Using Stories to Sell in an Economic Downturn
November 2, 2022 – November 30, 2022 | Virtual | Applications due October 20, 2022
Wednesdays from 3:00 pm – 4:30 pm ET
Designed for SDRs, AEs, and Full Cycle Reps
Open to Analyst and Associate Members for $499, Included with Pavilion for Teams Membership
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Overview
During an economic downturn, your prospects need to understand the ROI of changing the status quo, the impact of your solution on their top line, and the benefits of displacing or adding a new provider to their toolkit. Your shiny features won’t do it nor will your boring case studies. But an emotive customer success story that deeply connects to their problem and dream outcome definitely will.
In this 4-week course, learn how to build trust, stand out, and be memorable using the power of storytelling. By the end of this course, you will be able to craft and deliver a 90-second customer success story with high conversion rates.
Ravi Rajani helps B2B SaaS sales teams ditch feature selling and start storytelling, so they can stand out, build trust and drive win rates. From being enrolled in dance school as a kid, stumbling into theater as a teen, and delivering hundreds of pitches and presentations during his time in Investment Banking & Sales Leadership, Ravi is here to help you craft and deliver stories that sell.
Information
Discover how to craft and deliver a 90-second customer success story that connects with your ideal customer profile and positions you as the guide to take them from pain to glory.
This course is designed for SDRs, AEs, and full-cycle sales reps to help you understand the fundamentals of storytelling, how to implement it inside of your sales process, and use it as a tool to influence and change minds without being “salesy”.
People don’t remember facts and features, but they remember stories. During uncertain times, a customer success story is the most powerful tool to build trust, stand out, and become memorable.
By the end of this course you will have the knowledge and skills to be able to:
- Craft and deliver a 90-second customer success story that highlights your solution’s impact and increases your brand’s memorability over competitors
- Build trust and earn the opportunity to solve your prospect’s “million-dollar” problem during an economic downturn
Curriculum
Refine Your ICP
November 2, 2022
By the end of this class, you will be able to:
- Refine to correctly define and identify your ideal customer profile (ICP)
- Uncover your ICP’s “million-dollar” problem
- Unlock the villain of your story so you can craft a narrative that connects and is relatable to your audience
Craft Your Magnetic Message
November 9, 2022
By the end of this class, you will be able to:
- Craft a message that magnetizes your ideal client and describes the problem you solve in less than 30 seconds
Design your Customer Success Story
November 16, 2022
By the end of this class, you will be able to:
- Design a succinct 90-second customer success story using Ravi’s signature framework that grabs the attention of your ideal client
Deliver Your Customer Success Story
November 30, 2022
By the end of this class, you will be able to:
- Feel authentic and conversational when sharing your story to future prospects without feeling scripted or “salesy”
Members
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