Foundational Process

Thousands of digital, tech and integrated marketing sellers have attended our “Leading with Needs” workshops over the past two decades. Starting with the inherent complexity, detail and dynamism of today’s media/ad-tech world, we give participants actionable structure and tactics, which they apply to real sales and real accounts during our workshops. Scroll over the boxes below to understand the individual workshops; click on those that you’d like to explore for your team; or scroll over the boxes to understand the components of "Leading with Needs" which can be delivered via a day-long in-person workshop or five-workshop Zoom series.

Leading with Needs: Foundational Five Workshop Series via Zoom

A sequential program made up of all five workshops on this page. Provides your team with a solid process to connect with clients, from research and intent to closing and negotiation.

Leading with Needs: In-Person Group Workshop

A daylong, highly interactive program featuring all the elements on this page. IRL!

Setting Intent & Researching the Customer

We explain the different budgets and decision makers, client and agency, understand their motivations, and demonstrate how fast and easy it can be to do relevant, powerful research.

Diagnosis: Developing Your POV & Customer Prescription

Here we speak directly and specifically about the client need and how to lead with it, both in the meeting and in the emails and voicemails you’ll use to secure your meetings

Comms Strategy, Securing the Call & Effective Follow Up

Now that you’ve identified a specific client need and solution, how do you make the most of email to get the meeting and continue advancing the opportunity.

Running Collaborative Meetings That Lead to the Close

Leading the customer to your solution and to the closing and qualification process is completely doable. But you have to have a plan.

The Fourth Quarter: Closing, Objections, Qualification & Negotiation

Closing isn’t the end of the meeting: it’s the beginning of the most important part. Here’s a simple, easy to remember process.

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