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Closing for early-stage founders & salespeople
Improve your win rate by asking the right questions to get all the info you need and win over your buyers.
This course is no longer available.
Explore other coursesCourse overview
Say goodbye to stalled deals. Ask the right questions to win over your buyers.
This cohort-based course is for early-stage founders and salespeople who are having prospect meetings but struggling to convert them into paying customers.
The course gives you the frameworks and skills to have successful conversations with your prospects that help them evaluate your product and make a buying decision.
Through 2x 2hr live workshops you'll learn how to:
- Use a sales framework to diagnose and troubleshoot your deals
- Build the right sales process for your business model
- Prepare and run discovery calls with your prospects
- Bring all relevant stakeholders into the process
- Handle early-stage buying objections
- Quickly build trust and credibility
- Build and present proposals
The course includes:
- 2x live workshops to learn and apply the frameworks and skills.
- 6x mini projects that you'll do during the workshops to apply what you've learned to your business.
For early-stage founders and salespeople
01
Early-stage founders who are looking to improve win rates.
02
Early-stage salespeople who have deals getting stuck in their pipelines.
03
Founders from product backgrounds who are new to sales.
What you’ll get out of this course
A framework to diagnose and troubleshoot any deal in your pipeline
- Learn how to use the SPICED sales framework to diagnose and spot issues with any deal.
- Apply the framework to troubleshoot deals that are currently in your pipeline.
A sales process designed for your business model
- Learn the framework for designing a sales process: goals, exit criteria, questions and materials. See the differences between selling services vs selling products.
- Apply the framework to document your current sales process and build on it throughout the course.
A framework to prepare and run a discovery call
- Learn what to research about your prospects, what materials to prepare, what questions to ask, what to include in the agenda, how to stay on track and mistakes to avoid.
- Apply the framework to prepare for an upcoming discovery call.
Techniques to build trust and credibility with your prospects
- Learn how to use active listening, context-led questions and insights to build trust and credibility.
- Apply the techniques to prepare for an upcoming discovery call.
Techniques to bring all relevant stakeholders into your process
- Learn how to identify hidden stakeholders, uncover their needs and bring them into the buying process.
- Apply the techniques to prepare for an upcoming customer call.
Techniques to overcome early-stage buyer objections
- Learn how to surface explicit and hidden objections and address them head on.
- Apply the techniques to build an objection handling strategy for your next call.
A framework to prepare and present a proposal
- Learn what to include in a proposal (and what to exclude) and how to present it.
- Apply the framework to prepare a proposal for a deal in your pipeline.
What’s included
Live sessions
Learn directly from Arnie Gullov-Singh | 3x startup CRO in a real-time, interactive format.
Lifetime access
Go back to course content and recordings whenever you need to.
Community of peers
Stay accountable and share insights with like-minded professionals.
Certificate of completion
Share your new skills with your employer or on LinkedIn.
Maven Guarantee
This course is backed by the Maven Guarantee. Students are eligible for a full refund up until the halfway point of the course.
Course syllabus
2 live sessions • 25 lessons • 6 projects
Week 1
- 📄
The SPICED sales framework
- 📄
Creating a SPICED summary
- 📄
Using a SPICED summary to diagnose a deal
- ✍️
Write your own SPICED summary
Submit by Apr 19 - 📄
Sales process basics
- 📄
Defining stage goals and exit criteria
- 📄
Defining tasks and enablement materials
- ✍️
Document your current sales process
Submit by Apr 23 - 📄
Discovery call objectives
- 📄
What to research ahead of a discovery call
- 📄
Questions to ask on a discovery call
- 📄
Materials to use on a discovery call
- ✍️
Prepare for your discovery call
Submit by Apr 23 - 📄
Running a discovery call
- 📄
Using active listening to build trust
- 📄
Using context-led questions to build credibility
- 📄
Using insights to demonstrate expertise
- ✍️
Your plan to build trust and credibility
Submit by Apr 23 - 📄
Identifying other stakeholders
- 📄
Understanding the needs of all stakeholders
- 📄
Bringing other stakeholders into the buying process
- ✍️
Identify your stakeholders
Submit by Apr 23 - 📄
No objections, no sale!
- 📄
Surfacing objections early
- 📄
Common objections
- 📄
Objection handling techniques
- ✍️
Handle these objections
Submit by Apr 23 - 📄
What to include in a proposal
- 📄
What to include in your impact timeline
- 📄
What to include in your getting started slide
- 📄
Best practices for presenting a proposal
May
21
Sales for early-stage founders: Workshop #1
May
23
Sales for early-stage founders: Workshop #2
Using a sales framework to diagnose your deals
Building your sales process
Preparing for discovery calls
Building trust and credibility
Bringing all stakeholders into the process
Handling objections
Building and presenting proposals
What students are saying
Meet your instructor
Arnie Gullov-Singh | 3x startup CRO
Arnie Gullov-Singh | 3x startup CRO
Fractional CRO for startups
Arnie coaches early-stage startup founders and revenue leaders on fixing their go-to-market strategy and writes a popular newsletter called The Revenue Architect.
He’s coached and advised 100 early-stage startups over the past 10 years and was previously the full time Chief Revenue Officer of Polyvore (which he sold for $250M), Quora (where he doubled revenue) and Ethena.
Arnie started his career as a product and engineering leader before becoming the CEO of a Series A startup, so he knows just how hard it is for first-time founders to figure out sales and how helpful it is to have an expert to guide you through it.