Playmaker for Startups with Sales Teams

This course is tailored to startups that have already begun building their sales teams but need to develop their sellers’ skills in enterprise sales execution. You’ll learn how to manage complex deals, secure executive buy-in, and execute on a strategic level to close larger enterprise deals.

Best for

• Founders or sales leaders with 1-5 sellers

• B2B startups scaling their sales operations

• Teams ready to level up with advanced selling techniques

Blended Course Format

• Virtual Course: 4 weekly live sessions (90 minutes each) delivered via Zoom, with access to exclusive content and playbooks.

SESSION 1: DIFFERENTIATED VALUE SELLING MASTERY

Module 1 The Attributes of an Elite Enterprise Seller

Learning Objective: Based on evaluation of thousands of sellers and opportunities, learn what elite enterprise sellers do better, more than, and less than average sellers.

TOOL: Enterprise Selling Mastery Self Evaluation.

Module 2: Be the SaaS Buyer

Learning Objective: Learn the business outcomes your target buyer personas care about most, the challenges that hinder their achievement, and the process they follow to make purchasing decisions and evaluate potential solutions.

FRAMEWORKS: Persona Profile Framework and SaaS Buying Journey Map

Module 3: Introduction to Differentiated Value Selling

Learning Objective: Understand the principle components of the Differentiated Value Selling methodology: The SaaS Buying Process, POV Selling, Story Prompting, The Differentiated Value Discovery Framework, and the Business Case SCQR Framework.

SESSION 2: VALUE DISCOVERY

Module 4: Prepare to Win

Learning Objective: Understand your buyers’ OKR care abouts, and how to use AI and the Playmaker Account Research Mastery and Call Planning Mastery Kits to optimise every conversation.

FRAMEWORKS: Account Research and Call Planning.

Module 5: Set the Stage

Learning Objective: Learn the most effective ways to open and frame discovery conversations that engage different buyer types, qualify opportunities, and establish the quantifiable need for your solution's differentiated value.

FRAMEWORKS: Primary Pain Discovery Guide.

Module 6: Expose Gaps & Risks

Learning Objective: Learn how to use the Differentiated Value Discovery Framework to expose current state use case specific gaps, costs, and risks to create need and urgency for your solution's unique capabilities.

FRAMEWORK: Differentiated Value Discovery Framework.

SESSION 3: COMPLEX DEAL EXECUTION

Module 7: Buyer Engagement Process

Learning Objective: Learn the most effective way to approach each stage of your sales process in order to initiate, facilitate, and accelerate the buying process based on proven deal-winning attributes and elite SaaS seller behaviors.

Module 8: The Case for the Business Case

Learning Objective: Understand the importance of business cases in complex sales and how to use the SCQR Business Case framework to develop your buying champion, multi thread, gain access to Economic Buyer, and gain consensus on the problem, the need for your solution's capabilities to solve it, the need to act now, and the financial impact of solving or not solving the problem.

FRAMEWORK: SCQR Business Case Framework.

Module 9: Building Unstoppable Deal Momentum

Learning Objective: Understand the importance of business cases in complex sales and how to leverage the SCQR framework to develop a buying champion, multithread with key stakeholders, and build consensus on the need for your solution and its financial impact.

FRAMEWORKS: Buying Success Plan Checklist.

SESSION 4: LAND TO EXPAND

Module 10: Story Prompting

Learning Objective: Learn how to use storytelling to elicit buyer sharing stories that reveal their priorities, pain points, and perspective on the ideal solution aligned to your differentiated value.

FRAMEWORKS: Before-After Customer Journey Story Framework.

Module 11: Prove It!

Learning Objective: Learn what to do before, during, and after demos to engage and wow demo participants, and how to maximise POC success to achieve technical wins.

FRAMEWORKS: Demo Success and POC Success Checklists.

Module 12: Negotiate the Win

Learning Objective: Learn how to use the Give/Get Tradeoff Framework to maximise deal profitability, and the Mutual Action Plan to manage the procurement process while setting up the buyer and your Customer Success Team for success.

Module 13: Putting It All Together

Learning Objective: Review the end-to-end learning path, recap core concepts, and agree on a 30-day learning application plan.

Playmaker Sales Leader

This course is designed to help sales leaders refine their skills in managing sales teams, optimising deal coaching, and driving predictable revenue. With practical frameworks and hands-on exercises, participants will learn how to develop high-performing teams, forecast more accurately, and systematise the sales process for their teams.

Best for

  • Sales Managers and Leaders

  • Sales Directors in B2B startups

  • Teams looking to improve leadership and sales operations

Blended Course Format:

  • Virtual Course: 3 weekly live sessions (90 minutes each) via Zoom, with exclusive access to supporting content and performance management tools.

SESSION 1: PERFORMANCE MANAGEMENT

Module 1: The Attributes of an Elite Sales Manager

Learning Objective: Based on evaluation of thousands of sales managers and opportunities, learn what elite enterprise sales managers do better, more than, and less than average sales managers.

TOOL: Sales Leadership Mastery Self Evaluation.

Module 2: Stretch to Win

Learning Objective: Learn how to effectively use OKRs (Objectives and Key Results) to set ambitious yet achievable stretch goals WITH your team.

FRAMEWORKS: OKR Performance Management Framework.

Module 3: Unlock Your Team's Full Potential

Learning Objective: Learn how to use the GROW coaching model - Goal, Reality, Options, and Way Forward - to drive high team engagement and performance.

FRAMEWORK: GROW Model and Scorecard.

SESSION 2: REVENUE OPERATING SYSTEM

Module 4: Accountability Cadence

Learning Objective: Learn how to develop a cadence model to structure and optimize sales manager interactions with their teams to ensure alignment, accountability, and continuous team and individual rep skills and performance improvement.

FRAMEWORK: Cadence Models.

Module 5: Forecast Accurately

Learning Objective: Learn how to optimize forecast accuracy by using dashboards and data to track key metrics, spot trends, and make data-backed predictions.FRAMEWORKS: Dashboard Framework

SESSION 3: SYSTEMATISE DEAL EXECUTION

Module 6: Deal Execution Excellence

Learning Objective: Effective deal coaching is a critical success factor for optimizing sales organization performance. Learn a process for helping your reps to more effectively qualify, advance, close, and forecast their deals.

FRAMEWORK: Deal Review Framework.

Module 7: Huddle Up: Win and Learn as a Team

Learning Objective: Learn how to leverage team meetings to help your reps collaborate to advance each other's deals while sharpening their complex deal management and selling skills.

FRAMEWORK: Deal Huddle Guide.

Module 8: Putting It All Together

Learning Objective: Review the end-to-end learning path, recap core concepts, and agree on a 30-day learning application plan.