At the end of the program many participants will find it hard to believe their business looks-n-feels as different now as compared to the start of the program.  Some will look back and wonder why the changes they made weren’t obvious to them years ago.  You will look at your business differently and be energized to launch new lead generation campaigns and talk to prospective customers.

When the program concludes, you’ll have everything you need to both attract and create sales-ready leads.  And close more sales opportunities.

Here’s how the six week program breaks down:

Weeks 1-3:  Phase I — Reposition for Success
This is the foundation for all future success. In the first three weeks we’ll completely reposition your offering, taking what you sell today and turning it into a story prospective customers are attracted to:

• redefining what you do -to- what you do for your customers — the difference creates extraordinary results
• identifying what’s truly unique about what you have to offer, not just what’s different
• surfacing the real reasons prospective customers can believe in you, your offer, and promise of a benefit worth buying
• reposition the features, functionality, and advantages of your product and service to support the benefits your prospective customers value and want to purchase

At the end of this phase, you will have a clearer picture of who you really are from a prospective customer’s perspective. Talking to prospects will be easier, clearer, and more welcoming.  You’ll have a compelling story that attracts sales ready leads.

Weeks 4-5: Phase II — Customer-centric Marketing
This is where the program turns toward actions directed at a prospective customer.  More accurately, not just any prospective customer, but your ideal customer — someone who recognizes and values the benefits you offer.

• profile your ideal customer
• define your target customer’s buying process — note I said define, not document…there’s a huge difference
• overlay your sales process and identify touch points
• create outcomes and calls to action for your sales process

There’s a continuous feedback during this phase to the first.  The deeper we get into the head of your prospective customer and their purchase process, the more we need to refine your position. During this phase, we’ll reference our earlier work and tweak it as the program continues.

Week 6: Phase III — Putting it all into Action
The first five weeks will go by fast.  In this last week we’ll create a specific plan of action to take your new business to targeted prospects.  We’ll develop specific action plans and equally as important, put in place a methodology to measure progress and keep you focused on lead generation and sales activities.

When the program concludes, you’ll have everything you need to both attract and create sales-ready leads.  And close more sales opportunities.

Supplemental Stuff
Beyond the standard ways to deliver a program like this , I’m including a number of tools to use after and outside the program.  The idea is to give those of you who join the program tools you can use in interactions with prospective customers to reinforce and remember key principles taught in the program.

Checklists and Cheat Sheets – Along the way there are checklists, diagrams, and cheat sheets offered as handy reference guides to walk you  through customer conversations and interactions away from the program.  These handy lists and reminders can be used to review and refresh the work we’ve completed just before you speak with a prospect or head into that big meeting.

Revenue Reporting Tool — I’ve used a lot of tools in my career to manage sales opportunities and forecast sales.  Some tools have been services purchased online and others custom-made in-house solutions to forecast revenue.

Some of these tools were pretty good. Others were worthless.

Over time, I found a number of ways to forecast revenue that didn’t take a long time to administer — creating a common language everyone involved in the revenue reporting process could easily understand and eliminate a salesperson’s ability to hide activity.  Better, I found a simple way to keep foretasted opportunities on track and focus  sales time to maximize the likelihood of closing a deal.   As a result, sales forecasts became more accurate and predictable — forecast creep was greatly eliminated.

It’s not a complicated system — in fact, it’s really simple.

I’ve used this forecasting method in numerous companies with great success.  It can be implemented in many SaaS forecasting tools and even managed from Excel.  I’m including every thought behind it in this program — a simple tool to help you close more business.

Bonus for the Fist Group
Direct Access and Feedback — I’ll personally lead the first group to go through this program — it won’t be self-study, but a guided program to reposition your offer and prepare yourself for greater revenue success.  As you go through each module, you have the opportunity to upload your notes, thoughts, and homework for me to review, comment, and offer advice from my experience. I’m doing this because I want to make sure this program delivers at its highest potential value.

This allows you to take the information I have to offer, implement it in your own business, and have me review it.

Also, a forum is integrated into each piece of information to expand the discussion of a given topic — questions can be asked and discussions can be created to continue a line of thought or seek more specific information.  I’ll be active in the forum, involved in each question and discussion.

I don’t know if future participants will be guided through the program like the first group — maybe, but I’m honestly not sure.  For some, this will be a bonus that makes a world of difference. It’s something you may want to take advantage of.