Welcome to our Decision process Newsletter Series. This edition marks the half way point of us sharing insights, tips and practical guidance to help you navigate calendar Q4 and finish the year with confidence.
As ever, if you’ve attended one of our courses and are now aninspir'em member, this newsletter extends your learning with free, topical resources from your online membership – helping you embed your training and maximise its impact.
The next member webinar of the series takes place this Friday, 10 October. Emma will be joined by Indie Blackwell, Head of Commercial at Hellios Information, to discuss final stage objection handling.
Available to all: Refresh your skills
New blog:
Objection overruled: Re-anchor value in the close
This blog tackles those last-minute objections that can lead to an erosion of value, a slipped deal, or worse.
Learn how to re-anchor your value and "give to get" in negotiations to gain revenue with control.
This blog tackles those last-minute objections that can lead to an erosion of value, a slipped deal, or worse.
Learn how to re-anchor your value and "give to get" in negotiations to gain revenue with control.
Chris Voss was the FBI's lead hostage negotiator. He draws on his experiences to share tools and techniques to negotiate with confidence in his bestseller: Never Split the Difference.
As you enter the final stages of the sales cycle and signatures are tantalisingly close, but still not there, give this book a read and you'll have no fears when facing procurement.
Chris Voss was the FBI's lead hostage negotiator. He draws on his experiences to share tools and techniques to negotiate with confidence in his bestseller: Never Split the Difference.
As you enter the final stages of the sales cycle and signatures are tantalisingly close, but still not there, give this book a read and you'll have no fears when facing procurement.
A recent Ebsta report found 78% of salespeople don't hit their quota.
By targeting customers in your ICP and having an up to date territory plan, you significantly increase your win rate to give yourself the best chance of being on plan.
A recent Ebsta report found 78% of salespeople don't hit their quota.
By targeting customers in your ICP and having an up to date territory plan, you significantly increase your win rate to give yourself the best chance of being on plan.
Leader members: Get your Discovery e-book & Discovery exercise templates
Hopefully you've all downloaded our new Discovery e-book from the Leader resources in your membership library. If not, it's waiting for you!
Running alongside this e-book, we've created some ready-made exercises that you can use in team meetings, QBRs or SKOs to double down on discovery through practical application. These are only available to you as Leaders through your inspir'em Leader membership.
Hopefully you've all downloaded our new Discovery e-book from the Leader resources in your membership library. If not, it's waiting for you!
Running alongside this e-book, we've created some ready-made exercises that you can use in team meetings, QBRs or SKOs to double down on discovery through practical application. These are only available to you as Leaders through your inspir'em Leader membership.
Our Pipeline Generation Planning course is designed to help salespeople and leaders build the right plan for prospecting, qualification, and pipeline growth.
In this one-day course, you’ll: ✔Learn a proven framework for creating a repeatable pipeline generation plan ✔Get practical tools you can take straight back to your desk ✔Leave with clarity on where your focus should be to hit your targets
Whether you’re an individual contributor looking to stay in control of your number, or a sales leader wanting to build predictability into your team’s pipeline, this course gives you the structure and discipline to make it happen.
