Kevin understands the sales process in depth and organized an approach that provides structure.

Learning how to help customers discover our differentiators was most helpful.

I will be better prepared to make effective presentations.

[The tool in the course] helps me structure conversations with buyers and summarize the conversation while at the same time pushing the decision criteria toward our advantage.

[loved the definition around the different types of needs customer have: problem, solution, and due diligence. I applied that in a meeting right after I got back in my territory...