Season 4

Diagnostic Selling

FREE SALES TRAINING HUB
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Core Sessions
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Season 4

Diagnostic Selling

  • Featured Episodes
EP 01
DIAGNOSTIC SELLING
L'apéritif
71 min
The Goal of Discovery Calls & How This Goal, & This Goal ONLY, Will Drive More Conversion
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 06
DIAGNOSTIC SELLING
L'entrée
60 min
The 3 Metrics that Define Your Buyer’s Problems (& Examples for 10 Buyers)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 10
DIAGNOSTIC SELLING
L'entrée
76 min
The 12 Different Problems that Your Buyer is ULTIMATELY Trying to Solve
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 11
DIAGNOSTIC SELLING
Plat Principal
100 min
Discovery Questions Part 1: The 13 Rules & 15 Tips About Asking Them
INDIVIDUAL CONTRIBUTOR
EP 01
DIAGNOSTIC SELLING
L'apéritif
71 min
The Goal of Discovery Calls & How This Goal, & This Goal ONLY, Will Drive More Conversion
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 02
DIAGNOSTIC SELLING
L'apéritif
122 min
Why Buyers & Sellers Lie to Each Other & What They Lie About (& How to Prevent It)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 03
DIAGNOSTIC SELLING
L'apéritif
113 min
Losing to Status-Quo v. Indecision (& the Insidious Nature of COI Selling)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 04
DIAGNOSTIC SELLING
L'apéritif
82 min
How to CREATE New Buyer Urgency Out of Thin Air (& Not JUST Attract It)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 05
DIAGNOSTIC SELLING
L'apéritif
77 min
The 3 Steps of Diagnostic Selling: Misdiagnosis v. Missed Diagnosis (& How to 4x Conversion by Finding Them)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 06
DIAGNOSTIC SELLING
L'entrée
60 min
The 3 Metrics that Define Your Buyer’s Problems (& Examples for 10 Buyers)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 07
DIAGNOSTIC SELLING
L'entrée
71 min
The 3 Problems that Your Buyers Want to Solve (& How to Find Them)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 08
DIAGNOSTIC SELLING
L'entrée
97 min
So… What’s an Impact? The 4 Types, 4 Examples, & How They’re Different than a Problem
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 09
DIAGNOSTIC SELLING
L'entrée
71 min
”An Object in Motion”—The 12 Types of Trigger Events (& How to Mobilize a Buyer to Buy)
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 10
DIAGNOSTIC SELLING
L'entrée
76 min
The 12 Different Problems that Your Buyer is ULTIMATELY Trying to Solve
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 11
DIAGNOSTIC SELLING
Plat Principal
100 min
Discovery Questions Part 1: The 13 Rules & 15 Tips About Asking Them
INDIVIDUAL CONTRIBUTOR
EP 12
DIAGNOSTIC SELLING
Plat Principal
111 min
Discovery Questions Part 2: The 3 Simple Steps to Find a Misdiagnosis & Missed Diagnosis
INDIVIDUAL CONTRIBUTOR
EP 13
DIAGNOSTIC SELLING
Plat Principal
94 min
Discovery Questions Part 3: The 9 Types of Questions to Ask in Discovery
INDIVIDUAL CONTRIBUTOR
EP 14
DIAGNOSTIC SELLING
Plat Principal
72 min
Discovery Questions Part 4: The 11 Questions to NEVER Ask (& Litmus Tests of Asking Bad Questions)
INDIVIDUAL CONTRIBUTOR
EP 15
Coming Soon
Nov 7, 2025
The 10 Steps to a Killer Demo
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 16
Coming Soon
Nov 7, 2025
What to Do When a Buyer… Asks About Price, JUST Wants to See a Demo, Shuts Down Mid-Call, or WON’T Answer Any Questions
INDIVIDUAL CONTRIBUTOR
EP 17
Coming Soon
Nov 7, 2025
How to Run a Discovery Call Differently For an Inbound v. Outbound Buyer
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 18
Coming Soon
Nov 7, 2025
How to Sell Against Competitors or Speak About Them When a Buyer Brings Them Up
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 19
Coming Soon
Nov 7, 2025
How to Sell to a 10 Person Committee Especially When the Buyers are Added by Surprise
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 20
Coming Soon
Nov 7, 2025
7 Different Follow-up Email Examples to Send a Buyer & What to Send When They Ghost
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 21
Coming Soon
Nov 7, 2025
The 10 Things You’re NOT Looking for in Deal Reviews that You SHOULD Be
LEADERSHIP
EP 22
Coming Soon
Nov 7, 2025
The 9 Things KILLING Your Forecast & 9 Things that are Critical to Forecast Accuracy, that You’re NOT Measuring Today
LEADERSHIP
EP 15
Coming Soon
Nov 7, 2025
The 10 Steps to a Killer Demo
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 16
Coming Soon
Nov 7, 2025
What to Do When a Buyer… Asks About Price, JUST Wants to See a Demo, Shuts Down Mid-Call, or WON’T Answer Any Questions
INDIVIDUAL CONTRIBUTOR
EP 17
Coming Soon
Nov 7, 2025
How to Run a Discovery Call Differently For an Inbound v. Outbound Buyer
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 18
Coming Soon
Nov 7, 2025
How to Sell Against Competitors or Speak About Them When a Buyer Brings Them Up
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 19
Coming Soon
Nov 7, 2025
How to Sell to a 10 Person Committee Especially When the Buyers are Added by Surprise
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 20
Coming Soon
Nov 7, 2025
7 Different Follow-up Email Examples to Send a Buyer & What to Send When They Ghost
INDIVIDUAL CONTRIBUTOR LEADERSHIP
EP 21
Coming Soon
Nov 7, 2025
The 10 Things You’re NOT Looking for in Deal Reviews that You SHOULD Be
LEADERSHIP
EP 22
Coming Soon
Nov 7, 2025
The 9 Things KILLING Your Forecast & 9 Things that are Critical to Forecast Accuracy, that You’re NOT Measuring Today
LEADERSHIP