QtQA
Quest to Quota Attainment
The ROI will be your commission cheque.
Course Outline
Modern Day Approach to Account Planning & Research
Account Research is only helpful if you know how to apply your research effectively. But how do you synthesize vast amounts of data down to information that will actually help in your sales and customer success efforts?
It starts with the PART framework. In this course, we will cover:
- Intro to our buyer enablement framework, PART
- How to avoid going down a research rabbit hole
- Modern day resources to use for Account Research
- Ways to leverage ChatGPT to make the research process more efficient
- Tying all of your research together with Account Plans
Net New Business – We’ll teach you how to efficiently unveil insights about your target accounts.
Renewal and Expansion – We’ll guide you on how to see the big picture within an account and how it relates to your business relationship.
Persona-Driven Persuasion
With the average human attention span now less than 8 seconds (shorter than that of a gold fish!), it’s becoming increasingly harder to gain & maintain attention. To be competitive & win in today’s environment, you also need to get buy-in from entire buying committees. A big part of how you achieve this is mess, but not the kind filled with the fake personalization that is so rampant today.
In this course, we will show you how to:
- Intro to our buyer enablement framework, PART
- Craft messaging that resonates with your audience with the PART framework
- Personalize messaging with our Engagement Logic Map
- Create PART cards at the individual stakeholder level and how to use them to multi-thread and engage with all stakeholders effectively.
- Engage with and sell to a CFO
- Leverage modern-day communication channels
Net New Business – We’ll show you the modern day approach to messaging that attracts potential leads, nurtures them through the sales funnel, and converts them into paying customers.
Renewal & Expansion – We will also cover persona messaging tactics that focus on value realization and retention.
Micro Skills Series: Success Plans
Client collaboration and Success Plans are not about the template. They are about how you engage with clients to enable them to adopt your solution, achieve their goals, and ultimately renew (and hopefully expand) your clients. They are meant to be a collaborative, win-win effort.
In this course, we will teach you how to:
- Intro to our buyer and customer enablement framework, PART
- Drive customer enablement and revenue with the PART framework
- Common mistakes to avoid with Success Plans
- Use our hierarchy approach to Success Planning
- Tie the PART framework to Success Plans and client collaboration
- Engage with multiple stakeholders with PART cards
This Success Plan course will help set your client up for value realization and you up for renewal attainment.
Micro Skills Series: Discovery
Too often, discovery is treated like a checklist of questions that a rep must answer to satisfy their discovery and sales process requirements rather than a conversation. This results in lost opportunities, wasted time, and poor buyer experiences.
The key to good discovery is not what discovery framework you follow. It comes down to curiosity, asking layered questions with the objective of truly understanding your prospects’ and clients’ problems.
If you want to be a top-performing sales rep, developing great discovery skills is critical. In this course, we will cover:
- Intro to our buyer enablement framework, PART
- The importance of ABC – Always Be Curious.
- How to conduct layered discovery.
- How to approach discovery with a buyer enablement focus.
- How to tie Discovery to the PART framework throughout the entire buyer and customer journey.
- Discovery for new business
- Discovery for expansion
- How to identify root causes of churn risk through discovery
- Tying PART to other sales methodologies – diagnose with discovery frameworks and prescribe with PART.
Learn how to conduct a discovery conversation expertly so you can guide buyers and clients through their buying and customer journeys and decision-making processes.
Sales Skills for Buyer Enablement
Avoid opportunities that won’t budge, weak pipeline, and missing your quota. Learn how to build quality pipeline and master opportunity management. Our approach puts the buyer front and center, enabling you to proactively prevent and spot issues during sales and renewal cycles.
You know that awful feeling, when you hear from a prospect or client that ‘this project has been deprioritized’ or ‘We’re simplifying our tech stack and canceling all nice-to-have tech’? This course will make unpleasant pipeline pushes and opportunity losses a thing of the past.
In this course, we will cover:
- Intro to our buyer enablement framework, PART
- How to guide buyers and clients through their entire buyer journey with our PART framework.
- How to apply discovery conversations to guide buyers through their entire buyer journey, evaluation and decision process.
- How to get past status quo
- Addressing the Cost of Inaction so you don’t lose any more deals to no-decision
- How to gain and maintain trusted advisor relationships
- Leveraging Champion & Relationship mapping. We’ll help you avoid getting stuck in the friend zone.
- Using Mutual Action Plans to help guide the buyer and ensure alignment
- How to progress deals asynchronously
- The benefits of Storytelling and how to use ChatGPT to create your own pocket stories (no more waiting on Marketing).
Net New Business – We’ll show you how to weed out the time-wasters in your pipeline. Learn to effectively navigate your opportunities, steering clear of deal delays and unforeseen setbacks. Say goodbye to wasted time, surprise losses and hello to strategic sales mastery (and your commission cheque).
Renewal and Expansion – We’ll address unlocking revenue without losing trust. Who said hitting your revenue target means sacrificing your trusted advisor status? Discover the art of engaging your clients well before renewal time, effectively minimizing churn risks. Isn’t it more appealing to have renewal conversions that feel like strategic, forward-looking discussions rather than a desperate product pitch right before a renewal date? We’ll also delve into the delicate balance of managing expansion opportunities while still meeting your existing clients’ needs.
PART: The Buyer and Customer Enablement Framework for Revenue Teams
Current buyer and customer experiences needs an overhaul and a more modern approach.
After observing thousands of calls with hundreds of AEs, AMs, and CSMs that we’ve worked with, and assessing many sales and customer success processes Indu Sudhakar, and I identified consistent problems with existing sales processes and customer success processes. These problems were leading to lost deals, terrible buyer & customer experiences, churn, and under performing reps.
There is a disconnect in how buyers and clients want to buy and engage vs what companies are delivering.
PART helps to take you from disconnect to alignment and from lost deals to won deals.
Rather than force prospects and clients into our linear ineffective processes, we need to meet them where they are and facilitate decision making, adoption, and goal attainment.
This is what led us to develop our buyer & customer enablement framework called PART.
Emma Lo
Customer Success
Strongly recommend this course for any CS and sales leaders.
Mariah Pinkney
Founder & CS Leader
I recently attended the "Quest to Quota Attainment Workshop" led by Elizabeth and Indu. This workshop was an enlightening experience, offering innovative perspectives on Customer Success strategies. Elizabeth and Indu have a unique talent for demystifying complex concepts for CSMs and Account Managers. Their methodology promotes creativity and thoughtfulness, moving away from the repetitive routines commonly found in CS and sales strategies. The workshop stands out for its ability to personalize and humanize strategies, illustrating how leveraging new technology can broaden our approaches. The content is rich with knowledge and insights, proving that there's always something new to learn. For professionals in the CS & Sales fields looking to inject innovation into their practices or in need of an in-depth refresher, I highly recommend this workshop.
Sarah
Strategic AE
Best sales training I've ever been to. It wasn't the same old basic sales course like I've attended in the past. This course connects the dots on all aspects of the sales cycle and helps you become a better seller and more strategic. Their buyer enablement focus is unique and isn't just about following a basic framework. This course helps you navigate everything from account research, to using it the to create personalized messaging, to how to progress a deal through each stage. I like the way they break up new business vs selling to existing business. I am new to selling to existing customers so this was hugely helpful. Since taking this course my win rates improved, I'm closing deals more quickly and hitting my targets.
Sanam
Sales Executive
Indu and Elizabeth truly excelled in their leadership of this sales course, going above and beyond to customize it to address the modern-day challenges prevalent in the 2024 market. Their expertise and adaptability made this course an indispensable asset for advancing my sales career. I've found the insights gained from this program to be incredibly valuable in my day-to-day. I highly recommend it to anyone looking to enhance their sales skills and stay ahead in today's dynamic market.
Course Creator & Instructor:
Elizabeth Italiano
With 19 years of experience across GTM with a focus in sales and customer success Elizabeth has experienced what works and what doesn’t work in all aspects of revenue generation and management. This experience includes working at companies such as Salesforce and Vend POS (acquired by Lightspeed) and with over 70 clients through her consulting practice. Not only does her experience include relevant sales and customer success leadership roles but her tenure in her career has meant navigating numerous economic downturns, industry booms, and tech transformations. If Elizabeth is teaching about it or talking about it, it means she has seen it work (or not work) in real life. The Quest to Quota Course, services and operational work are rooted in reality. She focuses on knowledge transfer and not theoretical ‘thought leadership’.
Course Creator & Instructor:
Indu Sudhakar
Indu has spent over a decade in the tech industry, including founding her own startup and consulting with Unicorn tech companies — many of whom are all feeling the heat of the current economy. Her background as an operator and leader in the SaaS sales space has given Indu a deep understanding of what actually works when it comes to revenue generation. She makes a concentrated effort to coach with tactical, realistic approaches that put more money in the pockets of ICs, not pie-in-the-sky frameworks that are outdated or hard to leverage.
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