Call bridging is the art of gaining the next call before leaving the current conversation. Don’t start the long process of connecting with prospects and customers from scratch every step of the way! Bridging could be as focused as gaining a commitment and scheduling the next call, or simply giving oneself permission to call back for colder prospects. We’ll work to make bridging part of every call-closing process – greatly increasing your pipeline velocity.

Are you guilty of “touching base” (or similar offenses)? Need help mapping out a call-by-call sales process to help land and/or expand accounts? We’ll listen to actual calls from the POV of the customer, and then work together to set new chronological outcomes, talk tracks, and closes for each touch. The outcome is a customized “Touchplan℠” that serves as the foundation of your sales process and an invaluable tool for sellers (seriously, they laminate it).

Only 10% of customers will close themselves – but most reps lack the confidence to ask for the sale. In fact, research shows that closing on the first call is as important as the last. We will break down the “whys”, cover types of closes that work, and help reps find their go-to closing statements or questions that build “muscle memory” and confidence closing.

Have history in your accounts? Maybe even relationships? We’ll teach you how to leverage past success straight into your next win—an order, a partnership, or a referral. Then we’ll get on the phones and collect wins. Referral business closes faster, stays longer, and spends more. This course gives your team the framework and the confidence to get more!

Get better referrals by improving your ask! Gain e-intros just the way you want them, joint calls, and rave reviews to speed up your time to booked meeting (and close!) We’ll share how to round the bases to a homerun + sample scripts and asks to make the base-running smooth and easy.

Every single sales call can and should be closed – for a customer commitment! When we get customers saying ‘yes’ to next steps, action items, even just the next meeting, it speeds the sales cycle and increases customer mindshare. This course will get you in the habit of asking for the close – whatever level it is!

This course will help account managers get strategic attacking their book of business. We’ll teach when and how to sell wider and deeper by having higher-level business conversations – not just making friends and taking orders. After qualifying and categorizing accounts based on growth, we’ll create custom plans for your high-potential accounts and build confidence having the conversation. Look for product/service growth, category growth, contact, department, and location growth.

Objections are part of every sales process, and our course will help you learn to welcome them as a roadmap to the close. We’ll teach a four-step process to use with any objection to reduce defensiveness, dig into the questions behind the objection, answer it, and close. Count on Factor 8 to help with responses to your most common sales objections to build your confidence!

At some point, it’s our turn to talk. We teach you how to summarize needs and value and then match your solutions. Next, we work on educating the customer on features, functions, and benefits that relate to their values.

Storytelling is sales gold. We’ll cover why, how, and what stories to have ready. New Reps? No problem, we’ll teach creative ways to source stories and make them our own. By the end of the course, you’ll be armed with at least 3 robust (and true!) stories to help engage customers and get them listening to your message through stories.

Great discovery yields more than basic gaps and rapport. It tells us client priorities, personal motivations, and even the cost of doing nothing. This is discovery 301 where we craft advanced questions that give sellers a roadmap to the sale and get prospects closing themselves!

If uncovering needs is the “what,” customer value is the “how” and “why.” By understanding the six core business motivators and mapping them to your buyers, you’ll know what levers to pull to differentiate, gain attention, and propose solutions that sell. We’ll craft questions that’ll help you connect on a value level with your prospects to learn what’s most important to them – and exactly what they’ll need to close.