Pats Favorite 2WIN! Moment
Executive Modeling
  Pat Becker
2WIN!® Global Principal
My Favorite 2WIN! Moment

I am always impressed when a software executive takes the techniques from the Demo2WIN!® workshop and begins modeling the proper fundamentals. What a great role model for the sales team.

In an Apply2WIN!™ coaching workshop in Dallas my sponsor, the Executive VP of Sales, began the workshop with a limbic story for the 20 executives in attendance. She started the workshop and my introduction not by thanking everyone for being there, nor by saying how good it was to see the whole global team together. She got up and made a statement: The Demo2WIN! training is critical for our success and let me tell you why. She went on to talk about Joe in pre-sales, who had worked for the company for 7 years. He was a very nice guy, but pretty average in his job. She knew is her heart Joe had to either get better or find a job outside the company.

She had sent Joe to the Demo2WIN! workshop 30 days ago.  After the workshop she called me and asked how Joe did. I told her that he was excellent. He was engaged, worked hard and was a contributor. I told her that it is one thing to succeed during the workshop but execution in the field is the real key. I suggested she attend his first dry run and live demo.

She called me a couple of weeks after the demo. The eight people from the prospect actually give Joe a standing ovation! The prospect said it was by far the best demo they had seen from the four competitors and they finally found a vendor that understood and could resolve their issues. A few days after the demo they received the verbal commitment and were now in final contract negotiations. Joe had just moved from good to great.

The results of her introduction? She modeled a very engaging opening and value close. She illustrated a riveting example of how we can make our people better if we properly train and manage them. And finally she showed her leadership qualities by creating an environment of learning with a purpose. Her team continues to overachieve.



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