In this free on-demand session, I teach you how to protect your trusted advisor status and seamlessly turn routine client check-ins into institutional expansion opportunities.
The First Meeting
That first call is make-or-break. Too many reps treat it as a chance to pitch, but it’s your only chance to diagnose. In this webinar, I share my framework for transforming your first meetings from a feature dump into a true consultative discovery session. Learn to establish control, uncover the root problem, and set a mutual action plan that actually moves the deal forward.
Maintaining Momentum
How many of your deals stall out right after a great first meeting? The problem isn’t your pitch; it’s your process. This session focuses on the “in-between” moments of the sales cycle. I’ll teach you how to build a mutual action plan, execute a “summary and soak” follow-up, and create the internal alignment needed to get your champion across the finish line.
Demos on Demand
Most “demos” are just 30-minute feature tours that overwhelm the prospect and fail to connect with their actual problem. In this session, I teach a new approach. You’ll learn how to use insights from discovery to build a “point-of-view” demo that tells a story, creates urgency, and proves you can solve their specific challenge—not just show off your software.
Discussing Dollars
Talking about money is the moment most reps lose control of the deal. They get nervous, avoid the question, or give a quote prematurely. This webinar provides a tactical framework for having the budget conversation with confidence. I’ll teach you when to talk about price (hint: earlier than you think) and how to anchor the conversation to value and impact, not just cost.