Resources
Sales training only works if sales reps are willing & able to use it on a regular basis.
The resources below are not only the most-loved but also the most-utilized by the sellers that I've trained. They're designed for ease & built to be implemented into sales systems (CRM, asset management, conversation intelligence, etc). Every resource I create is focused on giving sales reps both the ideas and the tools to more easily sell... & sell well.
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Let me know how these resources work for you or your team!
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Meghann
Template:
Account Research & Hypotheses
Better selling starts with a better understanding of each customer.
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Far too often, we jump into a cold call or sales call armed only with a contact name, a general understanding of the customer's business, & a wealth of ideas about how we could help. We listen for some initial pain, jump into a product demo, & then wonder why the client goes dark.
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In order to have better conversations, uncover more meaningful pain, convert more calls into opportunities, & shorten the sales cycle, we need to come to each meeting prepared.
This template will allow you & your team to dive deep into your client's world, before you even speak to them.
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How you can use this template:
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To prepare for each Discovery Call
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To research & form hypotheses for Top Prospects
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To create "Ideal Customer Profiles" for your top customer segments
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Sales Strategies Built Into This Template:
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Challenger Selling
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MEDDICC (Deal Qualification)
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Gap Selling
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Value-Based Selling
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Template:
Discovery Questions & Notes
Whether you're dealing with heavy discounting late in the sales process, not closing many of the sales conversations you're having, or encountering stalled deals which never seem to close...
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You likely have a discovery issue.
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Discovery is the foundation of the sales process & is at the root of many common sales issues.
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However, most discovery training focuses on WHAT (limit talk time, focus on pain, don't talk too much about your product) vs. HOW.
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This template will help you more easily uncover meaningful pain, drive urgency, convert each call, generate healthier opportunities, & have more negotiation power later in the sales process.
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How you can use this template:​
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To prepare for each Discovery Call
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To take notes during each Discovery Call
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To map key information from each deal
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Sales Strategies Built Into This Template:
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MEDDICC (Deal Qualification)
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Gap Selling
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Value-Based Selling
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Training:
Establishing & Up-Leveling Your Sales Process
In the words of Lewis Carroll, "If you don't know where you're going, any road'll take you there."
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Many sales processes focus on the types of meetings that typically occur with every prospective client. But mapping meetings doesn't help sales reps know what "good" looks like for each meeting or if they should move forward to the next meeting.
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A great sales process focuses on outcomes, helping both sales reps and clients know exactly where they stand & where they're at in the process.
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This deck will help you document your current sales process & get a better sense of where your team needs support or has bottlenecks.
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How you can use this template:​​
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To establish your first formal Sales Process
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To formally document your existing Sales Process
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To refine your sales process within your Sales Systems
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To help your reps better qualify deals within the Sales Process
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Sales Strategies Built Into This Template:
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MEDDICC (Deal Qualification)
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Resource:
MEDDICC Scorecard for Qualifying Deals
Whether you're dealing with heavy discounting late in the sales process, not closing many of the sales conversations you're having, or encountering stalled deals which never seem to close...
​
You likely have a discovery issue.
​
Discovery is the foundation of the sales process & is at the root of many common sales issues.
​
However, most discovery training focuses on WHAT (limit talk time, focus on pain, don't talk too much about your product) vs. HOW.
​
This template will help you more easily uncover meaningful pain, drive urgency, convert each call, generate healthier opportunities, & have more negotiation power later in the sales process.
​
How you can use this template:​
-
To prepare for each Discovery Call
-
To take notes during each Discovery Call
-
To map key information from each deal
​
Sales Strategies Built Into This Template:
-
MEDDICC (Deal Qualification)
-
Gap Selling
-
Value-Based Selling
​