The GUIDE Selling Framework
Over 70% of Modern buyers in all generations don't want to work with a salesperson.
They prefer to go it alone.
They do not believe salespeople add value. Unfortunately, they are often correct.
Despite dramatic improvements in technology and selling techniques, sales reps hitting quota continues to linger under 50%.
You don't have to settle for mediocre results.
The GUIDE Selling Framework is remarkably simple and adaptable to any complex, consultative, or value-selling scenario.
You GUIDE the prospect to the best buying decision by walking them through the steps: Guide, Understand, Impact, Decide, and Elevate.
The ever-popular and proven story of the Hero's Journey, by Joseph Campbell, inspired the GUIDE principles. The GUIDE (you) helps the Hero (your client) achieve greatness, precisely what the modern buyer needs.
GUIDE is a buyer-aligned selling framework combining the process, methodology, and coaching to create a flywheel growth effect
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Services Offered
Sales Process
Do you have a staged and milestone-driven sales process?
Sales Training
Accelerate your growth with customized go-to-market programs.
Sales Hiring
Reduce hiring mistakes with a sales-specific hiring process.
What is the GUIDE Sales Process?
GUIDE is a buyer-centric sales process customizable to any complex selling scenario. Unlike traditional processes, GUIDE fosters co-creation and is done with the buyer. Not to them.
Modern buyers want to be part of the solution and we must help understand their goal to help co-create the future.
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Sales Hiring
Is there any other role in your company that deals with rejection daily? Salespeople are different, and you need a different process for building a successful sales team. You start with your culture and the work to be done. I'll help you build a repeatable process to find the right person for your clients and your team.
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Sales Training
We lose what we don't use. Or, you've probably heard it as, "Sales Training doesn't work." The problem is not the sales training; it's that the training isn't part of your daily plan. I've read dozens of books and hundreds of articles and spent thousands on sales training during my career. The breakthrough came when I incorporated the training into my daily practice.
What if your sales methodology (the training) was part of your sales process and was wrapped into the systems you use daily? You build repetition into the daily workflow. Your methodology is customized to your business and your markets. We deliver customized training built for your business.
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