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“I’ve been through 15 different SKO events in my career and every year there are 2-3 little nuggets I take away. This year I took away your Power/Budget/Timeline process and my forecasting improved drastically. It helped me understand just how serious my prospect was to move forward, who held the ultimate decision and how long it was going to take me to close the opportunity. The other was the Mutual Plan Letter. I typically ask questions like “Does that make sense?” or “do you have any questions?” which only elicit yes or no responses. So I changed them to ask problem/solution questions like “Does NOT having a solution like this create a security gap for you and if not, what do you have currently to solve this problem?” Completely changes the conversation! Thank you for everything. I am sitting at 138% for the year. Keep up the good work!”

“Just wanted to let you know that we reached our goal…the team has really tightened up their interactions with clients while maintaining high quality! Our plan right now is to keep on coaching the team since this seems to be working.”