Name

Cold Email Conversion Machine

Conquer the Cold Call

Diamond in the Rough

Exclusive Interview How to Sell to CFOs According to Three CFOs of Billion-Dollar Businesses

Killing the Maybe

Mutual Success Plan Mastery

Objections to Commissions Mini Course

Release the Funds

Rig the Game

SaaS Discovery Masterclass - How Great SaaS Sellers Create Urgency from Thin Air and SELL In An Economic Meltdown

SaaS Discovery Masterclass 2.0

Sales Hiring Masterclass

Selling With Champions

Sink or Swim

Six 'Underground' Tech Sales Techniques

The Final Stretch

Unlock the Level Up

Win the Demo

bi-weekly-group-coaching-session-recordings

Name

1. The 10 Laws of Email Copywriting

2. The Cold Email Framework

3. Email Sequencing

4. Bonus Resources

10_Laws_of_Copywriting_Cheat_Sheet.pdf

Course Introduction.mp4

Law 1 - Learn How People Make Decisions.mp4

Law 2- Uncover the Selfish Benefit.mp4

Law 3- Tell a Great Story.mp4

Law 4- Write Like You Talk.mp4

Law 5- Use Their Words Not Yours.mp4

Law 6- Short Choppy Copy.mp4

Law 7 - Be Specific.mp4

Law 8- Nail the Subject Line.mp4

Law 9- Use Social Proof That s Relevant.mp4

Law 10- Address Objections Up Front.mp4

01 The Cold Email Framework and Email Analysis.mp4

02 Email Deliverability.mp4

03 Email Openings Triggers.mp4

04 Email Body.mp4

05 Real World Examples.mp4

Cold_Email_Framework_Cheat_Sheet_copy.pdf

01 The Purpose of Sequencing The Inbound Sequence.mp4

02 11 Tips for Outbound Sequences.mp4

03 Best Outbound Sequence Structures.mp4

04 Building Sequences Above Below the Line.mp4

05 Touchpoint Breakdown Cold Calling LinkedIn.mp4

06 AB Testing.mp4

07 Bonus Tips Emails.mp4

10_Laws_of_Copywriting_Cheat_Sheet.pdf

Cold_Email_Framework_Cheat_Sheet_copy.pdf

Forged_From_Fire_Cold_Email_Templates.pdf

00 Introduction- Why Cold Calling.mp4

01- The B2B Cold Calling Script.mp4

02- Live Cold Call Examples.mp4

03- Cold Call Moneyball Metrics.mp4

04- Objection Handling.mp4

05- Voice Message Strategy.mp4

06- Sequence Cadence Strategy.mp4

07- Cold Calling Principles.mp4

08- Pipeline Generation Daily Point System Framework.mp4

09- Finding leads using Linkedin Sales Navigator.mp4

BONUS- Cold Call Roleplay.mp4

Name

Module 1

Module 2

Module 3

Module 4

Module 5

1.1 Welcome.mp4

1.2 Real Cost of Mishiring.mp4

1.3 - Meet Kevin Gaither.mp4

2.1 - 7 Deadly Hiring Mistakes.mp4

2.2 - Debunking the Ideal rep profile.mp4

2.3 - Designing an Effective Hiring Process.mp4

3.1 - Developing Your Hiring Benchmarks.mp4

3.2 - Trait 1.mp4

3.3 - Trait 2.mp4

3.4 - Trait 3.mp4

3.5 - Trait 4.mp4

3.6 - Trait 5.mp4

3.7 - Trait 6.mp4

3.8 - Trait 7.mp4

3.9 - Trait 8.mp4

4.1 - Hiring Steal-Worthy Salespeople.mp4

4.2 - Finding Diamonds in the Rough.mp4

4.3 - Expert Guide to Candidate Screening.mp4

4.4 - Science of Interviewing.mp4

5.1 - Reviewing Your Hiring Funnel.mp4

5.2 - The Next Level.mp4

5.3 - Closing Note.mp4

01- Meet the CFOs and Agenda Overview.mp4

02- The Current Landscape (and Mindset) of a CFO.mp4

03- What are CFOs Willing to Spend Money On.mp4

04- How to Help Your Champion Sell to Their CFO.mp4

05- Building a CFO-Worthy Business Case.mp4

06- CFO’s Advice for Sellers.mp4

Name

01 The Hidden Decision Maker

02 Perceived Value and Loss Aversion

03 Amplifying Value

04 Winning Hearts and Minds

05 Overwhelming Influence in Conversations

06 Bridging the Risk Void

07 Exercises & Workbook

Bonus Materials

1. The Unfair Opportunity You Have.mp4

2. Your Buyers' True Decision-Making Mind.mp4

3. Unfair Decision-Forces Working Against Sellers.mp4

4. The 'Chimp Operating System' (And How to Capitalize On It).mp4

5. Value - Confusion and Perception.mp4

6. Loss Aversion.mp4

7. What Golfers and Exec Buyers have in Common.mp4

8. Decisions by Comparison.mp4

9. Framing and Perception.mp4

10. Language the Chimp Love Hates.mp4

11. 3 Dimensions of Value.mp4

12. Linking each Dimension.mp4

13. Insight Motivation Time Travel.mp4

14. Formulas and Examples.mp4

15. The Hero with a Thousand Faces.mp4

16. Cementing Consensus.mp4

17. Real World Journey Example.mp4

18 Tiny words - Big impact.mp4

19. Sounding Credible.mp4

20. Showing up with a POV Point of View.mp4

21. 6 Laws Maximum Value.mp4

22. Dismantling 2 Deal killing Biases.mp4

23. Trusted Advisor.mp4

24. Build your own winning conversations.mp4

$100 Million Sales Deck.mp4

Forged_From_Fire_Cold_Email_Templates.pdf

pclub.io_Business_Case_Example_Product_Adoption_.pdf

01 Introduction to Mutual Success Plans.mp4

02 What Are Mutual Success Plans & Becoming a Detailed Seller.mp4

03 Five Steps to a Buyer-Centric Success Plan.mp4

04 Work Like an Exec AND a Project Manager.mp4

05 Example Mutual Success Plan.mp4

06 Conclusion.mp4

Mutual_Action_Plan_Template.xlsx

Name

7-step objection handling framework

Bonus A predictable framework for handling pricing objections

The SaaS sales objection spectrum

01- Clarify the objection.mp4

02- Validate and demonstrate empathy.mp4

03- Isolate the objection.mp4

04- Gain permission (neutralize the mind with a No question.mp4

05- Address the objection w-business value.mp4

06- Confirm the resolution.mp4

07- Attempt to surface other concerns.mp4

A predictable framework for handling pricing objections.mp4

Five types of objections (and how to handle each).mp4

Name

BONUS Q&A Sessions with Billion-Dollar CFOs

BONUS The $100M Discovery Deck

Module 1 The New Economy, with CFO as King and Queen

Module 2 11 Mistakes Sellers Make Selling to CFOs

Module 3 How to 'Speak' CFO (Persona Crash Course)

Module 4 How to Create 'Above the Noise' Business Value

Module 5 Champion Development and CFO Access

Module 6 Build a Business Case That Gets CFOs to Say 'YES!'

Module 7 Recap and conclusion

CFO AMA #1- Michael DiFilippo, CFO of Invoca.mp4

QS_Disco_Prompter.pptx

QS_Disco_Prompter.pptx.pdf

The $100M Discovery Deck (The Discovery Prompter).mp4

pclub.io_for_business_-_discovery_prompter.pdf

pclub.io_for_business_-_discovery_prompter.pptx

01 Here's What You're Going to Learn.mp4

02 Do This Before You Start.mp4

03 My Story In Sales.mp4

04 My Story Selling to CFOs.mp4

05 The New Economy - CFO as King and Queen.mp4

Mistake 01 - Allowing Buying Process Fog.mp4

Mistake 02 - Selling ROI without Regard to Priority or Hurdle Rate.mp4

Mistake 03 - Going big and long with ROI.mp4

Mistake 04 - Selling Gross Return Instead of P&L Improvement.mp4

Mistake 05 - Trying to Get Access to the CFO.mp4

Mistake 06 - Rapport Building.mp4

Mistake 07 - Champion Mismanagement.mp4

Mistake 08 - Seller-led Business Cases.mp4

Mistake 09 - No plan for value realization.mp4

Mistake 10 - Being hard to do business with.mp4

Mistake 11 - Giving In.mp4

Module Intro - 11 Mistakes.mp4

01 The Most Fundamental Aspect of Your Success.mp4

02 CFO s Core Responsibilities.mp4

03 Common Pain and Objections.mp4

04 Language Patterns and Terminology.mp4

05 Intro to Decision Criteria.mp4

CFO_Objection_Cheat_Sheet.pdf

01 Above the Line vs. Below the Line Business Value.mp4

02 - 7 Value Drivers.mp4

03 - How to Do Discovery to Sell to CFOs Part 1 of 3.mp4

04 - How to Do Discovery to Sell to CFOs part 2 of 3.mp4

05 - How to Do Discovery to Sell to CFOs part 3 of 3.mp4

06 Be the Root Cause.mp4

07 Connect to Negative Impact.mp4

08 The Raw Material for Your Business Case.mp4

Diagnostic_Questions_Worksheet.pdf

Finding_Impact_Worksheet.pdf

Questions_for_Buying_Process_Clarity.pdf

01 What is a Champion and Why are they Critical to Selling to CFOs.mp4

02 Five Criteria of a CFO-Worthy Champion.mp4

03 Identifying the CFO-Worthy Champion.mp4

04 Access the CFO through FP&A and Champion Coaching.mp4

05 Getting Ready to Build the Business Case.mp4

01 When and Where Business Case Building Happens.mp4

02 7 Steps of a Winning Business Case.mp4

03 The Executive Summary.mp4

04 Problem Definition.mp4

05 - Financial Impact.mp4

06 Proposed Solution and Required Capabilities.mp4

07 Before and After Story.mp4

08 Value Realization Plan.mp4

09 Tradeoffs.mp4

01 Five (More) Elements of a Winning Business Case.mp4

02 Soft Dollar vs. Hard Dollar ROI Arguments.mp4

03 How to Run the CFO Meeting.mp4

04 Recap and Conclusion.mp4

Name

Conclusion

Introduction

Part III Rig the buying committee

Part II Rig the buying process

Part I Rig the buying criteria

Conclusion.mp4

1. Welcome and my journey.mp4

2. Product differentiation is dead..mp4

1. Analyze your influencers with 'PAPR'.mp4

1. PAPR_Template.pptx

2. The Power Coach.mp4

3. What to do when you have a power champion, but they're deferring to their team.mp4

4. How to neutralize your competitor's 'friend'.mp4

5. The saboteur with no influence.mp4

6. Live Example- Using PAPR to create your own strategy.mp4

1. Ask for an exclusive evaluation, pass on the savings.mp4

2. Add or remove steps that improve your position.mp4

2. exercise_-_add_or_remove_steps.pdf

3. Accelerate when you're winning (strike while the iron is hot).mp4

4. Delay when you're losing (5 tactics).mp4

5. What to do when it's rigged against you.mp4

1. Exercise_Rig_the_root_cause.pdf

1. Rig the 'root cause' in your favor.mp4

2. Rig the desired solution in your favor.mp4

3. Lead with a Nexus.mp4

3. Nexus_Exercise.pdf

4. Exercise_slides_Sell_the_micro_problem.pdf

4. Sell the 'micro problem'.mp4

5. Influence their subconscious mind with 'super social proof'.mp4

6. Bull Charge (if you have a superior product, don't get cute)..mp4

7. Exercise_Sales_Judo.pdf

7. Find the 'weakness WITHIN their strength' (sales judo).mp4

8. Redefine the scope of the deal to favor you.mp4

9. The 'credibility landmine'.mp4

Name

BONUS Bi-weekly group coaching session recordings

BONUS Interview with THREE CFOs of billion-dollar businesses

BONUS Monthly Q&A with Chris

BONUS The Discovery Prompter

Part I Business Problem & Current State

Part II Cause Analysis

Part III Negative Impact

Part IV Desired Outcome

Dec 9, 2022.mp4

Jan 13, 2023.mp4

Nov 11, 2022.mp4

Oct 28, 2022.mp4

Exactly How to Sell to CFOs In An Economic Downturn.mp4

Issue 001- November, 2022.mp4

Issue 002- December, 2022.mp4

Issue 003- January, 2023.mp4

Issue 004- February, 2023.mp4

BONUS- Eliminate friction with the discovery prompter.mp4

discovery_prompter_example_-_QuotaSignal.pptx.pdf

#1 Introduction.mp4

#2 Course Overview.mp4

#3 Identify and Validate THE Business Problem.mp4

#4 Understand the Current State.mp4

SaaS_Discovery_Masterclass_-_Workbook.pdf

#5 Why Root Cause is so Critical.mp4

#6 Uncovering Root Cause.mp4

#7 The Value of Exploring Negative Impact.mp4

#8 Impact Questions and Impact Discovery.mp4

#9 3 Step Framework for Building Impact.mp4

#10 Impact Exercise and Recap Quiz.mp4

impact_worksheet.pdf

#11 Understanding the Desired Outcomes.mp4

#12 The Desire Outcome Discover Waterfall.mp4

Name

Bonus Resources

Intro

Module 1

Module 2

Module 3

Module 4

BONUS- Eliminate friction with the discovery prompter.mp4

Pclub_SaaS_Discovery_eBook_V2.pdf

SaaS_Discovery_Masterclass_2.0_-_Course_Deck.pdf

discovery_prompter_example_-_QuotaSignal.pptx_1_.pdf

01 Why Discovery is a Threshold Skill.mp4

02 Quickstart Formula.mp4

Intro- Why You're Here Today.mp4

01 Can You Pass the 'No Logo' Test.mp4

01_Exercise_Can_You_Pass_the_No_Logo_Challenge_.xlsx

02 How To Set The Rules of Engagement and Win.mp4

03 Roleplay Demonstration of ROE.mp4

04 Review of ROE and Exercise.mp4

04_Exercise_Set_the_Rules_of_Engagement.xlsx

05 Inbound v Outound Discovery.mp4

05_Exercise_Actively_Exploring_vs._Latent_Pain_Discovery_Questions.xlsx

06 The 'Go Back In Time' Technique.mp4

06_Exercise_Go_Back_In_Time_Series_of_Questions (1).xlsx

06_Exercise_Go_Back_In_Time_Series_of_Questions.xlsx

07 Exercise - Write Your Go Back In Time Questions.mp4

07_Exercise_Context-led_questions.xlsx

08 Context-Led questions.mp4

08_Exercise_Discovery_Prompter_.xlsx

09 The Discovery Prompter.mp4

10 - Business Pain that MONEY Follows.mp4

10_Exercise_1_What_s_the_need_behind_the_need_for_your_customers_1_.xlsx

10_Exercise_2_Need_Behind_the_Need.xlsx

11 - How to Turn Little Dollars into Big Dollars.mp4

12 - Validate the Business Problem.mp4

01 Getting Clear on Root Causes vs Business Problems.mp4

02 Summarize and Transition.mp4

03 How and Why to Ask OPEN Diagnostic Questions.mp4

04 Targeted Diagnostic Questions.mp4

05 Exercise Craft Your Own Targeted Questions.mp4

06 WARNING- Cause Analysis Can Happen Backwards.mp4

11_Exercise_What_are_YOUR_root_causes.xlsx

01 The What and Why of Building Negative Impact.mp4

02 Summarize and Transition (yes, again).mp4

03 Quantify Pain and Build the Cost of Inaction.mp4

04 Open Negative Impact.mp4

05 Targeted Negative Impact.mp4

06 Recap and Three Warnings.mp4

19_Exercise_Cost_of_Inaction.xlsx

21_Exercise_Targeted_Negative_Impact.xlsx

01 The What and Why of Future State.mp4

02 What Exactly is Buying Criteria.mp4

03 What do you think you need.mp4

04 Targeted Solution Questions.mp4

05 Conclusion and What to Do Next.mp4

23_Exercise_Buying_Criteria.xlsx

26_Targeted_Solution_Questions.xlsx

0. Introduction- The biggest driver of your financial success is sales hiring.mp4

01- Create Unmistakable Clarity.mp4

02- How to Design a Predictive Hiring Process.mp4

03- Predictive Interview Questions.mp4

04- Chronological Sales Interviews.mp4

05- Form Judgment with Behavioral Science.mp4

06- Get Multiple Independent Views.mp4

07- Write a 'Deal Memo'.mp4

91.pdf

Putting it all together, and Interviews-as-a-Service.mp4

Name

BONUS CONTENT

Part 1 Stack the Deck in Your Favor

Part 2 The Baseball Card Approach to Rating Champions

Part 3 A Field Guide for Building & Testing Champions

Part 4 Finding Footholds & Scripting Your Route

Part 5 Building a Bulletproof Business Case

Part 6 Example Business Case Teardowns (And Buildups)

Part 7 Exec Readouts & High-Stakes Conversations

12_Mid-Funnel_Email_Frameworks (1).docx

12_Mid-Funnel_Email_Frameworks.docx

Business Case Workshop.mp4

Enterprise_Account_Maps_Template.docx

Framework_for_Worldclass_Follow-Ups.pdf

How_to_Write_Forward-Worthy_Follow-Up_s.pdf

Mutual_Action_Plan_Template.xlsx

Selling_With_Buyers_A_Crash_Course.pdf

Strategic_Soundbite_Formula.pdf

Structuring_Your_POC_Worksheet.pptx

_Framework_Key_Account_Meeting_Prep_Sheet.docx

_Framework_The_Discovery_Roadmap_Crowd-Sourced_Questions.pdf

_Framework_Weekly_Pipeline_Update.docx

01 Introduction.mp4

02 How I fell in Love with Selling with Champions.mp4

03 The Shift to a Champion Mindset.mp4

04 Who Exactly is a Champion.mp4

01 Believability Ratings and Baseball Card Approach.mp4

02 Building the Baseball Card for Your Champion.mp4

03 Social Capital.mp4

04 Track Record.mp4

05 Influence.mp4

06 Incentive.mp4

07 Intel.mp4

01 How Your Potential Champions Evaluate YOU.mp4

02 6 Tactics for Showing Up Well With Your Champions.mp4

03 Neuro-Linguistic Programming.mp4

04 Spiral Dynamics.mp4

05 Spiral Dynamics in Practice.mp4

06 Testing Your Champions.mp4

Avoiding False Footholds.mp4

Foothold #1- Internal Priorities.mp4

Foothold #2- Dedicated Meetings.mp4

Foothold #3- Find a Climbing Buddy.mp4

Foothold #4- Projects NOT Products.mp4

Foothold #5- Brightspots.mp4

The Importance of Planning Your Route.mp4

01 What a Business Case is NOT.mp4

02 In-Depth Business Case Breakdown.mp4

03 The Metanarrative and Executive Summary.mp4

04 Using Customer Language.mp4

05 How to Use Your Business Case.mp4

01 Example #1 Intro.mp4

02 Business Case Teardown and Buildup #1.mp4

03 Example #2 Intro.mp4

04 Business Case Teardown and Buildup #2.mp4

01 A Framework for High-Stakes Conversations.mp4

02 Adapting Your Message for POC-Land and Expand Motions.mp4

03 Course Conclusion.mp4

Name

Part III Your first 30 days in six easy steps

Part II Six deadly mistakes to avoid in your first 90 days

Part I Introduction

Part IV The 31-60 day waterfall

Part V Days 61-90 (Demonstrate momentum and quick wins)

Part VI Beyond your first 90 days

Your first 30 days in six easy steps.mp4

1. Mistake 1- Random acts of execution.mp4

2. Mistake 2- Making changes too fast.mp4

3. Mistake 3- Inadvertently undermining your reps.mp4

4. Mistake 4- Trying to impact short-term revenue too fast..mp4

5. Mistake 5- Under-communicating with your cross-functional partners..mp4

6. Mistake 6- Under-communicating with your boss.mp4

1. Welcome, and my journey.mp4

2. Your role as a sales manager.mp4

1. Crystallize your 'observations' deck.mp4

2. Build your 'strawman' priorities.mp4

3. Solidify priorities with your boss.mp4

4. Rollout your priorities to your team.mp4

Demonstrate momentum, quick wins, make talent changes, and put everything in motion.mp4

1. Frontline Foundations.mp4

2. FREE BONUS- Part 1 of Sales Hiring Masterclass ($100 value).mp4

DECK_6_Techniques.pdf

Six 'Underground' Sales Techniques.mp4

Name

01 Introduction

02 Understand the Path to Close

03 Influence the Path to Close

04 Confirm the Path to Close

01 Introduction.mp4

02 Your Customer Is Ready to Buy- Not So Fast.mp4

01 Start With the Biggest Risk (Competition).mp4

02 The Series of Next Steps.mp4

03 Getting the Full Picture.mp4

04 Great Sellers SEEK Risk (Here's How).mp4

01 Two Closing Motion Questions.mp4

02 Strong Prescription Loosely Held.mp4

03 Four Quick Tips to Close Deals ON TIME.mp4

01 Stay On Top of Change.mp4

02 A Quick Summary and Conclusion.mp4

Name

1. Introduction

2. Issue Diagnosis Foundations

3. On the Phone Activities

4. Off the Phone Activities

5. Conclusion

Link.txt

01 Why Issue Diagnosis Matters.mp4

02 Meet Your Mentor.mp4

03 Course Overview.mp4

01 What is Issue Diagnosis.mp4

02 A Template for Diagnosing.mp4

01 Conversion Rate.mp4

02 Contract Value.mp4

03 Sales Cycle.mp4

04 How to Coach.mp4

05 Real Life Example.mp4

Exercise- Putting the Framework into Action.mp4

01 Pipeline Management.mp4

02 Pipeline Creation.mp4

03 How to Coach.mp4

04 Employee Health.mp4

05 Another Real World Example.mp4

Recap and Next Steps.mp4

Name

Conclusion and Next Steps

Introduction

Part I First Principles of SaaS Demos That Sell

Part III The 'Macro' Structure of Winning Demos

Part II Winning Demos Start with These Discovery Techniques

Part IV The 'Micro' Structure of Winning Demos (FAVORITE)

Part V How to 'Restructure' for Different Demo Scenarios

Conclusion and next steps.mp4

1. Introduction.mp4

2. My Story.mp4

1. Catalyze a Decision.mp4

2. Flip Your Demo Upside Down.mp4

3. Solve Exactly.mp4

4. Pain Relief and Loss Aversion.mp4

Value_Mapping.xlsx

1. Overview of the S.A.F.E.T.Y. Structure.mp4

2. Start with Pre-Call Planning.mp4

3. Align on the Decision.mp4

4. Frame the Problem.mp4

5. Establish the Big Picture.mp4

6. Take Them On a Journey.mp4

7. Yield and Pivot.mp4

14_demo_questions.pdf

From_Objections_to_Commissions_Cheat_Sheet.pdf

Pre_call_cheat_sheet.pdf

Value_Pillar_Slides.pptx

1. Cause Analysis- How to Align Your Demo With Pain.mp4

2. How to Align Your Demo with Their Perceptions.mp4

1. The FAVORITE Framework.mp4

2. Frame the Pain.mp4

3. Ask the Right Question.mp4

4. Visualize the Outcome.mp4

5. Orient Your Buyer to the Screen.mp4

6. Reveal the Workflow.mp4

7. Implant the Value.mp4

8. Tell a Story.mp4

9. Elicit a Response.mp4

14_demo_questions.pdf

Frame_the_Pain.pptx

Post-feature_demo_questions.pptx

Pre-Feature_Demo_Questions.pptx

Story_Famework.pptx

Visualize_the_Outcome_Exercise.pptx

1. How to Run 'Mini Demos' and 'Demoscovery'.mp4

2. Exec Demos.mp4

Exec_Demo_What_we_ve_heard_slide.pptx

April 21, 2023.mp4

April 21Value_Mapping_-_Sheet1.pdf

Aug 4, 2023.mp4

Dec 9, 2022.mp4

Feb 3, 2023.mp4

Feb 17, 2023.mp4

Jan 13, 2023.mp4

Jan 20, 2023.mp4

March 3, 2023.mp4

Nov 11, 2022.mp4

Oct 28, 2022.mp4