Researching a Prospect/Customer - Be Ready to Play!

Start to Finish: How to research a prospect / customer
(Public Co.)
17:11

Why research matters
:30

Research checklist
:40

The Annual Report: Where to find it and what to look for
2:21

SEC Reports: 10K & 10Q: Where to find them and what to look for
4:21

Management Presentations &
Webcasts: Where to find them
and what to look for
2:29

News: Where to find it and how
to have it come to you
1:18

Analyst Reports: Where to find
them and what to look for
2:14

Industry Reports: where to find
them and what to look for
1:12

Start to Finish: How to research a prospect/customer
(Private Co.)
12:21

Private company websites:
What to look for
2:28

Examining industry peers to
learn more about your private prospect
2:46

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Financial Acumen - Find New Opportunities

Start to Finish: Financial
Acumen for Business Sales
20:51

Why financial acumen is
important for business sales
professionals
:56

Finding and understanding
financial statements and
why profits matter
5:10

The Dashboard Report: How they're built & how customers use them to make decisions
5:02

2 examples of attaching your
solutions to what your
customers care most about
7:15

Downloadable Dashboard - The metrics that drive buyers in the Manufacturing Industry

Downloadable Dashboard - The metrics that drive buyers in the Professional Services Industry

Downloadable Dashboard - The metrics that drive buyers in the Banking Industry

Downloadable Dashboard - The metrics that drive buyers in the Consumer Products Industry

Downloadable Dashboard - The metrics that drive buyers in the Retail Industry

Downloadable Dashboard - The metrics that drive buyers in the Healthcare Services Industry

 		 

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Qualify an Opportunity - Invest your time wisely!

Start to Finish: How to properly
and quickly qualify an opportunity
17:00

Three critical things you need to know now to effectively qualify an opportunity
6:30

Scenario Conversation #1:
Getting to the decision maker
3:25

Scenario Conversation #2:
Uncovering your competition
2:53

Scenario Conversation #3:
Determining the customer's
commitment
3:20

 

 

 

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Return on Investment - The How and Why

Start to Finish: ROI made easy! How to calculate ROI & how to use it to win more deals, faster
18:14

Why you need to calculate
return on investment (ROI)
1:03

What happens after you leave the room - How to calculate ROI
2:28

Your customer's notepad
and what they are looking to
hear from you
2:06

Scenario #1: The Price War
scenario
3:29

Scenario #2: How to avoid the
price war and win the deal on
value
5:28

How to close the sale using
ROI
1:45

 		 

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Value Propositions that WIN!

Start to Finish: How to develop
and deliver Value Propositions
that WIN!
11:06

Why customers really decide
to buy, or not buy
:52

The difference between
value statements and value
propositions
:44

How to put together your
value proposition
4:21

How to deliver your value
proposition
2:23

 		     

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Negotiate to Close

Start to Finish: Negotiate to Close. How to negotiate a favorable agreement
16:51

The goal of negotiating
:55

Putting your negotiating
strategy together
1:41

The keys to success in negotiating a successful deal
3:44

Scenario #1: Rescue the deal - customer gets cold feet
3:25

Scenario #2: Responding to the customer's last minute requests
2:28

Scenario #3: “This is the way
we always do it
2:48

 		 

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