Salman Sales Academy - 8-week Sales Playbook cohort

A complete review of strategic prospecting, discovery and deal strategy to help you close more deals and accelerate your Sales career.

An 8-week program taught by Salman, who will walk you through his entire Sales playbook. Starts Thursday, Feb.2nd @ 6pm EST

Learn from Salman, who has:

• 16 years of tech Sales experience all as an individual contributor. I'm in the trenches.
• I've been in YOUR shoes for all this time - whether as an SDR, Commercial AE or Enterprise AE... and still am
• Spent the majority of my career at Salesforce and IBM, as well as startups.
• I've documented my learnings. It's all part of the playbook.
• I'll be sharing everything. All my Sales tips, strategy, how to find deals, how to navigate deals and ultimately close them. I won't leave anything on the table.
• Hundreds of Sales folks have reached out to tell me my content has helped them in their Sales roles.
• My Sales content has helped me grow my Linkedin following from 1,600 to 60,000+ followers in just 15 months.
• Have been on a dozen Sales podcasts sharing insights, including Andy Paul's Sales Enablement Podcast
• Also a panelist for John Barrows Sales webinar on Enterprise Sales
• Find me on Linkedin here: https://www.linkedin.com/in/salmanmohiuddin/

8-week program structure and full week by week Curriculum below:

1) PROSPECTING

• Strategic prospecting tips
• How to construct a compelling email to drive attention and meetings
• How to open and lead an effective cold call
• 3-step strategic prospecting technique review to helps land meetings with executives
• How to lead initial calls that focus on the problem vs the solution
• Effective ways to generate pipeline with prospects and existing customers
• How to develop a Point of View that will make you come across as a trusted advisor vs a typical "seller"
• Objection handling
• A TON more to share

2) DISCOVERY:

• How to lead an effective discovery
• How to uncover challenge and impact
• My 5-step Discovery framework that leads to effective outcomes
• The best discovery questions to ask that will have your customer open up and share
• How to quantify the impact and asking the right questions to uncover it
• How to get executive alignment
• How to deal with tough prospects and customers that won’t open up
• A TON more to share

4) DEMO:

• How to lead an effective and relevant Demo
• The best questions to ask in a demo
• How to deal with questions like, "how much does it cost?" or "can we get a trial?", etc....
• The art of Storytelling
  

3) DEAL STRATEGY

• I’ll share all the key items of my playbook, leaving nothing on the table.
• Pillars of the playbook that you can use in every deal cycle that will increase your close rates
• How to mitigate risk in your deals
• How to navigate complex deal cycles large and small accounts
• Effective ways to multi-thread
• How to drive alignment across multiple stakeholders and decision makers
• How to drive executive alignment early in a cycle to increase close rates
• Effective ways to re-engage customers who are ghosting you
• How to get deals unstuck and back on track
• How to effectively uncover the buying and evaluation process of your customer
• How to come across as a trusted advisor vs a typical "seller"
• How to get deals unstuck and how to deal with prospects who ghost you
• Forecast Calls: My forecast call framework on how to clearly articulate each deal so your manager is left feeling confident
• How to increase quality of your deals vs fluffy deals
• A TON more to share

Salman Sales Academy - 8-week Sales Playbook cohort, full CURRICULUM:

Week 1

• Mindset and qualities of top sellers
• Territory planning - best practices 
• Prospecting framework
  

Week 2 - Special guest: Anthony Natoli (Strategic AE, Lattice)

• Prospecting framework (cont’d)
• How to build a Point of View
• Problems, Impact, KPI 
• How to build an effective cold email and get the attention of executives
• How to build an effective warm and multi-threading email 
• Cold calling framework intro

Week 3

• Cold calling framework (cont’d)
• Objection handling
• How to approach a new account
• How to approach an existing account
• Top-down vs bottoms-up approach
• How to uncover big deals
• What makes a successful SDR <> AE relationship
  

Week 4

• 5-step Discovery framework 
• Do’s and Don’ts of Discovery
• What do before the Discovery and how to kick it off to build instant credibility
• Non-interrogative approach, but asking the best questions
  

Week 5 

• 5-step Discovery framework (cont’d)
• How to quantify impact
• How to deal with tough customers; objection handling
• Uncovering all the key aspects of a deal in a consultative manner
• How to conduct Discovery to ensure you have an impactful and relevant Demo
• Discovery framework summary

Week 6

• How to lead an effective, impactful and relevant Demo 
• Do’s and Don’t’s of demos
• How to tie your Demo directly back to Discovery
• How to deal with the most common questions (e.g. trial / pilot, pricing, competitive differentiation, etc… how to deal with it)
• Storytelling in your cycles
  

Week 7 - Special guest: Nate Nasralla (Founder, Fluint)

• Deal Strategy 
• Your biggest competitive differentiation
• Leveraging your internal team to accelerate your deal
• What you need to mitigate risk in your deals
• Multithreading best practices
• How to deal with RFPs
• Customer ghosting you? How to deal with it
• How to sell with buyers, no to them
• 1 page executive summary and business case
• How to write effectively in Sales to drive your cycles forward
  

Week 8 - Special guest: Jen Allen (Chief Evangelist, Challenger)

• Deal Strategy (cont’d)

• How to align multiple stakeholders
• How to lead executive meetings and presentations
• Business case best practices
• How to build a Mutual Plan that is truly Mutual
• Forecasting framework - how to make your leadership feel confident in your deals
  

STRUCTURE OF SESSIONS

• 1-hour session weekly for 8-weeks
• 40-min of in-depth overview followed by 20-min of Q&A
• You'll graduate with a certificate stating that you've completed the 8-week Salman's Sales Academy workshop

COST and DATES

• $999 USD, paid upfront
• Starts Thursday, February 2nd, 2023 @ 6pm EST. Weekly on Thursdays ending March 23rd, 2023.
• Once you purchase the program, you'll receive an email with confirmation as well as the calendar invites for all 8 sessions.