Achieve Sales Mastery
Challenge Focused Selling™ crafted for B2B Tech Account Executives.
Overcome sales target obstacles and accelerate to the top 10% of your organization.
MODULE ONE
Introduction to Challenge Focused Selling™
OUTCOME
Understanding the foundation of Challenge Focused Selling™.
DESCRIPTION
Kickstart your journey by learning the core concepts of Challenge Focused Selling™. This module sets the groundwork for transforming your sales approach.
MODULE TWO
Understanding Your Sales Ecosystem
OUTCOME
Enhanced understanding of your ICP (Ideal Customer Profile) and customer challenges, consequences and root causes. Creation of your personal 4C Buyer Blueprint.
DESCRIPTION
Delve into the specifics of your ICP, identifying decision makers and influencers, and mapping challenges to your solution/product/service effectively.
MODULE THREE
Advanced Prospecting Techniques
OUTCOME
A robust pipeline of qualified leads.
DESCRIPTION
Learn and apply cutting-edge prospecting methods to fill your sales funnel with high-quality leads.
MODULE FOUR
Effective Communication Skills
OUTCOME
Mastering the Art of Communication and Discovery Calls.
DESCRIPTION
Master the art of engaging and influential communication that resonates with potential buyers. Advanced Problem Solving and Core Issue Identification and Agreement. Discovery Call and Deal Reviews throughout for reinforcement.
MODULE FIVE
Negotiation Excellence
OUTCOME
Stronger negotiation skills leading to favorable deal terms and higher ARR/ACV.
DESCRIPTION
Equip yourself with advanced negotiation techniques to close more deals on your terms without discounting.
MODULE SIX
Closing Techniques
OUTCOME
Increased Win Rates, Shorter Sales Cycles.
DESCRIPTION
Focus on various closing techniques to ensure you can seal deals confidently and proficiently.
MODULE SEVEN
Managing Sales Objections
OUTCOME
Ability to tackle and overcome objections with ease.
DESCRIPTION
Learn strategies to proactively address and dispel customer objections to keep deals moving forward.
MODULE EIGHT
Leveraging CRM for Success
OUTCOME
Proficient use of CRM to streamline the sales cycle and make data driven decisions to keep deals from stalling.
DESCRIPTION
Maximize your CRM capabilities to create a repeatable sales process, enhance efficiency in tracking deals, managing customer interactions and troubleshoot stalled deals to re-engage buyers.
MODULE NINE
Building Long-term Customer Relationships
OUTCOME
Stronger, more sustainable customer relationships and referrals.
DESCRIPTION
Focus on nurturing strategies that ensure long-lasting relationships with buyers, boosting retention and upselling opportunities and cultivating referrals.
MODULE TEN
Advanced Sales Analytics
OUTCOME
Enhanced ability to make informed sales decisions. Ability to focus on and influence the metrics that matter to meet quota and sales targets.
DESCRIPTION
Dive into key sales analytics to understand key performance indicators and use data to drive your sales strategy and anticipate and influence quota attainment.
MODULE ELEVEN
Scaling Your Sales Efforts
OUTCOME
Preparedness to expand your sales efforts effectively, increase TOFU (top of funnel), Win Rates, and scale Deal Velocity.
DESCRIPTION
Learn how to strategically scale and manage your sales pipeline to increase volume and win rates, without losing quality in buyer engagement.
MODULE TWELVE
Integrating and Mastering Challenge Focused Selling™
OUTCOME
Full readiness to apply Challenge Focused Selling™ in your daily sales activities.
DESCRIPTION
Consolidate all the skills and techniques you've learned through a capstone project that ensures you can apply Challenge Focused Selling™ seamlessly in your role.
Modules
1
Self Discovery
This is the starting point, you embark on a journey of self-discovery. By identifying your ideas, values, interests, passions, and strengths, you’ll be able to start to map out a meaningful and fulfilling future beyond your current role and identity.
Duration: 3 hours
2
Purpose Discovery
The 'Purpose Discovery' module involves deep, perhaps lengthy, reflection exercises and visualisation techniques to help you discover and validate your new purpose beyond your work identity. You will leave this module feeling empowered and confident about your next phase of life.
Duration: 3 hours
3
Process Development
In this ‘foundation’ module, you’ll start to build a clear roadmap for your journey into the future. Through a clear understanding of goal-setting and action planning, you’ll gain the tools and techniques you need to navigate this significant transition. You may well find this quite different from any change you’ve managed before.
Duration: 3 hours
4
Support Development
This module will guide you in how to prepare yourself for the way forward. You’ll learn to ‘let go’ of the ‘past’ and the need for forgiveness and gratitude to facilitate this. We’ll discover who and what to avoid and how to identify ‘partners in believing’ who’ll support you in what may be a complex period of setting yourself free.
Duration: 3 hours
5
Managing Transition
Building on the previous module, you'll learn stress management techniques, how to deal with anxiety, and resilience-building strategies. You’ll learn to have faith and belief in yourself and transmit this to others. We’ll revisit the work you did in Modules 2 and 3 and fill out any additional detail or clarity. This module prepares you emotionally to manage the way forward seamlessly.
Duration: 3 hours
6
Harvesting Transition
In this module you’ll ‘launch’ your new ‘business’ of being YOU in ‘life-after-work’. You'll learn confidence-building exercises and ongoing action planning techniques to face any future fears and uncertainties. By paying attention to your intention without tension and with the support of your ‘team’ you can be confident your expectations will be met. This module ensures you step into your next phase ‘Powered Up’ with a sense of renewed significance and life force. Perhaps it’s time for a ‘starting party’!
Duration: 3 hours
Who is it for?
- Account Executives at a B2B Technology (SaaS) companies.
- Struggling to meet or exceed sales targets.
- Ready to embrace a new selling methodology to improve your performance and consistently crush quota.
Who is it not for?
- Not involved in B2B Sales.
- Confident in your existing sales methods and not open to learning new strategies.
- Not committed to doing the work to break through barriers for top-tier sales success.
About Leah Borges
I'm Leah Borges, with over 15 years of sales experience across B2B, B2C and specialties in Consulting, Technology and SaaS. I've excelled in crafting and closing deals from modest annual contracts to substantial multi-year enterprise agreements. My experience spans various industries, including Consulting, Technology, Ecommerce and Hospitality, equipping me with a flexible skill set that adapts to changing market demands. I'm dedicated to refining sales processes through Challenge Focused Selling™ - a method I developed to focus on buyer relationships and problem solving strategies for real-world sales success. My coaching empowers Account Executives at B2B companies to consistently crush their quotas and rise to the top 10% of sellers in their organizations.
Achieve B2B Sales Mastery
Challenge Focused Selling™ crafted for B2B Account Executives.
Overcome sales target obstacles, smash quota and accelerate to the top 10% of your organization.
