What is PClub.io Platinum Passport All Courses for Cheap?
“HOW TO MASTER EVERY ASPECT OF SAAS SALES, CLOSE MORE DEALS, AND SELL IN AN ECONOMIC MELTDOWN”
Unlock the most powerful “vault” of SaaS sales online courses on the planet to help you skyrocket your SaaS sales skills… so you can grow your income, attainment, and revenue at breakneck speed (even in tough market conditions), guaranteed.
SKYROCKET YOUR SKILLS WITH THE PLATINUM PASSPORT
- Deal Closing Tactics In Every Course.
The reason our members rave about pclub.io is it’s consistently the most actionable and tactical courses they’ve ever taken. - Proven Course Instructors.
We vet our course instructors rigorously. For every 100 people that apply to become a course instructor, only five people make it. You get to learn from proven practitioners. - Newest and Most Effective Tactics.
Market conditions change faster than most AEs can modernize their skills. Not with pclub.io. You get instant access to the newest, most cutting edge skills training every time we release a new course.
What You’ll Learn In Platinum Passport All Courses
- SaaS Discovery Masterclass
Learn the exact 5-step discovery system I used to grow Gong from $200k to $200M in ARR, build a $7.2 billion valuation, and train the #1 sales team to sell through an economic meltdown. - Win the Demo
How to Run SaaS Demos That SELL Like CRAZY Using the Exact ‘System’ That Closed $100,000,000 Worth of SaaS! - Rig the Game
How to win at YOU PRICE (even with cheap competitors). Tired of getting undercut or ‘ground down on price’? You’ll learn not only how to WIN, but how to do so at HIGH prices. - Multi-Threading Masterclass
Expand your footprint and get “high and wide” access to multiple influencers in your top deals. Navigate the unpredictable and uncertain economic environment with expert multithreading strategies - Cold Email Mastery
Break Through the Noise With Proven Cold Email and Outbound Sequencing Strategies… All to Generate Predictable Pipeline Despite Economic Headwinds! - Win At Your Price (Advanced Negotiation)
Master the art of negotiation and close bigger deals, stress-free, hassle-free, and drama-free. - Kill the Maybe
“Systematically Dismantle” Your Buyers Status Quo… And STOP Losing Deals to “No Decision”. Two of the world’s experts on using proven behavioral science to sell B2B technology will teach you how to craft sales narratives that switch your buyers from favoring the “status” quo to favoring ACTION. - Selling With Champions
How to Find and Empower Champions That ‘Run Through Brick Walls’ and SELL When You’re Not In the Room… So You Can Close Bigger Deals Faster Without Getting Ghosted - Advanced Account Planning & Precision Prospecting
Strategically ATTACK your accounts and territory and BREAK THROUGH THE NOISE to get meetings with elusive senior executives and other powerful buyers. - Cold Calling Mastery
Master the 8-step framework of col call that convert from one of the world’s EXPERT cold callers. Get rid of phone phobia and make cold calls wit CONFIDENCE… so you can turbocharge your pipeline generation.
PClub.io Platinum Passport All Courses Index:
📂 Chris Orlob – SaaS Discovery Masterclass 2.0
- 📂 Bonus Resources
- 📄 BONUS- Eliminate friction with the discovery prompter.mp4 (40.39 MB)
- 📄 Pclub_SaaS_Discovery_eBook_V2.pdf (6.45 MB)
- 📄 SaaS_Discovery_Masterclass_2.0_-_Course_Deck.pdf (10.61 MB)
- 📄 discovery_prompter_example_-_QuotaSignal.pptx_1_.pdf (113.77 KB)
- 📂 Intro
- 📄 01 Why Discovery is a Threshold Skill.mp4 (22.54 MB)
- 📄 02 Quickstart Formula.mp4 (20.51 MB)
- 📄 Intro- Why You’re Here Today.mp4 (39.83 MB)
- 📂 Module 1
- 📄 01 Can You Pass the ‘No Logo’ Test.mp4 (21.61 MB)
- 📄 01_Exercise_Can_You_Pass_the_No_Logo_Challenge_.xlsx (127.27 KB)
- 📄 02 How To Set The Rules of Engagement and Win.mp4 (30.81 MB)
- 📄 03 Roleplay Demonstration of ROE.mp4 (15.02 MB)
- 📄 04 Review of ROE and Exercise.mp4 (22.10 MB)
- 📄 04_Exercise_Set_the_Rules_of_Engagement.xlsx (80.07 KB)
- 📄 05 Inbound v Outound Discovery.mp4 (33.76 MB)
- 📄 05_Exercise_Actively_Exploring_vs._Latent_Pain_Discovery_Questions.xlsx (80.05 KB)
- 📄 06 The ‘Go Back In Time’ Technique.mp4 (21.20 MB)
- 📄 06_Exercise_Go_Back_In_Time_Series_of_Questions (1).xlsx (80.14 KB)
- 📄 06_Exercise_Go_Back_In_Time_Series_of_Questions.xlsx (80.14 KB)
- 📄 07 Exercise – Write Your Go Back In Time Questions.mp4 (7.55 MB)
- 📄 07_Exercise_Context-led_questions.xlsx (80.09 KB)
- 📄 08 Context-Led questions.mp4 (58.80 MB)
- 📄 08_Exercise_Discovery_Prompter_.xlsx (82.77 KB)
- 📄 09 The Discovery Prompter.mp4 (41.24 MB)
- 📄 10 – Business Pain that MONEY Follows.mp4 (46.87 MB)
- 📄 10_Exercise_1_What_s_the_need_behind_the_need_for_your_customers_1_.xlsx (77.63 KB)
- 📄 10_Exercise_2_Need_Behind_the_Need.xlsx (79.92 KB)
- 📄 11 – How to Turn Little Dollars into Big Dollars.mp4 (62.79 MB)
- 📄 12 – Validate the Business Problem.mp4 (21.01 MB)
- 📂 Module 2
- 📄 01 Getting Clear on Root Causes vs Business Problems.mp4 (64.29 MB)
- 📄 02 Summarize and Transition.mp4 (27.20 MB)
- 📄 03 How and Why to Ask OPEN Diagnostic Questions.mp4 (20.35 MB)
- 📄 04 Targeted Diagnostic Questions.mp4 (43.28 MB)
- 📄 05 Exercise Craft Your Own Targeted Questions.mp4 (33.02 MB)
- 📄 06 WARNING- Cause Analysis Can Happen Backwards.mp4 (23.18 MB)
- 📄 11_Exercise_What_are_YOUR_root_causes.xlsx (77.52 KB)
- 📂 Module 3
- 📄 01 The What and Why of Building Negative Impact.mp4 (42.73 MB)
- 📄 02 Summarize and Transition (yes, again).mp4 (26.29 MB)
- 📄 03 Quantify Pain and Build the Cost of Inaction.mp4 (48.29 MB)
- 📄 04 Open Negative Impact.mp4 (29.18 MB)
- 📄 05 Targeted Negative Impact.mp4 (40.41 MB)
- 📄 06 Recap and Three Warnings.mp4 (20.94 MB)
- 📄 19_Exercise_Cost_of_Inaction.xlsx (8.68 KB)
- 📄 21_Exercise_Targeted_Negative_Impact.xlsx (8.52 KB)
- 📂 Module 4
- 📄 01 The What and Why of Future State.mp4 (21.64 MB)
- 📄 02 What Exactly is Buying Criteria.mp4 (23.99 MB)
- 📄 03 What do you think you need.mp4 (14.92 MB)
- 📄 04 Targeted Solution Questions.mp4 (36.25 MB)
- 📄 05 Conclusion and What to Do Next.mp4 (15.08 MB)
- 📄 23_Exercise_Buying_Criteria.xlsx (79.25 KB)
- 📄 26_Targeted_Solution_Questions.xlsx (79.29 KB)
📂 Cold Email Conversion Machine
- 📂 1. The 10 Laws of Email Copywriting
- 📄 10_Laws_of_Copywriting_Cheat_Sheet.pdf (324.82 KB)
- 📄 Course Introduction.mp4 (33.18 MB)
- 📄 Law 1 – Learn How People Make Decisions.mp4 (9.83 MB)
- 📄 Law 10- Address Objections Up Front.mp4 (8.66 MB)
- 📄 Law 2- Uncover the Selfish Benefit.mp4 (4.87 MB)
- 📄 Law 3- Tell a Great Story.mp4 (10.55 MB)
- 📄 Law 4- Write Like You Talk.mp4 (4.38 MB)
- 📄 Law 5- Use Their Words Not Yours.mp4 (10.82 MB)
- 📄 Law 6- Short Choppy Copy.mp4 (9.38 MB)
- 📄 Law 7 – Be Specific.mp4 (6.86 MB)
- 📄 Law 8- Nail the Subject Line.mp4 (21.79 MB)
- 📄 Law 9- Use Social Proof That s Relevant.mp4 (7.45 MB)
- 📂 2. The Cold Email Framework
- 📄 01 The Cold Email Framework and Email Analysis.mp4 (23.39 MB)
- 📄 02 Email Deliverability.mp4 (27.64 MB)
- 📄 03 Email Openings Triggers.mp4 (33.42 MB)
- 📄 04 Email Body.mp4 (39.24 MB)
- 📄 05 Real World Examples.mp4 (35.81 MB)
- 📄 Cold_Email_Framework_Cheat_Sheet_copy.pdf (283.21 KB)
- 📂 3. Email Sequencing
- 📄 01 The Purpose of Sequencing The Inbound Sequence.mp4 (18.65 MB)
- 📄 02 11 Tips for Outbound Sequences.mp4 (43.61 MB)
- 📄 03 Best Outbound Sequence Structures.mp4 (21.47 MB)
- 📄 04 Building Sequences Above Below the Line.mp4 (21.65 MB)
- 📄 05 Touchpoint Breakdown Cold Calling LinkedIn.mp4 (27.07 MB)
- 📄 06 AB Testing.mp4 (36.60 MB)
- 📄 07 Bonus Tips Emails.mp4 (38.38 MB)
- 📂 4. Bonus Resources
- 📄 10_Laws_of_Copywriting_Cheat_Sheet.pdf (324.82 KB)
- 📄 Cold_Email_Framework_Cheat_Sheet_copy.pdf (283.21 KB)
- 📄 Forged_From_Fire_Cold_Email_Templates.pdf (6.22 MB)
📂 Conquer the Cold Call
- 📄 00 Introduction- Why Cold Calling.mp4 (82.62 MB)
- 📄 01- The B2B Cold Calling Script.mp4 (860.88 MB)
- 📄 02- Live Cold Call Examples.mp4 (560.18 MB)
- 📄 03- Cold Call Moneyball Metrics.mp4 (456.12 MB)
- 📄 04- Objection Handling.mp4 (829.89 MB)
- 📄 05- Voice Message Strategy.mp4 (354.05 MB)
- 📄 06- Sequence Cadence Strategy.mp4 (63.50 MB)
- 📄 07- Cold Calling Principles.mp4 (609.23 MB)
- 📄 08- Pipeline Generation Daily Point System Framework.mp4 (199.31 MB)
- 📄 09- Finding leads using Linkedin Sales Navigator.mp4 (206.28 MB)
- 📄 BONUS- Cold Call Roleplay.mp4 (402.95 MB)
📂 Diamond in the Rough
- 📂 Module 1
- 📄 1.1 Welcome.mp4 (15.40 MB)
- 📄 1.2 Real Cost of Mishiring.mp4 (25.98 MB)
- 📄 1.3 – Meet Kevin Gaither.mp4 (71.04 MB)
- 📂 Module 2
- 📄 2.1 – 7 Deadly Hiring Mistakes.mp4 (37.99 MB)
- 📄 2.2 – Debunking the Ideal rep profile.mp4 (120.10 MB)
- 📄 2.3 – Designing an Effective Hiring Process.mp4 (30.31 MB)
- 📂 Module 3
- 📄 3.1 – Developing Your Hiring Benchmarks.mp4 (80.41 MB)
- 📄 3.2 – Trait 1.mp4 (36.01 MB)
- 📄 3.3 – Trait 2.mp4 (42.81 MB)
- 📄 3.4 – Trait 3.mp4 (54.04 MB)
- 📄 3.5 – Trait 4.mp4 (32.63 MB)
- 📄 3.6 – Trait 5.mp4 (39.33 MB)
- 📄 3.7 – Trait 6.mp4 (71.20 MB)
- 📄 3.8 – Trait 7.mp4 (20.42 MB)
- 📄 3.9 – Trait 8.mp4 (71.82 MB)
- 📂 Module 4
- 📄 4.1 – Hiring Steal-Worthy Salespeople.mp4 (20.09 MB)
- 📄 4.2 – Finding Diamonds in the Rough.mp4 (76.40 MB)
- 📄 4.3 – Expert Guide to Candidate Screening.mp4 (65.28 MB)
- 📄 4.4 – Science of Interviewing.mp4 (48.10 MB)
- 📂 Module 5
- 📄 5.1 – Reviewing Your Hiring Funnel.mp4 (32.57 MB)
- 📄 5.2 – The Next Level.mp4 (21.67 MB)
- 📄 5.3 – Closing Note.mp4 (8.65 MB)
📂 Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses
- 📄 01- Meet the CFOs and Agenda Overview.mp4 (26.84 MB)
- 📄 02- The Current Landscape (and Mindset) of a CFO.mp4 (61.96 MB)
- 📄 03- What are CFOs Willing to Spend Money On.mp4 (65.26 MB)
- 📄 04- How to Help Your Champion Sell to Their CFO.mp4 (32.83 MB)
- 📄 05- Building a CFO-Worthy Business Case.mp4 (42.98 MB)
- 📄 06- CFO’s Advice for Sellers.mp4 (68.01 MB)
📂 Killing the Maybe
- 📂 01 The Hidden Decision Maker
- 📄 1. The Unfair Opportunity You Have.mp4 (43.96 MB)
- 📄 2. Your Buyers’ True Decision-Making Mind.mp4 (62.98 MB)
- 📄 3. Unfair Decision-Forces Working Against Sellers.mp4 (45.44 MB)
- 📄 4. The ‘Chimp Operating System’ (And How to Capitalize On It).mp4 (10.30 MB)
- 📂 02 Perceived Value and Loss Aversion
- 📄 5. Value – Confusion and Perception.mp4 (32.50 MB)
- 📄 6. Loss Aversion.mp4 (64.86 MB)
- 📄 7. What Golfers and Exec Buyers have in Common.mp4 (70.74 MB)
- 📄 8. Decisions by Comparison.mp4 (58.67 MB)
- 📂 03 Amplifying Value
- 📄 10. Language the Chimp Love Hates.mp4 (46.68 MB)
- 📄 11. 3 Dimensions of Value.mp4 (59.73 MB)
- 📄 12. Linking each Dimension.mp4 (12.48 MB)
- 📄 13. Insight Motivation Time Travel.mp4 (54.18 MB)
- 📄 14. Formulas and Examples.mp4 (84.67 MB)
- 📄 9. Framing and Perception.mp4 (54.14 MB)
- 📂 04 Winning Hearts and Minds
- 📄 15. The Hero with a Thousand Faces.mp4 (46.42 MB)
- 📄 16. Cementing Consensus.mp4 (49.97 MB)
- 📄 17. Real World Journey Example.mp4 (52.43 MB)
- 📂 05 Overwhelming Influence in Conversations
- 📄 18 Tiny words – Big impact.mp4 (112.66 MB)
- 📄 19. Sounding Credible.mp4 (27.96 MB)
- 📄 20. Showing up with a POV Point of View.mp4 (74.74 MB)
- 📄 21. 6 Laws Maximum Value.mp4 (29.83 MB)
- 📂 06 Bridging the Risk Void
- 📄 22. Dismantling 2 Deal killing Biases.mp4 (81.80 MB)
- 📄 23. Trusted Advisor.mp4 (18.83 MB)
- 📂 07 Exercises & Workbook
- 📄 24. Build your own winning conversations.mp4 (48.95 MB)
- 📂 Bonus Materials
- 📄 $100 Million Sales Deck.mp4 (40.39 MB)
- 📄 Forged_From_Fire_Cold_Email_Templates.pdf (6.22 MB)
- 📄 pclub.io_Business_Case_Example_Product_Adoption_.pdf (49.30 KB)
📂 Mutual Success Plan Mastery
- 📄 01 Introduction to Mutual Success Plans.mp4 (34.11 MB)
- 📄 02 What Are Mutual Success Plans & Becoming a Detailed Seller.mp4 (17.12 MB)
- 📄 03 Five Steps to a Buyer-Centric Success Plan.mp4 (37.65 MB)
- 📄 04 Work Like an Exec AND a Project Manager.mp4 (29.53 MB)
- 📄 05 Example Mutual Success Plan.mp4 (33.24 MB)
- 📄 06 Conclusion.mp4 (13.76 MB)
- 📄 Mutual_Action_Plan_Template.xlsx (8.02 KB)
📂 Objections to Commissions Mini Course
- 📂 7-step objection handling framework
- 📄 01- Clarify the objection.mp4 (27.37 MB)
- 📄 02- Validate and demonstrate empathy.mp4 (9.35 MB)
- 📄 03- Isolate the objection.mp4 (6.47 MB)
- 📄 04- Gain permission (neutralize the mind with a No question.mp4 (6.59 MB)
- 📄 05- Address the objection w-business value.mp4 (12.08 MB)
- 📄 06- Confirm the resolution.mp4 (4.48 MB)
- 📄 07- Attempt to surface other concerns.mp4 (5.71 MB)
- 📂 Bonus A predictable framework for handling pricing objections
- 📄 A predictable framework for handling pricing objections.mp4 (12.74 MB)
- 📂 The SaaS sales objection spectrum
- 📄 Five types of objections (and how to handle each).mp4 (36.44 MB)
📂 Release the Funds
- 📂 BONUS Q&A Sessions with Billion-Dollar CFOs
- 📄 CFO AMA #1- Michael DiFilippo, CFO of Invoca.mp4 (117.74 MB)
- 📂 BONUS The $100M Discovery Deck
- 📄 QS_Disco_Prompter.pptx (9.04 MB)
- 📄 QS_Disco_Prompter.pptx.pdf (1.72 MB)
- 📄 The $100M Discovery Deck (The Discovery Prompter).mp4 (37.34 MB)
- 📄 pclub.io_for_business_-_discovery_prompter.pdf (1.60 MB)
- 📄 pclub.io_for_business_-_discovery_prompter.pptx (8.13 MB)
- 📂 Module 1 The New Economy, with CFO as King and Queen
- 📄 01 Here’s What You’re Going to Learn.mp4 (16.84 MB)
- 📄 02 Do This Before You Start.mp4 (20.03 MB)
- 📄 03 My Story In Sales.mp4 (38.84 MB)
- 📄 04 My Story Selling to CFOs.mp4 (30.17 MB)
- 📄 05 The New Economy – CFO as King and Queen.mp4 (57.42 MB)
- 📂 Module 2 11 Mistakes Sellers Make Selling to CFOs
- 📄 Mistake 01 – Allowing Buying Process Fog.mp4 (29.67 MB)
- 📄 Mistake 02 – Selling ROI without Regard to Priority or Hurdle Rate.mp4 (19.48 MB)
- 📄 Mistake 03 – Going big and long with ROI.mp4 (13.37 MB)
- 📄 Mistake 04 – Selling Gross Return Instead of P&L Improvement.mp4 (26.56 MB)
- 📄 Mistake 05 – Trying to Get Access to the CFO.mp4 (10.14 MB)
- 📄 Mistake 06 – Rapport Building.mp4 (19.04 MB)
- 📄 Mistake 07 – Champion Mismanagement.mp4 (37.56 MB)
- 📄 Mistake 08 – Seller-led Business Cases.mp4 (19.80 MB)
- 📄 Mistake 09 – No plan for value realization.mp4 (24.69 MB)
- 📄 Mistake 10 – Being hard to do business with.mp4 (20.45 MB)
- 📄 Mistake 11 – Giving In.mp4 (20.63 MB)
- 📄 Module Intro – 11 Mistakes.mp4 (9.82 MB)
- 📂 Module 3 How to ‘Speak’ CFO (Persona Crash Course)
- 📄 01 The Most Fundamental Aspect of Your Success.mp4 (11.13 MB)
- 📄 02 CFO s Core Responsibilities.mp4 (66.56 MB)
- 📄 03 Common Pain and Objections.mp4 (65.38 MB)
- 📄 04 Language Patterns and Terminology.mp4 (51.46 MB)
- 📄 05 Intro to Decision Criteria.mp4 (3.62 MB)
- 📄 CFO_Objection_Cheat_Sheet.pdf (328.17 KB)
- 📂 Module 4 How to Create ‘Above the Noise’ Business Value
- 📄 01 Above the Line vs. Below the Line Business Value.mp4 (15.94 MB)
- 📄 02 – 7 Value Drivers.mp4 (29.42 MB)
- 📄 03 – How to Do Discovery to Sell to CFOs Part 1 of 3.mp4 (41.12 MB)
- 📄 04 – How to Do Discovery to Sell to CFOs part 2 of 3.mp4 (29.59 MB)
- 📄 05 – How to Do Discovery to Sell to CFOs part 3 of 3.mp4 (37.42 MB)
- 📄 06 Be the Root Cause.mp4 (71.72 MB)
- 📄 07 Connect to Negative Impact.mp4 (39.73 MB)
- 📄 08 The Raw Material for Your Business Case.mp4 (5.46 MB)
- 📄 Diagnostic_Questions_Worksheet.pdf (399.76 KB)
- 📄 Finding_Impact_Worksheet.pdf (398.72 KB)
- 📄 Questions_for_Buying_Process_Clarity.pdf (362.92 KB)
- 📂 Module 5 Champion Development and CFO Access
- 📄 01 What is a Champion and Why are they Critical to Selling to CFOs.mp4 (14.92 MB)
- 📄 02 Five Criteria of a CFO-Worthy Champion.mp4 (11.55 MB)
- 📄 03 Identifying the CFO-Worthy Champion.mp4 (16.15 MB)
- 📄 04 Access the CFO through FP&A and Champion Coaching.mp4 (54.58 MB)
- 📄 05 Getting Ready to Build the Business Case.mp4 (4.19 MB)
- 📂 Module 6 Build a Business Case That Gets CFOs to Say ‘YES!’
- 📄 01 When and Where Business Case Building Happens.mp4 (26.48 MB)
- 📄 02 7 Steps of a Winning Business Case.mp4 (11.20 MB)
- 📄 03 The Executive Summary.mp4 (18.44 MB)
- 📄 04 Problem Definition.mp4 (19.12 MB)
- 📄 05 – Financial Impact.mp4 (26.58 MB)
- 📄 06 Proposed Solution and Required Capabilities.mp4 (29.76 MB)
- 📄 07 Before and After Story.mp4 (33.94 MB)
- 📄 08 Value Realization Plan.mp4 (19.27 MB)
- 📄 09 Tradeoffs.mp4 (16.58 MB)
- 📂 Module 7 Recap and conclusion
- 📄 01 Five (More) Elements of a Winning Business Case.mp4 (18.42 MB)
- 📄 02 Soft Dollar vs. Hard Dollar ROI Arguments.mp4 (13.12 MB)
- 📄 03 How to Run the CFO Meeting.mp4 (52.67 MB)
- 📄 04 Recap and Conclusion.mp4 (45.46 MB)
📂 Rig the Game
- 📂 Conclusion
- 📄 Conclusion.mp4 (19.08 MB)
- 📂 Introduction
- 📄 1. Welcome and my journey.mp4 (24.66 MB)
- 📄 2. Product differentiation is dead..mp4 (23.50 MB)
- 📂 Part I Rig the buying criteria
- 📄 1. Exercise_Rig_the_root_cause.pdf (150.90 KB)
- 📄 1. Rig the ‘root cause’ in your favor.mp4 (54.18 MB)
- 📄 2. Rig the desired solution in your favor.mp4 (22.85 MB)
- 📄 3. Lead with a Nexus.mp4 (28.94 MB)
- 📄 3. Nexus_Exercise.pdf (89.84 KB)
- 📄 4. Exercise_slides_Sell_the_micro_problem.pdf (125.55 KB)
- 📄 4. Sell the ‘micro problem’.mp4 (25.20 MB)
- 📄 5. Influence their subconscious mind with ‘super social proof’.mp4 (23.30 MB)
- 📄 6. Bull Charge (if you have a superior product, don’t get cute)..mp4 (10.19 MB)
- 📄 7. Exercise_Sales_Judo.pdf (61.82 KB)
- 📄 7. Find the ‘weakness WITHIN their strength’ (sales judo).mp4 (22.65 MB)
- 📄 8. Redefine the scope of the deal to favor you.mp4 (32.05 MB)
- 📄 9. The ‘credibility landmine’.mp4 (20.26 MB)
- 📂 Part II Rig the buying process
- 📄 1. Ask for an exclusive evaluation, pass on the savings.mp4 (28.16 MB)
- 📄 2. Add or remove steps that improve your position.mp4 (17.32 MB)
- 📄 2. exercise_-_add_or_remove_steps.pdf (14.08 KB)
- 📄 3. Accelerate when you’re winning (strike while the iron is hot).mp4 (15.11 MB)
- 📄 4. Delay when you’re losing (5 tactics).mp4 (27.54 MB)
- 📄 5. What to do when it’s rigged against you.mp4 (29.99 MB)
- 📂 Part III Rig the buying committee
- 📄 1. Analyze your influencers with ‘PAPR’.mp4 (18.15 MB)
- 📄 1. PAPR_Template.pptx (912.26 KB)
- 📄 2. The Power Coach.mp4 (12.63 MB)
- 📄 3. What to do when you have a power champion, but they’re deferring to their team.mp4 (8.72 MB)
- 📄 4. How to neutralize your competitor’s ‘friend’.mp4 (9.70 MB)
- 📄 5. The saboteur with no influence.mp4 (3.58 MB)
- 📄 6. Live Example- Using PAPR to create your own strategy.mp4 (23.60 MB)
📂 SaaS Discovery Masterclass – How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown
- 📂 BONUS Bi-weekly group coaching session recordings
- 📄 Dec 9, 2022.mp4 (77.98 MB)
- 📄 Jan 13, 2023.mp4 (81.22 MB)
- 📄 Nov 11, 2022.mp4 (156.62 MB)
- 📄 Oct 28, 2022.mp4 (130.32 MB)
- 📂 BONUS Interview with THREE CFOs of billion-dollar businesses
- 📄 Exactly How to Sell to CFOs In An Economic Downturn.mp4 (164.47 MB)
- 📂 BONUS Monthly Q&A with Chris
- 📄 Issue 001- November, 2022.mp4 (105.99 MB)
- 📄 Issue 002- December, 2022.mp4 (85.37 MB)
- 📄 Issue 003- January, 2023.mp4 (76.55 MB)
- 📄 Issue 004- February, 2023.mp4 (45.13 MB)
- 📂 BONUS The Discovery Prompter
- 📄 BONUS- Eliminate friction with the discovery prompter.mp4 (40.40 MB)
- 📄 discovery_prompter_example_-_QuotaSignal.pptx.pdf (113.77 KB)
- 📂 Part I Business Problem & Current State
- 📄 #1 Introduction.mp4 (21.34 MB)
- 📄 #2 Course Overview.mp4 (12.99 MB)
- 📄 #3 Identify and Validate THE Business Problem.mp4 (50.89 MB)
- 📄 #4 Understand the Current State.mp4 (26.88 MB)
- 📄 SaaS_Discovery_Masterclass_-_Workbook.pdf (6.34 MB)
- 📂 Part II Cause Analysis
- 📄 #5 Why Root Cause is so Critical.mp4 (27.45 MB)
- 📄 #6 Uncovering Root Cause.mp4 (18.08 MB)
- 📂 Part III Negative Impact
- 📄 #10 Impact Exercise and Recap Quiz.mp4 (12.70 MB)
- 📄 #7 The Value of Exploring Negative Impact.mp4 (18.12 MB)
- 📄 #8 Impact Questions and Impact Discovery.mp4 (21.56 MB)
- 📄 #9 3 Step Framework for Building Impact.mp4 (45.22 MB)
- 📄 impact_worksheet.pdf (725.17 KB)
- 📂 Part IV Desired Outcome
- 📄 #11 Understanding the Desired Outcomes.mp4 (25.32 MB)
- 📄 #12 The Desire Outcome Discover Waterfall.mp4 (4.86 MB)
📂 Sales Hiring Masterclass
- 📄 0. Introduction- The biggest driver of your financial success is sales hiring.mp4 (28.51 MB)
- 📄 01- Create Unmistakable Clarity.mp4 (46.30 MB)
- 📄 02- How to Design a Predictive Hiring Process.mp4 (25.10 MB)
- 📄 03- Predictive Interview Questions.mp4 (28.21 MB)
- 📄 04- Chronological Sales Interviews.mp4 (39.00 MB)
- 📄 05- Form Judgment with Behavioral Science.mp4 (16.87 MB)
- 📄 06- Get Multiple Independent Views.mp4 (36.76 MB)
- 📄 07- Write a ‘Deal Memo’.mp4 (15.66 MB)
- 📄 91.pdf (269.21 KB)
- 📄 Putting it all together, and Interviews-as-a-Service.mp4 (22.88 MB)
📂 Selling With Champions
- 📂 BONUS CONTENT
- 📄 12_Mid-Funnel_Email_Frameworks (1).docx (811.90 KB)
- 📄 12_Mid-Funnel_Email_Frameworks.docx (811.90 KB)
- 📄 Business Case Workshop.mp4 (654.61 MB)
- 📄 Enterprise_Account_Maps_Template.docx (281.64 KB)
- 📄 Framework_for_Worldclass_Follow-Ups.pdf (224.43 KB)
- 📄 How_to_Write_Forward-Worthy_Follow-Up_s.pdf (272.05 KB)
- 📄 Mutual_Action_Plan_Template.xlsx (8.02 KB)
- 📄 Selling_With_Buyers_A_Crash_Course.pdf (22.04 MB)
- 📄 Strategic_Soundbite_Formula.pdf (17.27 KB)
- 📄 Structuring_Your_POC_Worksheet.pptx (908.00 KB)
- 📄 _Framework_Key_Account_Meeting_Prep_Sheet.docx (739.24 KB)
- 📄 _Framework_The_Discovery_Roadmap_Crowd-Sourced_Questions.pdf (107.77 KB)
- 📄 _Framework_Weekly_Pipeline_Update.docx (737.35 KB)
- 📂 Part 1 Stack the Deck in Your Favor
- 📄 01 Introduction.mp4 (18.27 MB)
- 📄 02 How I fell in Love with Selling with Champions.mp4 (22.78 MB)
- 📄 03 The Shift to a Champion Mindset.mp4 (27.38 MB)
- 📄 04 Who Exactly is a Champion.mp4 (15.20 MB)
- 📂 Part 2 The Baseball Card Approach to Rating Champions
- 📄 01 Believability Ratings and Baseball Card Approach.mp4 (45.80 MB)
- 📄 02 Building the Baseball Card for Your Champion.mp4 (9.85 MB)
- 📄 03 Social Capital.mp4 (12.31 MB)
- 📄 04 Track Record.mp4 (4.17 MB)
- 📄 05 Influence.mp4 (7.64 MB)
- 📄 06 Incentive.mp4 (6.71 MB)
- 📄 07 Intel.mp4 (9.36 MB)
- 📂 Part 3 A Field Guide for Building & Testing Champions
- 📄 01 How Your Potential Champions Evaluate YOU.mp4 (20.64 MB)
- 📄 02 6 Tactics for Showing Up Well With Your Champions.mp4 (33.10 MB)
- 📄 03 Neuro-Linguistic Programming.mp4 (19.18 MB)
- 📄 04 Spiral Dynamics.mp4 (29.70 MB)
- 📄 05 Spiral Dynamics in Practice.mp4 (10.57 MB)
- 📄 06 Testing Your Champions.mp4 (40.10 MB)
- 📂 Part 4 Finding Footholds & Scripting Your Route
- 📄 Avoiding False Footholds.mp4 (11.03 MB)
- 📄 Foothold #1- Internal Priorities.mp4 (9.96 MB)
- 📄 Foothold #2- Dedicated Meetings.mp4 (2.39 MB)
- 📄 Foothold #3- Find a Climbing Buddy.mp4 (10.14 MB)
- 📄 Foothold #4- Projects NOT Products.mp4 (3.76 MB)
- 📄 Foothold #5- Brightspots.mp4 (4.96 MB)
- 📄 The Importance of Planning Your Route.mp4 (20.23 MB)
- 📂 Part 5 Building a Bulletproof Business Case
- 📄 01 What a Business Case is NOT.mp4 (34.19 MB)
- 📄 02 In-Depth Business Case Breakdown.mp4 (37.12 MB)
- 📄 03 The Metanarrative and Executive Summary.mp4 (7.30 MB)
- 📄 04 Using Customer Language.mp4 (10.96 MB)
- 📄 05 How to Use Your Business Case.mp4 (14.42 MB)
- 📂 Part 6 Example Business Case Teardowns (And Buildups)
- 📄 01 Example #1 Intro.mp4 (26.23 MB)
- 📄 02 Business Case Teardown and Buildup #1.mp4 (80.60 MB)
- 📄 03 Example #2 Intro.mp4 (15.30 MB)
- 📄 04 Business Case Teardown and Buildup #2.mp4 (87.02 MB)
- 📂 Part 7 Exec Readouts & High-Stakes Conversations
- 📄 01 A Framework for High-Stakes Conversations.mp4 (41.24 MB)
- 📄 02 Adapting Your Message for POC-Land and Expand Motions.mp4 (16.26 MB)
- 📄 03 Course Conclusion.mp4 (25.71 MB)
📂 Sink or Swim
- 📂 Part I Introduction
- 📄 1. Welcome, and my journey.mp4 (25.87 MB)
- 📄 2. Your role as a sales manager.mp4 (21.92 MB)
- 📂 Part II Six deadly mistakes to avoid in your first 90 days
- 📄 1. Mistake 1- Random acts of execution.mp4 (10.11 MB)
- 📄 2. Mistake 2- Making changes too fast.mp4 (9.65 MB)
- 📄 3. Mistake 3- Inadvertently undermining your reps.mp4 (15.15 MB)
- 📄 4. Mistake 4- Trying to impact short-term revenue too fast..mp4 (5.75 MB)
- 📄 5. Mistake 5- Under-communicating with your cross-functional partners..mp4 (11.69 MB)
- 📄 6. Mistake 6- Under-communicating with your boss.mp4 (15.59 MB)
- 📂 Part III Your first 30 days in six easy steps
- 📄 Your first 30 days in six easy steps.mp4 (54.88 MB)
- 📂 Part IV The 31-60 day waterfall
- 📄 1. Crystallize your ‘observations’ deck.mp4 (17.30 MB)
- 📄 2. Build your ‘strawman’ priorities.mp4 (14.86 MB)
- 📄 3. Solidify priorities with your boss.mp4 (9.94 MB)
- 📄 4. Rollout your priorities to your team.mp4 (30.16 MB)
- 📂 Part V Days 61-90 (Demonstrate momentum and quick wins)
- 📄 Demonstrate momentum, quick wins, make talent changes, and put everything in motion.mp4 (26.88 MB)
- 📂 Part VI Beyond your first 90 days
- 📄 1. Frontline Foundations.mp4 (14.06 MB)
- 📄 2. FREE BONUS- Part 1 of Sales Hiring Masterclass ($100 value).mp4 (46.29 MB)
📂 Six ‘Underground’ Tech Sales Techniques
- 📄 DECK_6_Techniques.pdf (13.10 MB)
- 📄 Six ‘Underground’ Sales Techniques.mp4 (178.33 MB)
📂 The Final Stretch
- 📂 01 Introduction
- 📄 01 Introduction.mp4 (24.67 MB)
- 📄 02 Your Customer Is Ready to Buy- Not So Fast.mp4 (16.62 MB)
- 📂 02 Understand the Path to Close
- 📄 01 Start With the Biggest Risk (Competition).mp4 (12.94 MB)
- 📄 02 The Series of Next Steps.mp4 (24.74 MB)
- 📄 03 Getting the Full Picture.mp4 (18.79 MB)
- 📄 04 Great Sellers SEEK Risk (Here’s How).mp4 (12.26 MB)
- 📂 03 Influence the Path to Close
- 📄 01 Two Closing Motion Questions.mp4 (12.31 MB)
- 📄 02 Strong Prescription Loosely Held.mp4 (19.56 MB)
- 📄 03 Four Quick Tips to Close Deals ON TIME.mp4 (20.44 MB)
- 📂 04 Confirm the Path to Close
- 📄 01 Stay On Top of Change.mp4 (8.42 MB)
- 📄 02 A Quick Summary and Conclusion.mp4 (7.53 MB)
📂 Unlock the Level Up
- 📄 Link.txt (127.00 B)
- 📂 1. Introduction
- 📄 01 Why Issue Diagnosis Matters.mp4 (77.05 MB)
- 📄 02 Meet Your Mentor.mp4 (96.82 MB)
- 📄 03 Course Overview.mp4 (41.67 MB)
- 📂 2. Issue Diagnosis Foundations
- 📄 01 What is Issue Diagnosis.mp4 (139.49 MB)
- 📄 02 A Template for Diagnosing.mp4 (71.90 MB)
- 📂 3. On the Phone Activities
- 📄 01 Conversion Rate.mp4 (115.58 MB)
- 📄 02 Contract Value.mp4 (115.36 MB)
- 📄 03 Sales Cycle.mp4 (78.38 MB)
- 📄 04 How to Coach.mp4 (133.30 MB)
- 📄 05 Real Life Example.mp4 (193.85 MB)
- 📄 Exercise- Putting the Framework into Action.mp4 (10.67 MB)
- 📂 4. Off the Phone Activities
- 📄 01 Pipeline Management.mp4 (61.35 MB)
- 📄 02 Pipeline Creation.mp4 (79.86 MB)
- 📄 03 How to Coach.mp4 (65.81 MB)
- 📄 04 Employee Health.mp4 (42.89 MB)
- 📄 05 Another Real World Example.mp4 (143.72 MB)
- 📂 5. Conclusion
- 📄 Recap and Next Steps.mp4 (138.61 MB)
📂 Win the Demo
- 📂 Conclusion and Next Steps
- 📄 Conclusion and next steps.mp4 (34.34 MB)
- 📂 Introduction
- 📄 1. Introduction.mp4 (42.41 MB)
- 📄 2. My Story.mp4 (32.62 MB)
- 📂 Part I First Principles of SaaS Demos That Sell
- 📄 1. Catalyze a Decision.mp4 (21.11 MB)
- 📄 2. Flip Your Demo Upside Down.mp4 (60.81 MB)
- 📄 3. Solve Exactly.mp4 (87.31 MB)
- 📄 4. Pain Relief and Loss Aversion.mp4 (41.11 MB)
- 📄 Value_Mapping.xlsx (8.54 KB)
- 📂 Part II Winning Demos Start with These Discovery Techniques
- 📄 1. Cause Analysis- How to Align Your Demo With Pain.mp4 (31.07 MB)
- 📄 2. How to Align Your Demo with Their Perceptions.mp4 (30.87 MB)
- 📂 Part III The ‘Macro’ Structure of Winning Demos
- 📄 1. Overview of the S.A.F.E.T.Y. Structure.mp4 (29.86 MB)
- 📄 14_demo_questions.pdf (831.51 KB)
- 📄 2. Start with Pre-Call Planning.mp4 (72.69 MB)
- 📄 3. Align on the Decision.mp4 (29.87 MB)
- 📄 4. Frame the Problem.mp4 (69.29 MB)
- 📄 5. Establish the Big Picture.mp4 (69.69 MB)
- 📄 6. Take Them On a Journey.mp4 (12.00 MB)
- 📄 7. Yield and Pivot.mp4 (57.58 MB)
- 📄 From_Objections_to_Commissions_Cheat_Sheet.pdf (2.90 MB)
- 📄 Pre_call_cheat_sheet.pdf (92.81 KB)
- 📄 Value_Pillar_Slides.pptx (393.72 KB)
- 📂 Part IV The ‘Micro’ Structure of Winning Demos (FAVORITE)
- 📄 1. The FAVORITE Framework.mp4 (18.48 MB)
- 📄 14_demo_questions.pdf (831.51 KB)
- 📄 2. Frame the Pain.mp4 (21.38 MB)
- 📄 3. Ask the Right Question.mp4 (14.68 MB)
- 📄 4. Visualize the Outcome.mp4 (25.94 MB)
- 📄 5. Orient Your Buyer to the Screen.mp4 (23.43 MB)
- 📄 6. Reveal the Workflow.mp4 (26.75 MB)
- 📄 7. Implant the Value.mp4 (24.56 MB)
- 📄 8. Tell a Story.mp4 (16.93 MB)
- 📄 9. Elicit a Response.mp4 (18.14 MB)
- 📄 Frame_the_Pain.pptx (1.26 MB)
- 📄 Post-feature_demo_questions.pptx (916.48 KB)
- 📄 Pre-Feature_Demo_Questions.pptx (915.50 KB)
- 📄 Story_Famework.pptx (909.61 KB)
- 📄 Visualize_the_Outcome_Exercise.pptx (962.34 KB)
- 📂 Part V How to ‘Restructure’ for Different Demo Scenarios
- 📄 1. How to Run ‘Mini Demos’ and ‘Demoscovery’.mp4 (61.94 MB)
- 📄 2. Exec Demos.mp4 (77.68 MB)
- 📄 Exec_Demo_What_we_ve_heard_slide.pptx (511.10 KB)
📂 bi-weekly-group-coaching-session-recordings
- 📄 April 21, 2023.mp4 (156.47 MB)
- 📄 April 21Value_Mapping_-_Sheet1.pdf (19.77 KB)
- 📄 Aug 4, 2023.mp4 (88.75 MB)
- 📄 Dec 9, 2022.mp4 (77.98 MB)
- 📄 Feb 17, 2023.mp4 (94.27 MB)
- 📄 Feb 3, 2023.mp4 (88.88 MB)
- 📄 Jan 13, 2023.mp4 (81.22 MB)
- 📄 Jan 20, 2023.mp4 (86.80 MB)
- 📄 March 3, 2023.mp4 (96.47 MB)
- 📄 Nov 11, 2022.mp4 (235.10 MB)
- 📄 Oct 28, 2022.mp4 (191.99 MB)
💬 Feel free to REACH OUT to our CHAT support for personalized assistance and detailed information tailored to your needs. We’re here to help!
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