High-Performance Sales Playbook
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Module 1: Diagnosing Your Funnel
Measuring Conversion Rates by Stage Not Just Win Rate
Preview
How Top-Decile Performers Differ From Average
Running Your Personal Funnel Audit
3 lessons
Module 2: Territory & Time Allocation
Applying 80/20 Account Prioritization
Time-Blocking Prospecting Versus Deal Work
Escaping the Busy-but-Not-Productive Trap
3 lessons
Module 3: Competitive Selling
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
3 lessons
Module 4: Mutual Action Plans
Why Verbal Timelines Fail in Complex Deals
Building a Mutual Action Plan the Buyer Co-Owns
Using the MAP to Surface Stalled Deals Early
3 lessons
Module 5: Negotiating Without Discounting First
Trading Concessions Instead of Giving Them Away
Anchoring and the First-Offer Effect in Sales Negotiation
Protecting Margin Under Deadline Pressure
3 lessons
Module 6: Building Your Weekly Cadence
The Weekly Rhythm Top Performers Keep
Pipeline Review Versus Deal Review
Writing Your Personal 90-Day Performance Plan
3 lessons
Module 2: Territory & Time Allocation
Applying 80/20 Account Prioritization
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