A six-module course for quota-carrying reps and team leads who want to close the gap between average and top-decile performance. You will diagnose your own funnel stage by stage, restructure how your week and territory get your time, sharpen competitive selling and negotiation, put mutual action plans to work on live deals, and lock it all into a weekly cadence and a personal ninety-day plan.

Modules

Module 1: Diagnosing Your Funnel

Lessons

• Measuring Conversion Rates by Stage Not Just Win Rate Preview
• How Top-Decile Performers Differ From Average
• Running Your Personal Funnel Audit

Module 2: Territory & Time Allocation

Lessons

• Applying 80/20 Account Prioritization
• Time-Blocking Prospecting Versus Deal Work
• Escaping the Busy-but-Not-Productive Trap

Module 3: Competitive Selling

Lessons

• Selling Against a Named Competitor Without Trashing Them
• Reframing the Conversation Instead of Fighting Feature Wars
• Knowing When to Walk Away From a Losing Deal

Module 4: Mutual Action Plans

Lessons

• Why Verbal Timelines Fail in Complex Deals
• Building a Mutual Action Plan the Buyer Co-Owns
• Using the MAP to Surface Stalled Deals Early

Module 5: Negotiating Without Discounting First

Lessons

• Trading Concessions Instead of Giving Them Away
• Anchoring and the First-Offer Effect in Sales Negotiation
• Protecting Margin Under Deadline Pressure

Module 6: Building Your Weekly Cadence

Lessons

• The Weekly Rhythm Top Performers Keep
• Pipeline Review Versus Deal Review
• Writing Your Personal 90-Day Performance Plan