The Battle of Two Playbooks Session Lander

3-Part Live Virtual Training Session for Your Business Development Team

Let’s get started with a 3-part virtual live training series to initiate behavior change and get your business development and marketing teams on the same page about what it takes to overcome consensus decision making, compressed selling timeCompressed Selling Time Technology has enabled people to glean more education and insights without the assistance or guidance of salespeople. A 2020 Gartner study demonstrated that 83% of the prospect’s buying journey is completed before the salesperson is invited in. Less selling time prohibits effective investigation of need and trust building, putting all sellers at a disadvantage and making “selling” all about responding to requests, reacting, and order taking., and commoditizationCommoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter..

This series is designed for principals and key leadership, business development, marketing, and sales teams.

Session One

Introduction to The Priority SalePriority Sale A sale executed at the highest level. It happens when an organization’s real impact is connected to what matters most to a prospect.

To combat the Three Deadly C’s – you have to understand why this is happening
The three new buying phases of buying teams and how to turn them to your advantage
What you can start doing to get in earlier and at a higher level
Ability to spot and correct behaviors to lead to the Three Deadly C’s

Session Two

Let’s Get Neuro

How the brain makes decisions and how that interplays with the current sales approach
Understand the traps we fall into and what to stop/start doing right now
How using brain science makes your current selling process instantly more effective
How to better engage, faster whether a webinar, virtual sales call or in-person

Session Three

The Two Playbooks

Creating a winning playbook vs. falling to the prospect’s
Language to start using that gets you at a higher level earlier
Tactics to deploy regardless of where you enter
Exercise to start better demonstrating your real impact – that gets attention at a higher level

The Battle of Two Playbooks Live Virtual Training series includes:

Three 60-minutes teaching and collaboration sessions
1 pre-call diagnostic session with principals + key stakeholders to best understand your current business development playbook/process
1 post-session follow-up and debrief

$3,500 per organization

Ready to win the brain, with the journey and win the deal – let’s talk!

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