Selling Smart

Discover a timeless set of sales skills: asking and listening, discovery calls, value propositions. Build relationships, mine data, master virtual selling, nurture customers, and prioritize mental health in sales.

Reflect on the state of your sales skills with a no judgement assessment, uncovering your superpowers and gaps. Evaluate asking and listening, relationship building, data mining, self-care, and virtual selling.

Learn from a firsthand demo mistake to master asking and listening, deliver authentically, read client signals, and tailor questions to uncover real problems and opportunities.

Create a buyer persona to align questions and the value proposition with prospects, then conduct a discovery call to confirm fit, uncover pains and goals, and establish trust through listening.

Explore how asking 11–14 targeted questions on a discovery call uncovers goals, pain points, ROI, deal organization, and next steps, guiding value storytelling and buyer fit.

Advance the discovery call to the next stage by asking balanced questions, setting up the next meeting, and prioritizing listening over scripting to maintain a human connection.

Sell smarter by letting buyers talk: ask open-ended questions, mirror key phrases, and tailor follow-ups to prior answers, achieving a 1:1 listening ratio on discovery calls to close more deals.

Apply the magic 1-to-1 listening ratio on discovery calls by spending half the time listening, not talking; obtain permission to record, transcribe, and analyze conversations to benchmark and improve.

Build strong relationships with coworkers to advance and close deals, engaging solution architects, subject matter experts, and legal and finance, then coordinate delivery and customer success.

Use customer success to maximize customer lifetime value by keeping post-sale relationships strong, reducing churn, staying in touch, and pursuing cross-sell and upsell in white space with crm support.

Use sales data to optimize prospecting, nurturing, and closing through lead and opportunity scoring, analytics, and timely, personalized outreach. Embrace artificial intelligence, the game changer in how we sell.

Discover how predictive and generative AI accelerate sales through data analysis, summaries, and email drafting. Test AI on time-saving tasks like meeting prep and notes to close more deals.

Use sales data from your crm to move beyond basic insights, forecast more accurately, and personalize outreach by channel and buying stage, while tracking post-sale adoption to reduce churn.

Identify data sources and metrics to reveal priorities and improve efficiency, focusing beyond revenue, net new business, and quota attainment to enhance customer value and seller experience.

Learn how to make virtual selling work by choosing the right meeting format, structuring a virtual process with agendas and calls to action, personalizing outreach across social channels.

Reflect on your key takeaways, commit to actionable changes, and partner with an accountability buddy to check in as you progress.