deadly Hiring Mistakes.mp4	39.8 MB
2.2 - Debunking the Ideal rep profile.mp4	125.9 MB
2.3 - Designing an Effective Hiring Process.mp4	31.8 MB
/Module 3/
3.1 - Developing Your Hiring Benchmarks.mp4	84.3 MB
3.2 - Trait 1.mp4	37.8 MB
3.3 - Trait 2.mp4	44.9 MB
3.4 - Trait 3.mp4	56.7 MB
3.5 - Trait 4.mp4	34.2 MB
3.6 - Trait 5.mp4	41.2 MB
3.7 - Trait 6.mp4	74.7 MB
3.8 - Trait 7.mp4	21.4 MB
3.9 - Trait 8.mp4	75.3 MB
/Module 4/
4.1 - Hiring Steal-Worthy Salespeople.mp4	21.1 MB
4.2 - Finding Diamonds in the Rough.mp4	80.1 MB
4.3 - Expert Guide to Candidate Screening.mp4	68.5 MB
4.4 - Science of Interviewing.mp4	50.4 MB
/Module 5/
5.1 - Reviewing Your Hiring Funnel.mp4	34.2 MB
5.2 - The Next Level.mp4	22.7 MB
5.3 - Closing Note.mp4	9.1 MB
/Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses/
01- Meet the CFOs and Agenda Overview.mp4	28.1 MB
02- The Current Landscape (and Mindset) of a CFO.mp4	65.0 MB
03- What are CFOs Willing to Spend Money On.mp4	68.4 MB
04- How to Help Your Champion Sell to Their CFO.mp4	34.4 MB
05- Building a CFO-Worthy Business Case.mp4	45.1 MB
06- CFO’s Advice for Sellers.mp4	71.3 MB
/.../01 The Hidden Decision Maker/
1. The Unfair Opportunity You Have.mp4	46.1 MB
2. Your Buyers' True Decision-Making Mind.mp4	66.0 MB
3. Unfair Decision-Forces Working Against Sellers.mp4	47.6 MB
4. The 'Chimp Operating System' (And How to Capitalize On It).mp4	10.8 MB
/.../02 Perceived Value and Loss Aversion/
5. Value - Confusion and Perception.mp4	34.1 MB
6. Loss Aversion.mp4	68.0 MB
7. What Golfers and Exec Buyers have in Common.mp4	74.2 MB
8. Decisions by Comparison.mp4	61.5 MB
/.../03 Amplifying Value/
9. Framing and Perception.mp4	56.8 MB
10. Language the Chimp Love Hates.mp4	49.0 MB
11. 3 Dimensions of Value.mp4	62.6 MB
12. Linking each Dimension.mp4	13.1 MB
13. Insight Motivation Time Travel.mp4	56.8 MB
14. Formulas and Examples.mp4	88.8 MB
/.../04 Winning Hearts and Minds/
15. The Hero with a Thousand Faces.mp4	48.7 MB
16. Cementing Consensus.mp4	52.4 MB
17. Real World Journey Example.mp4	55.0 MB
/.../05 Overwhelming Influence in Conversations/
18 Tiny words - Big impact.mp4	118.1 MB
19. Sounding Credible.mp4	29.3 MB
20. Showing up with a POV Point of View.mp4	78.4 MB
21. 6 Laws Maximum Value.mp4	31.3 MB
/.../06 Bridging the Risk Void/
22. Dismantling 2 Deal killing Biases.mp4	85.8 MB
23. Trusted Advisor.mp4	19.8 MB
/.../07 Exercises & Workbook/
24. Build your own winning conversations.mp4	51.3 MB
/Bonus Materials/
$100 Million Sales Deck.mp4	42.4 MB
Forged_From_Fire_Cold_Email_Templates.pdf	6.6 MB
pclub.io_Business_Case_Example_Product_Adoption_.pdf	71.2 KB
/Mutual Success Plan Mastery/
01 Introduction to Mutual Success Plans.mp4	35.8 MB
02 What Are Mutual Success Plans & Becoming a Detailed Seller.mp4	18.0 MB
03 Five Steps to a Buyer-Centric Success Plan.mp4	39.5 MB
04 Work Like an Exec AND a Project Manager.mp4	31.0 MB
05 Example Mutual Success Plan.mp4	34.9 MB
06 Conclusion.mp4	14.4 MB
Looking for more Business Related Courses or Business Templates & Ideas.txt	0.4 KB
Mutual_Action_Plan_Template.xlsx	8.2 KB
/.../7-step objection handling framework/
01- Clarify the objection.mp4	28.7 MB
02- Validate and demonstrate empathy.mp4	9.8 MB
03- Isolate the objection.mp4	6.8 MB
04- Gain permission (neutralize the mind with a No question.mp4	6.9 MB
05- Address the objection w-business value.mp4	12.7 MB
06- Confirm the resolution.mp4	4.7 MB
07- Attempt to surface other concerns.mp4	6.0 MB
/.../Bonus A predictable framework for handling pricing objections/
A predictable framework for handling pricing objections.mp4	13.4 MB
/.../The SaaS sales objection spectrum/
Five types of objections (and how to handle each).mp4	38.2 MB
/.../BONUS Q&A Sessions with Billion-Dollar CFOs/
CFO AMA #1- Michael DiFilippo, CFO of Invoca.mp4	123.5 MB
/.../BONUS The $100M Discovery Deck/
pclub.io_for_business_-_discovery_prompter.pdf	1.7 MB
pclub.io_for_business_-_discovery_prompter.pptx	8.5 MB
QS_Disco_Prompter.pptx	9.5 MB
QS_Disco_Prompter.pptx.pdf	1.8 MB
The $100M Discovery Deck (The Discovery Prompter).mp4	39.2 MB
/.../Module 1 The New Economy, with CFO as King and Queen/
01 Here's What You're Going to Learn.mp4	17.7 MB
02 Do This Before You Start.mp4	21.0 MB
03 My Story In Sales.mp4	40.7 MB
04 My Story Selling to CFOs.mp4	31.6 MB
05 The New Economy - CFO as King and Queen.mp4	60.2 MB
/.../Module 2 11 Mistakes Sellers Make Selling to CFOs/
Mistake 01 - Allowing Buying Process Fog.mp4	31.1 MB
Mistake 02 - Selling ROI without Regard to Priority or Hurdle Rate.mp4	20.4 MB
Mistake 03 - Going big and long with ROI.mp4	14.0 MB
Mistake 04 - Selling Gross Return Instead of P&L Improvement.mp4	27.9 MB
Mistake 05 - Trying to Get Access to the CFO.mp4	10.6 MB
Mistake 06 - Rapport Building.mp4	20.0 MB
Mistake 07 - Champion Mismanagement.mp4	39.4 MB
Mistake 08 - Seller-led Business Cases.mp4	20.8 MB
Mistake 09 - No plan for value realization.mp4	25.9 MB
Mistake 10 - Being hard to do business with.mp4	21.5 MB
Mistake 11 - Giving In.mp4	21.6 MB
Module Intro - 11 Mistakes.mp4	10.3 MB
/.../Module 3 How to 'Speak' CFO (Persona Crash Course)/
01 The Most Fundamental Aspect of Your Success.mp4	11.7 MB
02 CFO s Core Responsibilities.mp4	69.8 MB
03 Common Pain and Objections.mp4	68.6 MB
04 Language Patterns and Terminology.mp4	54.0 MB
05 Intro to Decision Criteria - OneHack.us.mp4	3.8 MB
CFO_Objection_Cheat_Sheet.pdf	356.7 KB
/.../Module 4 How to Create 'Above the Noise' Business Value/
01 Above the Line vs. Below the Line Business Value.mp4	16.7 MB
02 - 7 Value Drivers.mp4	30.9 MB
03 - How to Do Discovery to Sell to CFOs Part 1 of 3.mp4	43.1 MB
04 - How to Do Discovery to Sell to CFOs part 2 of 3.mp4	31.0 MB
05 - How to Do Discovery to Sell to CFOs part 3 of 3.mp4	39.2 MB
06 Be the Root Cause.mp4	75.2 MB
07 Connect to Negative Impact.mp4	41.7 MB
08 The Raw Material for Your Business Case.mp4	5.7 MB
Diagnostic_Questions_Worksheet.pdf	432.9 KB
Finding_Impact_Worksheet.pdf	431.7 KB
Questions_for_Buying_Process_Clarity.pdf	395.6 KB
/.../Module 5 Champion Development and CFO Access/
01 What is a Champion and Why are they Critical to Selling to CFOs.mp4	15.7 MB
02 Five Criteria of a CFO-Worthy Champion.mp4	12.1 MB
03 Identifying the CFO-Worthy Champion.mp4	16.9 MB
04 Access the CFO through FP&A and Champion Coaching.mp4	57.2 MB
05 Getting Ready to Build the Business Case.mp4	4.4 MB
/.../Module 6 Build a Business Case That Gets CFOs to Say 'YES!'/
01 When and Where Business Case Building Happens.mp4	27.8 MB
02 7 Steps of a Winning Business Case.mp4	11.7 MB
03 The Executive Summary.mp4	19.3 MB
04 Problem Definition.mp4	20.1 MB
05 - Financial Impact.mp4	27.9 MB
06 Proposed Solution and Required Capabilities.mp4	31.2 MB
07 Before and After Story.mp4	35.6 MB
08 Value Realization Plan.mp4	20.2 MB
09 Tradeoffs.mp4	17.4 MB
/.../Module 7 Recap and conclusion/
01 Five (More) Elements of a Winning Business Case.mp4	19.3 MB
02 Soft Dollar vs. Hard Dollar ROI Arguments.mp4	13.8 MB
03 How to Run the CFO Meeting.mp4	55.2 MB
04 Recap and Conclusion.mp4	47.7 MB
/Conclusion/
Conclusion.mp4	20.0 MB
/Introduction/
1. Welcome and my journey.mp4	25.9 MB
2. Product differentiation is dead..mp4	24.7 MB
/.../Part I Rig the buying criteria/
1. Exercise_Rig_the_root_cause.pdf	180.3 KB
1. Rig the 'root cause' in your favor.mp4	56.8 MB
2. Rig the desired solution in your favor.mp4	24.0 MB
3. Lead with a Nexus.mp4	30.3 MB
3. Nexus_Exercise.pdf	113.9 KB
4. Exercise_slides_Sell_the_micro_problem.pdf	150.4 KB
4. Sell the 'micro problem'.mp4	26.4 MB
5. Influence their subconscious mind with 'super social proof'.mp4	24.4 MB
6. Bull Charge (if you have a superior product, don't get cute)..mp4	10.7 MB
7. Exercise_Sales_Judo.pdf	83.9 KB
7. Find the 'weakness WITHIN their strength' (sales judo).mp4	23.7 MB
8. Redefine the scope of the deal to favor you.mp4	33.6 MB
9. The 'credibility landmine'.mp4	21.2 MB
/.../Part II Rig the buying process/
1. Ask for an exclusive evaluation, pass on the savings.mp4	29.5 MB
2. Add or remove steps that improve your position.mp4	18.2 MB
2. exercise_-_add_or_remove_steps.pdf	36.3 KB
3. Accelerate when you're winning (strike while the iron is hot).mp4	15.8 MB
4. Delay when you're losing (5 tactics).mp4	28.9 MB
5. What to do when it's rigged against you.mp4	31.5 MB
/.../Part III Rig the buying committee/
1. Analyze your influencers with 'PAPR'.mp4	19.0 MB
1. PAPR_Template.pptx	934.2 KB
2. The Power Coach.mp4	13.2 MB
3. What to do when you have a power champion, but they're deferring to their team.mp4	9.1 MB
4. How to neutralize your competitor's 'friend'.mp4	10.2 MB
5. The saboteur with no influence.mp4	3.8 MB
6. Live Example- Using PAPR to create your own strategy.mp4	24.8 MB
/.../BONUS Bi-weekly group coaching session recordings/
Dec 9, 2022.mp4	81.8 MB
Jan 13, 2023.mp4	85.2 MB
Nov 11, 2022.mp4	164.2 MB
Oct 28, 2022.mp4	136.6 MB
/.../BONUS Interview with THREE CFOs of billion-dollar businesses/
Exactly How to Sell to CFOs In An Economic Downturn.mp4	172.5 MB
/.../BONUS Monthly Q&A with Chris/
Issue 001- November, 2022.mp4	111.1 MB
Issue 002- December, 2022.mp4	89.5 MB
Issue 003- January, 2023.mp4	80.3 MB
Issue 004- February, 2023.mp4	47.3 MB
/.../BONUS The Discovery Prompter/
BONUS- Eliminate friction with the discovery prompter.mp4	42.4 MB
discovery_prompter_example_-_QuotaSignal.pptx.pdf	141.0 KB
/.../Part I Business Problem & Current State/
#1 Introduction.mp4	22.4 MB
#2 Course Overview.mp4	13.6 MB
#3 Identify and Validate THE Business Problem.mp4	53.4 MB
#4 Understand the Current State.mp4	28.2 MB
SaaS_Discovery_Masterclass_-_Workbook.pdf	6.7 MB
/.../Part II Cause Analysis/
#5 Why Root Cause is so Critical.mp4	28.8 MB
#6 Uncovering Root Cause.mp4	19.0 MB
/.../Part III Negative Impact/
#7 The Value of Exploring Negative Impact.mp4	19.0 MB
#8 Impact Questions and Impact Discovery.mp4	22.6 MB
#9 3 Step Framework for Building Impact.mp4	47.4 MB
#10 Impact Exercise and Recap Quiz.mp4	13.3 MB
impact_worksheet.pdf	763.1 KB
/.../Part IV Desired Outcome/
#11 Understanding the Desired Outcomes.mp4	26.6 MB
#12 The Desire Outcome Discover Waterfall.mp4	5.1 MB
/Bonus Resources/
BONUS- Eliminate friction with the discovery prompter.mp4	42.4 MB
discovery_prompter_example_-_QuotaSignal.pptx_1_.pdf	141.0 KB
Pclub_SaaS_Discovery_eBook_V2.pdf	6.7 MB
SaaS_Discovery_Masterclass_2.0_-_Course_Deck.pdf	11.6 MB
/Intro/
01 Why Discovery is a Threshold Skill.mp4	23.6 MB
02 Quickstart Formula.mp4	21.5 MB
Intro- Why You're Here Today.mp4	41.8 MB
/Module 1/
01 Can You Pass the 'No Logo' Test.mp4	22.7 MB
01_Exercise_Can_You_Pass_the_No_Logo_Challenge_.xlsx	130.3 KB
02 How To Set The Rules of Engagement and Win.mp4	32.3 MB
03 Roleplay Demonstration of ROE.mp4	15.7 MB
04 Review of ROE and Exercise.mp4	23.2 MB
04_Exercise_Set_the_Rules_of_Engagement.xlsx	82.0 KB
05 Inbound v Outound Discovery.mp4	35.4 MB
05_Exercise_Actively_Exploring_vs._Latent_Pain_Discovery_Questions.xlsx	82.0 KB
06 The 'Go Back In Time' Technique.mp4	22.2 MB
06_Exercise_Go_Back_In_Time_Series_of_Questions (1).xlsx	82.1 KB
06_Exercise_Go_Back_In_Time_Series_of_Questions.xlsx	82.1 KB
07 Exercise - Write Your Go Back In Time Questions.mp4	7.9 MB
07_Exercise_Context-led_questions.xlsx	82.0 KB
08 Context-Led questions.mp4	61.7 MB
08_Exercise_Discovery_Prompter_.xlsx	84.8 KB
09 The Discovery Prompter.mp4	43.2 MB
10 - Business Pain that MONEY Follows.mp4	49.1 MB
10_Exercise_1_What_s_the_need_behind_the_need_for_your_customers_1_.xlsx	79.5 KB
10_Exercise_2_Need_Behind_the_Need.xlsx	81.8 KB
11 - How to Turn Little Dollars into Big Dollars.mp4	65.8 MB
12 - Validate the Business Problem.mp4	22.0 MB
/Module 2/
01 Getting Clear on Root Causes vs Business Problems.mp4	67.4 MB
02 Summarize and Transition.mp4	28.5 MB
03 How and Why to Ask OPEN Diagnostic Questions.mp4	21.3 MB
04 Targeted Diagnostic Questions.mp4	45.4 MB
05 Exercise Craft Your Own Targeted Questions.mp4	34.6 MB
06 WARNING- Cause Analysis Can Happen Backwards.mp4	24.3 MB
11_Exercise_What_are_YOUR_root_causes.xlsx	79.4 KB
/Module 3/
01 The What and Why of Building Negative Impact.mp4	44.8 MB
02 Summarize and Transition (yes, again).mp4	27.6 MB
03 Quantify Pain and Build the Cost of Inaction.mp4	50.6 MB
04 Open Negative Impact.mp4	30.6 MB
05 Targeted Negative Impact.mp4	42.4 MB
06 Recap and Three Warnings.mp4	22.0 MB
19_Exercise_Cost_of_Inaction.xlsx	8.9 KB
21_Exercise_Targeted_Negative_Impact.xlsx	8.7 KB
/Module 4/
01 The What and Why of Future State.mp4	22.7 MB
02 What Exactly is Buying Criteria.mp4	25.2 MB
03 What do you think you need.mp4	15.6 MB
04 Targeted Solution Questions.mp4	38.0 MB
05 Conclusion and What to Do Next.mp4	15.8 MB
23_Exercise_Buying_Criteria.xlsx	81.1 KB
26_Targeted_Solution_Questions.xlsx	81.2 KB
/Sales Hiring Masterclass/
0. Introduction- The biggest driver of your financial success is sales hiring.mp4	29.9 MB
01- Create Unmistakable Clarity.mp4	48.5 MB
02- How to Design a Predictive Hiring Process.mp4	26.3 MB
03- Predictive Interview Questions.mp4	29.6 MB
04- Chronological Sales Interviews.mp4	40.9 MB
05- Form Judgment with Behavioral Science.mp4	17.7 MB
06- Get Multiple Independent Views.mp4	38.5 MB
07- Write a 'Deal Memo' - OneHack.us.mp4	16.4 MB
91.pdf	338.1 KB
Putting it all together, and Interviews-as-a-Service.mp4	24.0 MB
/
0. $10 ChatGPT for 1 Year & More.txt	0.2 KB
/.../Part 1 Stack the Deck in Your Favor/
01 Introduction.mp4	19.2 MB
02 How I fell in Love with Selling with Champions.mp4	23.9 MB
03 The Shift to a Champion Mindset.mp4	28.7 MB
04 Who Exactly is a Champion.mp4	15.9 MB
/.../Part 2 The Baseball Card Approach to Rating Champions/
01 Believability Ratings and Baseball Card Approach.mp4	48.0 MB
02 Building the Baseball Card for Your Champion.mp4	10.3 MB
03 Social Capital.mp4	12.9 MB
04 Track Record.mp4	4.4 MB
05 Influence.mp4	8.0 MB
06 Incentive.mp4	7.0 MB
07 Intel.mp4	9.8 MB
/.../Part 3 A Field Guide for Building & Testing Champions/
01 How Your Potential Champions Evaluate YOU.mp4	21.6 MB
02 6 Tactics for Showing Up Well With Your Champions.mp4	34.7 MB
03 Neuro-Linguistic Programming.mp4	20.1 MB
04 Spiral Dynamics.mp4	31.1 MB
05 Spiral Dynamics in Practice.mp4	11.1 MB
06 Testing Your Champions.mp4	42.0 MB
/.../Part 4 Finding Footholds & Scripting Your Route/
Avoiding False Footholds.mp4	11.6 MB
Foothold #1- Internal Priorities.mp4	10.4 MB
Foothold #2- Dedicated Meetings.mp4	2.5 MB
Foothold #3- Find a Climbing Buddy.mp4	10.6 MB
Foothold #4- Projects NOT Products.mp4	3.9 MB
Foothold #5- Brightspots.mp4	5.2 MB
The Importance of Planning Your Route.mp4	21.2 MB
/.../Part 5 Building a Bulletproof Business Case/
01 What a Business Case is NOT.mp4	35.8 MB
02 In-Depth Business Case Breakdown.mp4	38.9 MB
03 The Metanarrative and Executive Summary.mp4	7.7 MB
04 Using Customer Language.mp4	11.5 MB
05 How to Use Your Business Case.mp4	15.1 MB
/.../Part 6 Example Business Case Teardowns (And Buildups)/
01 Example #1 Intro.mp4	27.5 MB
02 Business Case Teardown and Buildup #1.mp4	84.5 MB
03 Example #2 Intro.mp4	16.0 MB
04 Business Case Teardown and Buildup #2.mp4	91.2 MB
/.../Part 7 Exec Readouts & High-Stakes Conversations/
01 A Framework for High-Stakes Conversations.mp4	43.2 MB
02 Adapting Your Message for POC-Land and Expand Motions.mp4	17.0 MB
03 Course Conclusion.mp4	27.0 MB
/Part I Introduction/
1. Welcome, and my journey.mp4	27.1 MB
2. Your role as a sales manager.mp4	23.0 MB
/.../Part II Six deadly mistakes to avoid in your first 90 days/
1. Mistake 1- Random acts of execution.mp4	10.6 MB
2. Mistake 2- Making changes too fast.mp4	10.1 MB
3. Mistake 3- Inadvertently undermining your reps.mp4	15.9 MB
4. Mistake 4- Trying to impact short-term revenue too fast..mp4	6.0 MB
5. Mistake 5- Under-communicating with your cross-functional partners..mp4	12.3 MB
6. Mistake 6- Under-communicating with your boss.mp4	16.3 MB
/.../Part III Your first 30 days in six easy steps/
Your first 30 days in six easy steps.mp4	57.5 MB
/.../Part IV The 31-60 day waterfall - OneHack.us/
1. Crystallize your 'observations' deck.mp4	18.1 MB
2. Build your 'strawman' priorities.mp4	15.6 MB
3. Solidify priorities with your boss.mp4	10.4 MB
4. Rollout your priorities to your team.mp4	31.6 MB
/.../Part V Days 61-90 (Demonstrate momentum and quick wins)/
Demonstrate momentum, quick wins, make talent changes, and put everything in motion.mp4	28.2 MB
/.../Part VI Beyond your first 90 days/
1. Frontline Foundations.mp4	14.7 MB
2. FREE BONUS- Part 1 of Sales Hiring Masterclass ($100 value).mp4	48.5 MB
/Six 'Underground' Tech Sales Techniques/
DECK_6_Techniques.pdf	14.0 MB
Six 'Underground' Sales Techniques.mp4	187.0 MB
/The Final Stretch/
Looking for more Business Related Courses or Business Templates & Ideas.txt	0.4 KB
/01 Introduction/
01 Introduction.mp4	25.9 MB
02 Your Customer Is Ready to Buy- Not So Fast.mp4	17.4 MB
/.../02 Understand the Path to Close/
01 Start With the Biggest Risk (Competition).mp4	13.6 MB
02 The Series of Next Steps.mp4	25.9 MB
03 Getting the Full Picture.mp4	19.7 MB
04 Great Sellers SEEK Risk (Here's How).mp4	12.9 MB
/.../03 Influence the Path to Close/
01 Two Closing Motion Questions.mp4	12.9 MB
02 Strong Prescription Loosely Held.mp4	20.5 MB
03 Four Quick Tips to Close Deals ON TIME.mp4	21.4 MB
/.../04 Confirm the Path to Close/
01 Stay On Top of Change.mp4	8.8 MB
02 A Quick Summary and Conclusion.mp4	7.9 MB
/Unlock the Level Up/
Link.txt	0.1 KB
/1. Introduction/
01 Why Issue Diagnosis Matters.mp4	80.8 MB
02 Meet Your Mentor.mp4	101.5 MB
03 Course Overview.mp4	43.7 MB
/.../2. Issue Diagnosis Foundations/
01 What is Issue Diagnosis.mp4	146.3 MB
02 A Template for Diagnosing.mp4	75.4 MB
/.../3. On the Phone Activities/
01 Conversion Rate.mp4	121.2 MB
02 Contract Value.mp4	121.0 MB
03 Sales Cycle.mp4	82.2 MB
04 How to Coach.mp4	139.8 MB
05 Real Life Example.mp4	203.3 MB
Exercise- Putting the Framework into Action.mp4	11.2 MB
/.../4. Off the Phone Activities/
01 Pipeline Management.mp4	64.3 MB
02 Pipeline Creation.mp4	83.7 MB
03 How to Coach.mp4	69.0 MB
04 Employee Health.mp4	45.0 MB
05 Another Real World Example.mp4	150.7 MB
/5. Conclusion/
Recap and Next Steps.mp4	145.3 MB
/Win the Demo/
Looking for more Business Related Courses or Business Templates & Ideas.txt	0.4 KB
/.../Conclusion and Next Steps/
Conclusion and next steps.mp4	36.0 MB
/Introduction/
1. Introduction.mp4	44.5 MB
2. My Story.mp4	34.2 MB
/.../Part I First Principles of SaaS Demos That Sell/
1. Catalyze a Decision.mp4	22.1 MB
2. Flip Your Demo Upside Down.mp4	63.8 MB
3. Solve Exactly.mp4	91.6 MB
4. Pain Relief and Loss Aversion.mp4	43.1 MB
Value_Mapping.xlsx	8.7 KB
/.../Part II Winning Demos Start with These Discovery Techniques/
1. Cause Analysis- How to Align Your Demo With Pain.mp4	32.6 MB
2. How to Align Your Demo with Their Perceptions.mp4	32.4 MB
/.../Part III The 'Macro' Structure of Winning Demos/
1. Overview of the S.A.F.E.T.Y. Structure.mp4	31.3 MB
2. Start with Pre-Call Planning.mp4	76.2 MB
3. Align on the Decision.mp4	31.3 MB
4. Frame the Problem.mp4	72.7 MB
5. Establish the Big Picture.mp4	73.1 MB
6. Take Them On a Journey.mp4	12.6 MB
7. Yield and Pivot.mp4	60.4 MB
14_demo_questions.pdf	872.0 KB
From_Objections_to_Commissions_Cheat_Sheet.pdf	3.1 MB
Pre_call_cheat_sheet.pdf	115.6 KB
Value_Pillar_Slides.pptx	403.2 KB
/.../Part IV The 'Micro' Structure of Winning Demos (FAVORITE)/
1. The FAVORITE Framework.mp4	19.4 MB
2. Frame the Pain.mp4	22.4 MB
3. Ask the Right Question.mp4	15.4 MB
4. Visualize the Outcome.mp4	27.2 MB
5. Orient Your Buyer to the Screen.mp4	24.6 MB
6. Reveal the Workflow.mp4	28.0 MB
7. Implant the Value.mp4	25.8 MB
8. Tell a Story.mp4	17.8 MB
9. Elicit a Response.mp4	19.0 MB
14_demo_questions.pdf	872.0 KB
Frame_the_Pain.pptx	1.3 MB
Post-feature_demo_questions.pptx	938.5 KB
Pre-Feature_Demo_Questions.pptx	937.5 KB
Story_Famework.pptx	931.4 KB
Visualize_the_Outcome_Exercise.pptx	985.4 KB
/.../Part V How to 'Restructure' for Different Demo Scenarios/
1. How to Run 'Mini Demos' and 'Demoscovery'.mp4	65.0 MB
2. Exec Demos.mp4	81.5 MB
Exec_Demo_What_we_ve_heard_slide.pptx	523.4 KB
Total files 432