Blueprints

Each blueprint creates a framework for how to perform a set of actions, during each key moment that matters across the customer’s journey. Use these frameworks, improving how you execute on each one over time.

Blueprints Winning by Design

BLUEPRINT

Facilitating a stakeholder meeting

How to structure and orchestrate the stakeholder meeting.

BLUEPRINT

The SPICED Framework

The framework for diagnosing.

BLUEPRINT

The SaaS Sales Method

As compared to consultative and strategic selling methods.

BLUEPRINT

Emotional vs. rational impact

Focusing on your customer’s desired impact.

BLUEPRINT

How to diagnose

Using questions to focus on the customer’s pain points.

BLUEPRINT

The perfect discovery call

Using question-based selling for effective discovery.

BLUEPRINT

How to demo and prescribe

Focusing the demo on the customer’s pain points.

BLUEPRINT

Using decision criteria

How to guide the prospect using criteria.

BLUEPRINT

Storytelling with the hero’s journey

How to tell meaningful, relevant customer stories.

BLUEPRINT

How to trade instead of negotiate

How to trade instead of negotiate.

BLUEPRINT

Getting insights from deal analysis

Finding patterns from deal analysis

BLUEPRINT

Conducting a kickoff call

Setting the tone for the post-sale engagement.

BLUEPRINT

Decision process

Connecting with each role in the buying center

BLUEPRINT

Joint impact plan

Orchestrating success for your customers

BLUEPRINT

How to uncover your ICP

Creating your ICP and segmentation

BLUEPRINT

Calculating your target account list

Factoring in deal size, resources, and complexity

BLUEPRINT

Compiling your target account list

How to select the right accounts.

BLUEPRINT

Mapping relationships

Getting to the decision-maker

BLUEPRINT

How to get the renewal

Delivering impact across every touchpoint.

BLUEPRINT

The REKS Coaching Framework

How to structure your 1:1 meeting

BLUEPRINT

SPICED across the customer journey

Identify critical hand-off moments

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