Sell as a Master "SaaM"

Here we go, we would like to invite you to a free session about the Pipeline Management and Forecasting.

Youssef Omar will take the lead to explain how to manage as a CRO.

Below is the details.
CRO Methodolgy in Pipeline Management and Forecasting
Saturday, June 27 · 8:00 – 9:00pm
Time zone: Africa/Cairo
Google Meet joining info
Video call link: https://meet.google.com/nog-wwve-gpn

Also, you can fill the form below and we will send the invitation.
https://forms.gle/D3sPt14HwrvfV5br8

The best discovery calls don't feel like interviews. They feel like consultations.

A good doctor doesn't prescribe before diagnosing. They follow symptoms to root causes, ask implication questions, and understand what's at stake before they recommend anything.

Symptom → Diagnosis → Prescription.

Apply this to your discovery: What symptom is the buyer describing? What's the root cause? What happens if it isn't treated?

That shift from interviewer to diagnostician is what separates reps who pitch from reps who win.

أحسن مكالمات الـ Discovery مابتحسّش إنها انترفيو. بتحسّ إنها استشارة.

الدكتور الكويس مابيكتبش روشتة قبل ما يشخّص. بيتتبّع الأعراض لحد السبب الجذري، بيسأل أسئلة عن النتايج، وبيفهم إيه اللي على المحك قبل ما يرشّح أي حاجة.

عَرَض ← تشخيص ← علاج.

طبّق ده على الـ Discovery بتاعك: العميل بيوصف عَرَض إيه؟ السبب الجذري إيه؟ هيحصل إيه لو فضل من غير علاج؟

التحوّل ده، من واحد بيعمل انترفيو لواحد بيشخّص، هو اللي بيفرق بين Sales بيعرض Sales بيكسب.

DM us at +201130100209 to claim your seat.
Training Days: July 17-18-24-18, from 10:00 am to 04:00 pm.

Please find the course outlines here:
https://drive.google.com/.../1TroJNo1ka1ho14LseG3.../view...

For policies, terms, and conditions, please check the following link:
https://drive.google.com/.../1xFzQ6BEodMWhTFmmwye.../view...

Also, you can leave your information here, and our team will contact you: https://forms.gle/x7eAdLwQ5izYjrzq9

"This pricing expires Friday" is a fabrication. Buyers know it, and it teaches them to ignore every deadline you set from that point on.

Real urgency is already in the deal. Tied to a regulatory date, a go-live, a board commitment, a fiscal year end.

Your job isn't to create urgency. It's to find it and make it visible to everyone in the buying committee.

What's your go-to question for uncovering a compelling event?

Real urgency is already in the deal. Tied to a regulatory date, a go-live, a board commitment, a fiscal year-end.

Your job isn't to create urgency. It's to find it and make it visible to everyone in the buying committee.

"العرض ده بينتهي يوم الجمعة" دي حدوتة، العميل عارف كده، وبتعلّمه إنه يتجاهل أي Deadline بتحطّه من اللحظة دي.

الـ Urgency الحقيقي موجود أصلاً في الصفقة، مربوط بتاريخ تنظيمي، أو Go-Live، أو التزام أمام الـ Board، أو نهاية سنة مالية.

شغلتك مش إنك تصنع الـ Urgency، شغلتك إنك تلاقيه، وتخلّيه واضح لكل اللي في الـ Buying Committee.

DM us at +201130100209 to claim your seat.
Training Days: July 17-18-24-18, from 10:00 am to 04:00 pm.

Please find the course outlines here:
https://drive.google.com/.../1TroJNo1ka1ho14LseG3.../view...

For policies, terms, and conditions, please check the following link:
https://drive.google.com/.../1xFzQ6BEodMWhTFmmwye.../view...

Also, you can leave your information here, and our team will contact you: https://forms.gle/x7eAdLwQ5izYjrzq9

03 No compelling event: urgency without a date is hope, not a pipeline.

01 -Single-threaded: one Champion, one point of failure, one job change away from starting from scratch.
02 - Economic Buyer never engaged or tested: your Champion's enthusiasm doesn't pay for the contract.
03 - No compelling event: urgency without a date is hope, not a pipeline.

The good news: all three are fixable. The bad news: not in the last two weeks of the quarter.

3 علامات إن الـ Deal بيموت، وإنت ممكن تكون لسه مش واخد بالك.

1 - معتمدة على شخص واحد: Champion واحد، نقطة فشل واحدة، تغيير وظيفة واحد وترجع من الأول.
2 - الـ Economic Buyer ماتفاعلش ولا اختبر: حماس الـ Champion بتاعك مش بيدفع تمن العقد.
3 - مفيش حدث ملموس: الإلحاح من غير تاريخ ده أمل، مش Pipeline.

الخبر الحلو: التلاتة بيتصلّحوا. الخبر الوحش: مش في آخر أسبوعين في الـ Quarter.

DM us at +201130100209 to claim your seat.
Training Days: July 17-18-24-18, from 10:00 am to 04:00 pm.

Please find the course outlines here:
https://drive.google.com/.../1TroJNo1ka1ho14LseG3.../view...

For policies, terms, and conditions, please check the following link:
https://drive.google.com/.../1xFzQ6BEodMWhTFmmwye.../view...

Also, you can leave your information here, and our team will contact you: https://forms.gle/x7eAdLwQ5izYjrzq9

The problem isn't math. It's ownership.

When you build the business case alone, with inputs the buyer didn't validate, you produce a number the buyer doesn't believe. And a Champion who can't defend it.

Your Champion needs to walk into a budget meeting and own every line. Give them math they helped build, in language they recognise.

What's the difference between a proposal you send and a business case that closes? The buyer's fingerprints on the numbers.

المشكلة مش في الحسابات. المشكلة في الـ Ownership.

لما تبني الـ Business Case لوحدك، بأرقام العميل مآكّدهاش، بتطلّع رقم العميل مش مصدّقه. وChampion مش قادر يدافع عنه.

الـ Champion بتاعك محتاج يدخل اجتماع ميزانية ويدافع عن كل سطر. ادِّيله أرقام هو شارك في بنائها، وبلغة هو فاهمها.

الفرق بين عرض بتبعته وBusiness Case بيقفل؟ بصمات العميل على الأرقام.

DM us at +201130100209 to claim your seat.
Training Days: July 17-18-24-18, from 10:00 am to 04:00 pm.

Please find the course outlines here:
https://drive.google.com/.../1TroJNo1ka1ho14LseG3.../view...

For policies, terms, and conditions, please check the following link:
https://drive.google.com/.../1xFzQ6BEodMWhTFmmwye.../view...

Also, you can leave your information here, and our team will contact you: https://forms.gle/x7eAdLwQ5izYjrzq9

The COI formula: Status-quo cost × probability × time.

Most salespeople talk about pain. The best salespeople quantify it, and they do it with the buyer, not for them.

When the buyer validates the number, they own it, and a buyer who owns the number is the one who defends the deal internally.

Three lenses to quantify pain: financial impact, operational drag, and the strategic or career risk of doing nothing.

ازاي نحسب تكلفة استمرار الوضع الحالي او تكلفة عدم اتخاذ قرار (COI): تكلفة الوضع الحالي × الاحتمال × الزمن.

معظم الـ Salespeople بيتكلموا عن الألم. أفضل الـ Salespeople بيحطّوله رقم، وبيعملوا ده مع العميل، مش بدالُه.

لما العميل يأكّد الرقم، بيبقى الرقم عنده. والعميل اللي الرقم عنده، هو اللي هيدافع عن الصفقة جوّه.

تلات زوايا تقيس بيها الألم: التأثير المالي، التوقف التشغيلي، والمخاطرة الاستراتيجية أو على مستقبله الوظيفي لو فضل من غير حل.

Join us in the upcoming round of Sell as a Master.

DM us at +201130100209 to claim your seat.
Training Days: July 17-18-24-18, from 10:00 am to 04:00 pm.
Location: Axis Co Working Space.

Please find the course outlines here:
https://lnkd.in/dXMKZTnM

For policies, terms, and conditions, please check the following link:
https://lnkd.in/dgr5d4Zs

Also, you can fill out the form, and our team will communicate with you.
https://lnkd.in/dihHrecu

The distinction matters more than most salespeople realise.

Coaches give you information. Champions fight for you in rooms you're not in.

To find out which one you have, run the favour test: ask them to do something that costs them real effort, an internal introduction, a budget meeting, or a co-authored document.

Coaches find reasons to delay. Champions deliver.

الفرق ده أهم بكتير مما معظم البياعين فاكرين.

الـ coach بيديك معلومات. الـ champion بيحارب عنك في اجتماعات إنت مش موجود فيها.

علشان تعرف إنت معاك مين فيهم، اعمل اختبار الخدمة: اطلب منه حاجة تكلّفه مجهود حقيقي، زي إنه يعرّفك على حد جوّه، أو يرتّب اجتماع ميزانية، أو يشاركك في كتابة مستند.

الـ coach بيلاقي أسباب يأجّل. الـ champion بيسلّم.

If you want to know how to create your champion to manage the deal efficiently, join us at the upcoming round of Sell as a Master.

M us at +201130100209 to claim your seat.
Training Days: July 17-18-24-18, from 10:00 am to 04:00 pm.
Location: Axis Co Working Space.

Please find the course outlines here:
https://lnkd.in/dXMKZTnM

For policies, terms, and conditions, please check the following link:
https://lnkd.in/dgr5d4Zs

Also, you can fill out the form, and our team will communicate with you.
https://lnkd.in/dihHrecu

Single-Threaded deals close at roughly half the rate of multi-threaded ones.

One Champion. One job change, promotion, or reorganisation away from a dead deal.

Multi-threading isn't politics; it's risk management. Map your buying committee. Give every stakeholder a reason to engage. Stop betting your quarter on one person's willingness to fight for you internally.

ال Deal اللي معتمد على شخص واحد بتتقفل بنص المعدل تقريباً. لو ال Deal معتمد علي اكتر من شخص, احتمالية انها تقفل بتتضاعف.

لما تكون معتمد على Champion واحد، بتكون تحت رحمة انه يمشي، يتغير او حتى إعادة هيكلة، ال Deal مات.

الـ Multi-Threading مش سياسة، ده إدارة مخاطر. ارسم الـ Buying Committee، وادِّي كل صاحب قرار سبب إنه يتفاعل معاك. بطّل تراهن على الربع بتاعك على استعداد شخص واحد إنه يحارب عنك جوّه.

لو عايز تعرف ازاي تبيع كخبير, وازاي تبني ال Champion وال Buying Commitee بتاعك, ابعت لنا دلوقتي وهنرد عليك بكل التفاصيل.

كمان تقدر تلاقي كل التفاصيل في البوست ده:
https://www.facebook.com/share/p/1LYDXfbaBp/