Mastering Sales: A Toolkit for

Success

Summary
Program Overview
Your Sales Model
Program Overview Map
Program Overview Map: Preparation
Program Overview Map: Contact
Program Overview Map: Scale
Summarizing the Program Overview Map
Program Learning Objectives
 Learn and Do: Modules 1 and 2
Module 1: Knowledge, skill, and discipline
Learn
• Cultivate a sense of mindset, knowledge,
skill and discipline to be a magnetic
salesperson
Do
• Take inventory of your Knowledge, Skill,
and Discipline
• Sharpen your language using Vitamins and
Painkillers and Walk and Talk sales tools
Module 2: Targeting markets
Learn
• Filter Target Markets by identifying a
narrow set of initial targets
Do
• Develop a Stakeholder Map and map
influence on the sales process
• Create Personas for each stakeholder
• Draft a Competitive Talking Points
• Organize Weekly Cadence
 Learn and Do: Modules 3 and 4
Module 3: Generating leads
Learn
• Turn cold calls into warm
leads through Proactive Pursuit
• Build a crisp Prospecting Script
• Draft an Introductory Email that cuts
through the noise
Do
• Build your Sales Conversation
Module 4: Nurturing prospects
Learn
• Revisit Creating Personas Sales tool and include
qualifying questions to Qualify Fast
• Really Listen and Ask the Right Questions
Do
• Put the questions in motion and run a Perfect
Sales Meeting
• Build an Objections Matrix to handle
objections
 Learn and Do: Modules 5 and 6

Module 5: Telling stories Module 6: Delivering powerful

Learn presentations
• Tell the right story at the right time Learn
for the right reasons • Present with Panache using preparation,
• Capture stories using a Story Matrix persuasion, and performance
Do • Be bold and humble in presentations
• Use the Story Canvas and tell stories with Do
power • Use powerful Visuals in presentations
 Learn and Do: Modules 7 and 8

Module 7: Closing a sales deal Module 8: Delighting customers

Learn Learn
• Discuss Team Selling for Impact • Implement the Win/Loss Debrief
• Understand the roles of process and Do
prospective leaders in setting the sales • Build an Above and Beyond List to delight
team apart customers
Do • ​Implement the Client Delight Index to
• Get a Deal Unstuck and back on track to create delight
close it
• Close a deal using the Closing Checklist
 Learn and Do: Modules 9 and 10

Module 9: Team selling Module 10: Putting the sales toolkit into
Learn action
• Practice Giving and Receiving Feedback Learn
Do • Revisit the Knowledge, Skill, and
• Make effective use of feedback in Weekly Discipline Inventory
One-on-One meetings • Create an individual sales model
• Discuss how a strong, positive, and Do
powerful sales culture is designed and • Create and share a Quarterly Dashboard
built • Teach it forward with a Learn. Do.
Teach plan​