Learners engage with their certified Trainer in an experiential learning format, with 8 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.
Understand the different types of selling methodologies—and how and when to deploy a provocative selling approach.
Appreciate the shifted dynamics of SaaS vs. perpetual sales, how the bowtie KPIs capture the modern customer journey, and the science of ARR growth caused by incremental improvements.
Leverage a framework for developing a unique and provocative point of view to align your solution with each level of your customer’s hierarchy.
Orchestrating the Account
Establish the “why now?” for your customer by testing momentum and understanding related and competing priorities.
Anticipate the steps required in your customer’s evaluation and selection process—and map those back to a critical event. Execute a plan to identify buyer roles and uncover your buying champion.
Identify the key buying committee roles, learn to navigate gatekeepers, and create a deal strategy map.
Reframe decision criteria through the lens of impact. Learn how to offer an alternative approach and reshuffle the deck in your favor.
Test and adapt your provocative point of view with key individual stakeholders. Learn to build consensus and gain commitment.
Bring the stakeholders together, seek the “red thread” that connects, use critical events, and execute a Joint Impact Plan to inspire action and desire for future impact.
Driving to Commit
Manage a proof of concept to a successful buying outcome, and maximize decision-maker influence.
Successfully navigate procurement teams to secure a win-win deal.
Review the end-to-end learning path, recap core concepts, and receive a primer ahead of the certification exam.