Main logo__Deal CADENCE blue symbol with white text

Helping Sales Teams Get More Wins

Common Challenges Addressed

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Deals Stalling or
Ending in No Decision

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Not Getting
Executive Sponsorship

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Selling Product vs.
Business Gain

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Selling
Price vs. Value

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Bad Forecasts

ABOUT US

What is B2B Deal CADENCE?

Good question! I developed B2B Deal CADENCE for sales leaders to quickly diagnosis the health of their enterprise opportunity pipeline and coach their sellers strategically forward to either confidently disqualify or effectively move deals forward.

CADENCE quickly gives leaders and their sellers a clear gap analysis on an opportunity. It provides the sales leader with a framework of accountability to up-level sellers in preparation, and in their strategic coaching to sellers, when it counts.

EXPECTED OUTCOMES

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1.

Having command of your pipeline and the opportunities in them

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2.

Higher rep productivity, win rate, deal size and shortened sale cycles

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3.

Confidence in the forecasts with an understanding of the deal drivers in them

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4.

Real time vs. classroom strategic opportunity  coaching and accountability

OPPORTUNITY GAP ANALYSIS

Deal CADENCE Opportunity Coaching 2-Pager

Reduce slips, stalls, and no decisions. Download here:




    IN THE END

    The Result

    Sales leaders will learn to quickly cut through the noise:

    • Identify where and why sales cycles are veering off-course
    • How to coach sellers back on track
    • Move your key opportunities forward or disqualify them with confidence!
    1.

    Mindset: Access to key stakeholders, selling value and negotiating good terms all begin with a seller’s mindset. Some have the right mind set, some don’t. A reset in perspective can quickly change bad outcomes to good for well coached sellers.

    Strategy: Understanding when a seller has the most power in a sales cycle is the beginning of up-leveling opportunities. It means knowing where you are in an opportunity & therefore what is the most critical next step.

    2.

    Tactics: A sale cycle is not a sales cycle without an agreed next step between the buyer and the seller. How do we get agreement with the prospect not only for their decision process, but also for what we need for the win.

    3.

    Outcomes: When a seller can get perspective (AKA coaching) and understands what the next most important next step is to achieve a successful outcome, they are in control of the opportunity.

    4.

    TESTIMONIALS

    Our Past Clients' Thoughts

    Jeff has a great ability to diagnose the current state through engaging dialog, smart questioning, and data analysis. He inspires confidence, teaches technique, and challenges team members to be accountable for the expectations of their role. The sales team at Innovapptive is now more capable to produce larger and more consistent outcomes. As a sales leader my ability train and coach the team, and ability to deliver higher accuracy forecasts has reached a next-level.

    Sven Bergstrom

    Strategic Account Executive
    Jeff he has made an incredible impact on our sales organization and company as a whole. We have implemented a definitive opportunity process along with regular opportunity training. Our reps look forward to the training we do and have completely bought in. We are in the process of moving upmarket and selling larger more enterprise level deals and I couldn't imagine doing it without Jeffs guidance. To any leader of a software company looking to take their sales department to the next level I highly recommend Jeff Johnson.

    Trey Gibson

    CEO
    Jeff is the best teacher I have ever had in my life. His expertise and knowledge in the sales process not only helped me realize my potential but enabled our company to grow its profits exponentially. His confidence in me and ability to help me recognize my strengths gave me more confidence and helped grow my sales to over 138% of quota.

    Sean Brockette

    Major Account Manager
    A truly gifted sales coach! Jeff instills belief in an opportunity process and system, through coaching, mentoring we become world class sales organization. I could always count on Jeff to deliver leadership, experience, and strategic thought to all sales challenges I faced. He is a great sounding board for success!

    Ed Manning

    Sr. Sales Exec
    Jeff is a master sales coach and process guru. He has done a phenomenal job with the Bridgeway sales team, developing the sales strategy, and motivating this team to new heights. Jeff has helped us change course for the better and for that I am deeply appreciative.

    Keith Okano

    President
    When you realize that conventional sales efforts are stale and yield less than stellar results, call Jeff. Jeff's value is exponential in nature and can be qualified and quantified very quickly. A true master of the psychological battle that occurs during a sales cycle.

    Chris Connor

    Director of Customer Service
    Jeff inspires and drives sales teams to exceed expectations. Utilizing the Opportunity Coaching System, he coaches salespeople by motivating them to outperform goals and set new company sales records by transforming attitudes, techniques. Working with Jeff helped me to metamorphize my sales process to a level that I did not know existed. My results have been phenomenal.

    Laura Cassels

    Sales Manager
    Jeff is a master sales coach and process guru. He has done a phenomenal job with the Bridgeway sales team, developing the sales strategy, and motivating this team to new heights. Jeff has helped us change course for the better and for that I am deeply appreciative.

    Keith Okano

    President

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