Business Guidance Selling for Technology, SaaS, and Cloud (Starts 6-15-17)

Note:  This is a live instructor led course designed specifically for technology sales professionals. To ensure that participants have access to one to one time with the instructor the course is strictly limited to 10 participants. This course is taught in a virtual classroom once a week for seven weeks beginning 6-15-17.

Technology sales has changed. Buyers have more information, sales cycles are increasing in length, and budgets are distributed to a wide array of non-traditional stakeholders. To win in technology, SaaS, and cloud services, you not only need to stand-out, you must also navigate this ever changing playing field to capture budget. 

Business Guidance Selling immediately enables you to win bigger and more diversified deals. You'll learn techniques that allow you to move beyond the CIO and sell across departmental stakeholder groups to capture and consolidate technology spend. You'll learn the right questions to ask, key influence frameworks, and how to shape the sales process to rapidly move deals to closed.  

In Business Guidance Selling, cloud and SaaS sales expert Keith Lubner, shows you exactly how to fill your pipeline with higher quality opportunities, consistently hit your forecast, and create "stickier", longer-term customer relationships.

The course features:

  • 7 live facilitated sessions (recorded for playback later)
  • Course workbook
  • 11 self-directed video based learning modules
  • Business Guidance Selling Battle Card
  • Access to facilitator via chat and email offline
  • One year access to all training videos and material
  • Access to one-on-one consulting

In this course, you'll learn:

  • Business Guidance Planning Process
  • 3 Step Business Guidance Influence Framework
  • How to identify and leverage stakeholder buying styles
  • How to ask the right discovery questions to engage stakeholders across lines of business
  • How to use the Business Guidance Battle Card to easily identify and frame-up opportunities
  • How to act like a "consultant" and make recommendations that move prospects to take action
  • And much, much more . . .

If you are ready to gain a competitive edge in technology sales and crush your number this year do not miss Business Guidance Selling.

Enroll now to get instant access to pre-work and initial training videos. For questions please give us a call at 1-844-447-3737.

Picture of Keith Lubner
FACILITATOR
About Keith Lubner

Keith Lubner is a globally recognized expert on sales enablement. He is an adviser to many of the world’s leading tech organizations helping them become more agile and adaptive through improved leadership, sales and marketing, and sales organization design strategies.

 

Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1Course News and Instructor Updates
  • Topic 2About Keith Lubner
  • Topic 3Copyright & Intellectual Property Notice

Section 2: Course Pre-Work

  • Topic 1Tell Us About You
  • Topic 2Sales Challenges

Section 3: Live Remote Classroom Sessions & Replays

  • Topic 1Live Session One (6-15-2017) 11:00 AM EST
  • Topic 2Live Session Two (6-22-17) 11:00 AM EST
  • Topic 3Live Session Three (6-29-17) 11:00 AM EST
  • Topic 4Live Session Four (7-6-17) 11:00 AM EST
  • Topic 5Live Session Five (7-13-17) 11:00 AM EST
  • Topic 6Live Session Six (7-20-17) 11:00 AM EST
  • Topic 7Live Session Seven (7-27-17) 11:00 AM EST
  • Topic 8Live Session Eight (8-3-17) 11:00 AM EST

Section 4: Course Discussion Forums

Section 5: Intro to Business Guidance Selling

  • Topic 1Business Guidance Introduction (Part One)
  • Topic 2Business Guidance Introduction (Part Two)

Section 6: Planning for Business Guidance

  • Topic 1Ranking Your Accounts (Part 1)
  • Topic 2Account Ranking Assignment
  • Topic 3Account Ranking Worksheet
  • Topic 4Account Personalities (Part 2)
  • Topic 5Account Personalities Assignment
  • Topic 6Personality Worksheet
  • Topic 7Your Total Value (Part 3)
  • Topic 8Cross Selling Assignment
  • Topic 9Cross Selling Worksheet

Section 7: 3 Step Sales Process

  • Topic 13 Step Sales Process (Part 1)
  • Topic 2Determining Your Sales Outcomes (Part 1)
  • Topic 33 Step Sales Process (Part 2)
  • Topic 4Determining Your Sales Outcomes (Part 2)
  • Topic 53 Step Sales Process (Part 3)
  • Topic 6Determining Your Sales Outcomes (Part 3)

Section 8: Business Guidance Battlecard

  • Topic 1Business Guidance Battlecard
  • Topic 2Business Guidance Battlecard
  • Topic 3Fill out the Business Guidance Battlecard

Section 9: Business Guidance Discovery

  • Topic 1Business Guidance Discovery
  • Topic 2BONUS: Discovery Questions
  • Topic 3Ask Discovery Questions

Section 10: Business Guidance Best Practices

  • Topic 1Business Guidance Best Practices
  • Topic 2Case Study Development

Section 11: Bonus Resources

  • Topic 1Jeb Blount, Keith Lubner, & Jason Bystrak (Ingram Micro Cloud) Discuss the Changing Cloud Landscape
  • Topic 2Download Business Guidance Article
  • Topic 3Download Art of Human Interaction
  • Topic 4Download Optimizing Cloud Focused Sales
  • Topic 5Download Meaningful Metrics for Your Cloud Business
  • Topic 6Download Creating Differentiation via Culture
  • Topic 7Channel Masters: Jay McBain discusses the Law of the Few
  • Topic 8Channel Masters: Jay McBain discusses Shadow Channels & Vectors
  • Topic 9Channel Masters: Jay McBain identifies 5 key challenges for the channel

ANNUAL PASS – BIG SAVINGS Get the freedom of unlimited access to all current and future public courses for a full year - on your desktop and mobile device - for one low investment. Learn More

Special Offer: For a limited time the Annual Pass is only $999.00

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