Managing the Complete Sales Cycle Managing the Complete Sales Cycle
SIA Coaches
Founding Coach & Editor in Chief
Sales Impact Academy
Co-Founder, CEO and Revenue Leader
ScaleWise
Andy Bounds Limited
  • Description
  • Syllabus
  • Coach Information
About This course

This all-encompassing course for front-line salespeople is designed to help you maximize revenue through best practices at every stage of the sales cycle. Whether you're an experienced salesperson looking to hone and extend your skillset or you're new to your Account Executive role and want to understand the key concepts of top-performing sales professionals, this course will equip you with the tools you need to build maximum momentum in your deals and exceed your targets.

We will take you through the entire sales cycle from qualifying leads and deep discovery, through running highly effective meetings, identifying and managing your stakeholders, to writing value-led proposals, managing negotiations, and close. You’ll be challenged to examine your current processes and identify your key personal metrics for success and failure in an interactive format.

This course has been designed for AEs/BDMs of any level of experience and SDRs who are making, or would like to make, the transition into an AE/BDM role
What impact this course will have
  • Highly effective qualification and discovery methodologies to ensure you’re only working the right opportunities and understanding in detail the pain your customers experience and the value impact your solution can deliver today
  • Best practice processes for running and managing your meetings to build and maintain maximum momentum in your deals
  • Understand how to map and manage your stakeholders to make sure you’re engaging with the right people at the right time to drive success in your deals
  • How to negotiate effectively and create compelling value propositions and proposals to increase your close rate
  • Create a mindset for success to set you up for maximum performance and revenue success
Syllabus
August 23 2021
1/14
Class 1 | Setting Yourself up for Success

 

By the end of this class, you will be able to…

  • Know what to expect from the next 7 weeks
  • Know how to use BAMFAM to build and maintain momentum on a deal
  • Understand how small improvements can have a huge impact on your close rates 
  • Understand the Coverage you need to hit target
  • Know how to develop a  mindset for successful selling
August 25 2021
2/14
Class 2 | Thinking and Acting Like the CEO of Your Business

 

By the end of this class, you will be able to…

  • Know how to become an expert in your business
  • Know how to take control of your business
  • Understand the importance of taking responsibility for fixing problems in your business
August 31 2021
3/14
Class 3 | Initial Qualification

 

By the end of this class, you will be able to…

  • Understand why effective qualification is so important 
  • Know when & how to use data or conversational qualification
  • Understand several qualification frameworks (+ some pro’s & con’s)
  • Understand how Juro adapted a framework in a real-world example
  • Know how to ask questions that elicit the most useful info
September 1 2021
4/14
Class 4 | Effective Discovery

 

By the end of this class, you will be able to…

  • Understand why deep discovery is so important to winning deals
  • Know when to conduct your discovery and how to get this scheduled
  • Know how to ask great discovery questions that will quantify pain & impact
  • Know how to uncover the buying process and stakeholders
  • Learn some top tips for running great discovery meetings
  • Learn how discovery is being used in a real world example
September 7 2021
5/14
Class 5 | Running Effective Meetings Part 1: Vision Lock and Deeper Discovery

 

By the end of this class, you will be able to…

  • Understand why gaining ‘Vision Lock’ with your prospect is essential
  • Know how to structure your meetings to deliver maximum value 
  • Know how to effectively prepare for your meetings
  • Know how to conduct deeper discovery in your meetings
  • Understand how our case study, Juro, deepened discovery to uncover the value impact
September 8 2021
6/14
Class 6 | Running Effective Meetings Part 2: Delivering an Effective Presentation

 

By the end of this class, you will be able to…

  • Understand the core objectives of your presentation and demo
  • Understand the optimal flow for your presentation
  • Know the 3 guiding principles for making  your presentation memorable
  • Know how to structure your presentation for maximum impact
  • Know how to introduce your company and solution to the presentation
September 13 2021
7/14
Class 7 | Running Effective Meetings Part 3: Delivering an Effective Demo & Selling Remotely

 

By the end of this class, you will be able to…

  • Know how to prepare for your demo
  • Know how to structure your demo
  • Know some pro tips for making your demo awesome
  • Know what common mistakes you need to avoid in your demo
  • Know how to set up your virtual sales environment
  • Know some top tips for selling remotely
September 15 2021
8/14
Class 8 | Running Effective Meetings Part 4: Understanding & Managing the Buying Process

 

By the end of this class, you will be able to…

  • Know what info about the buying process you need to uncover
  • Understand the various stakeholders in the buying process
  • Know how to ask questions that elicit your prospects’ buying process
  • Know how to plan and set next steps using Mutual Action Plans
  • Know some tips for getting meetings booked in
September 20 2021
9/14
Class 9 | Stakeholder Engagement

 

By the end of this class, you will be able to…

  • Understand the motivations of each stakeholder
  • Be able to identify key stakeholders within each of your prospects
  • Know how to map the various stakeholders in the buying process
  • Know how to engage the right stakeholders at the right time 
  • Know how to maintain momentum and engagement on your deals
September 22 2021
10/14
Class 10 | Effective Negotiation

 

By the end of this class, you will be able to…

  • Understand the goal of negotiation and why it’s so hard to achieve
  • Know how to leverage the rule of reciprocity
  • Know how to gain better outcomes by understanding positions
  • Build the right scorecard for managing your negotiations 
  • Learn some tips for managing effective negotiations
  • Know how to strengthen your position & avoid discounting
September 27 2021
11/14
Class 11 | Discovery Ding Dong!

 

By the end of this class, you will be able to…

  • Know how much information you NEED to get during Discovery
  • Know how much information you CAN get during Discovery
  • Understand how to translate this Discovery into the start of a personalised Value Proposition
September 29 2021
12/14
Class 12 | Value Propositions

 

By the end of this class, you will be able to…

  • Structure a Compelling Value Proposition 
  • Understand how SIA builds Compelling Value Propositions
  • Understand how we would build a Compelling Value Proposition for our Juro Case Study
October 4 2021
13/14
Class 13 | Proposals That Win with Guest Coach Andy Bounds

 

By the end of this class, you will be able to…

  • Know how to structure your proposal for maximum success
  • Understand how to add value and stand out from the crowd
  • Learn key mistakes to avoid with your proposal 
  • Understand how small changes can make a massive difference
October 6 2021
14/14
Class 14 | Turning Your Learnings Into Success

 

By the end of this class, you will be able to…

  • Identify what you need to change today
  • Create your Sales Playbook
  • Review your pipeline with MTCSC in mind
  • Embed your learning
  • Access the Economic Buyer
  • Implement a final Golden Nugget
Coach Information
Founding Coach & Editor in Chief
Sales Impact Academy
Ben is a strategic commercial leader with 25+ years B2B tech industry experience. Ben helped lead technology unicorn Ariba to grow from 25 employees and zero revenue to 1500 employees worldwide and over $200m in revenue, leading to an acquisition by...
Co-Founder, CEO and Revenue Leader
ScaleWise
Tom has had a 20 year career in B2B tech sales, with the last decade spent leading sales teams in VC-backed SaaS start-ups. He's currently VP Sales at FinTech, Trussle, prior to which Tom was CCO at Goodlord, and spent 5 years as SVP Global Sales at...
Andy Bounds Limited
Awarded the title Britain’s Sales Trainer of the Year, and described by AstraZeneca’s Global Communication Director as “a genius, whose advice can’t be ignored”, Andy’s insights stem from the fact his Mother is blind. This has given him a...