The Quest to Quota Attainment
COURSE FOR REVENUE PROFESSIONALS · 6 WEEKS · 4 WORKSHOPS
Reduce the stress of missed revenue targets. Join our workshops,
tailor made to teach you how to close new business, renewal and
expansion revenue in 2024.The ROI of this course will be your quota attainment.
HOSTED BY
Elizabeth Italiano & Indu Sudhakar of GTM Advisors
COURSE INCLUDES
4x
Expert Led
workshops
Biweekly
Office Hours
for extra support
Slack
Channel
with our team
Reference &
Verification
of completion
Why this course out of approximately a billion others?
We are offering a fresh take on how to succeed in 2024, because, well, the world looks very different today.Recession-like conditions are affecting what stakeholders are involved in decisions which further complicates sales cycles and client engagements. On top of that, there are influencers everywhere shouting things like "video prospecting is the new email" and it's hard to know what the right course of action is to take.This course isn’t new buzzwords on old material. It has been designed while we wore our binoculars looking into 2024 and NOT looking in our rearview at 2022.We identify why buyers buy and how they want to buy in this modern era. Our training is crafted in a way that works with the market and not against.Think of it like surfing. Surfers don’t ride into the wave, they ride with it. Our courses are designed to work with the market. Think of it like a surfboard. We’ll help you catch the revenue wave and gain momentum so you can ride the wave all the way to success (and a commission cheque).Whether your quota includes new business revenue, renewals or expansion this course is designed to help you attain your revenue targets.
"Sometimes I'll start a sentence and I don't even know where it's going. I just hope I find it along the way, like an improv conversation....an improversation.”
-Michael Scott
Our course will help you avoid moments like this when engaging with prospects and clients
Course Outline
Our workshops will combine sales & customer success revenue professionals, with breakout rooms when topics are more focused on specific Sales or CS functions.
SESSION 1
Jan 18, 2024
1pm EST
2024 Vision: Account Savvy
Modern Day Approach to Account Planning & Research
In the ever-evolving world of sales and customer success, the year 2024 demands a fresh approach. We're not just talking about any approach; we're talking about leveraging the genius of AI and thoughtful research to decode the enigmatic factors at play.Macro and microeconomic elements are on the chessboard, and it's a game of strategy.Our 2024 vision is about equipping you with the foresight and tools to navigate this intricate landscape. Welcome to the future of revenue generation prowess.
Net New Business - We'll teach you how to efficiently unveil insights about your target account, their industry, and the macroeconomic landscape. Armed with this knowledge, you'll be able to pinpoint the the right details and create messaging that leads you to more closed revenue.
Renewal and Expansion - We’ll guide you on how to see the big picture within an account. You'll learn to understand what's going on in the organization, how it relates to your business relationship, and how economic factors can affect your clients and their use of your platform.
SESSION 2
Feb 1, 2024
1pm EST
Persona-Driven Persuasion: 2024's Value Proposition & Messaging Masterclass
Value Proposition and Messaging
Your Product's Greatness Isn't a Universal Truth; It's All About Perception. The CFO Sees Differently Than the CRO. Even if You Don't Directly Deal with the CFO, You Need to Speak the Language of Their P&L. To win in 2024 you will need to understand how to persuade the entire buying committee and a big part of achieving this is your messaging. We’ll show you how to craft messaging that will resonate with each member of your audience.
Net New Business - The primary goal of persona messaging in sales is to acquire new customers or clients. We’ll show you the modern day approach to messaging that attracts potential leads, nurtures them through the sales funnel, and ultimately converts them into paying customers.
Renewal and Expansion - The approach for net new business can work for CS too. When there is an expansion opportunity with an entirely new business unit and set of stakeholders or there is a new stakeholder managing a renewal you will need to consider what messaging will be effective for these new stakeholders. We will also cover persona messaging tactics that will focus on value realization and retention.
SESSION 3
Feb 15, 2024
1pm EST
Pipeline Creation: Igniting Rapid Growth with Efficiency
How to Build Pipeline More Efficiently
We’re heading into 2024 and we’re still trying to cut through a cluttered inbox. And do we even know what inbox we are trying to cut through? Is it email, LinkedIn, Threads (is anyone actually using that?) … where does one even start? Why are we still grappling with 2010 problems in 2024? Because we’ve been doing the same things as everyone else for years and in overly crowded markets it’s time for a change.In this session we will teach you the tactics that are and aren’t working in today’s oversaturated sales and customer success landscape.
Net New Business - We will review how to efficiently and effectively build pipeline and qualify opportunities (and kick out the opportunities that suck!)
Renewal and Expansion - We will cover tactics to build and qualify CSQLs and how to turn those into real opportunities without compromising your role as a trusted advisor to your clients.
SESSION 4
Feb 29, 2024
1pm EST
Opportunity & Pipeline Precision: Mastering Efficient Growth
Mastering opportunity management and pipeline inspection
Don’t miss your quota again. Learn the art of pipeline prognosis and make unpleasant pipeline pushes and opportunity losses a thing of the past.You know that awful feeling, when you hear from a prospect or client that ‘this project has been deprioritized’ or ‘We’re simplifying our tech stack and canceling all nice-to-have tech’? Well, with our opportunity and pipeline management we will enable you to proactively prevent and spot issues during sales and renewal cycles. We'll do this in conjunction with showing you how to effectively leverage any diagnostic framework.
Net New Business - in this session as we unveil the secrets of identifying the gems and weeding out the time-wasters in your pipeline. Gain the power to effectively navigate your opportunities, steering clear of deal delays and unforeseen setbacks. Say goodbye to wasted time, surprise losses and hello to strategic sales mastery (and your commission cheque).
Renewal and Expansion - We'll address unlocking revenue without losing trust. Who said hitting your revenue target means sacrificing your trusted advisor status? We've got the winning formula to show you how. Discover the art of engaging your clients well before renewal time, effectively minimizing churn risks. Isn't it more appealing to have renewal conversions that feel like strategic, forward-looking discussions, rather than a desperate product pitch right before a renewal date? We'll also delve into the delicate balance of managing expansion opportunities while still meeting your existing clients' needs.