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Phase 1: Architecting Your Sales Engine

The Solution Selling Operating System: Why Your Rhythm Dictates Your Revenue

Is Your ICP a Mirror or a Map? Defining Personas That Actually Convert

The Hunter’s Grid: Tiering Your Territory for Maximum Impact

Breaking the Noise: Multi-Channel Sequences That Earn the Right to a Meeting

The Outcome Playbook: Turning Customer Success into a Repeatable Sales Motion

Phase 2: Mastering the Art of High-Stakes Discovery

The 15-Minute Deep Dive: Researching Accounts Without Getting Stuck in the Rabbit Hole

Who Really Holds the Pen? Navigating Stakeholder Agendas and Multi-threading

Discovery as a Product: Uncovering Success Criteria That Finance Will Approve

The 6-Sentence Executive Brief: How to Speak the Language of the C-Suite

Phase 3: Engineering Value and Defensible Business Cases

The Math of Yes: Building ROI Models That Survive the CFO’s Red Pen

Risk and Assumptions: Making Your Business Case Defensible and Realistic

Quantifying the Cost of Inaction: The Secret Weapon of Solution Sellers

Phase 4: Advancing Deals with Precision and Proof

Proof of Value: Designing Pilots That Are Built to Close, Not Just to Test

Stop Presenting, Start Solving: Discovery-Led Demos and Storytelling

The Mutual Action Plan: Turning Your Prospect into a Project Partner

Phase 5: Closing the Loop and Protecting Deal Economics

The Proposal Architecture: Packaging Offers for Speed and Approval

Negotiation Trades: Protecting Your Margin While Earning Commitment

The Close Plan: Executing the Final Mile Without the Last-Minute Stall

Knowledge Verification: Solution Selling Mastery

Quiz 1: ICP and Persona Fundamentals

Quiz 2: Territory Tiering Strategy

Quiz 3: Multi-Channel Outreach Mechanics

Quiz 4: Account Research Efficiency

Quiz 5: Stakeholder Mapping and Agendas

Quiz 6: Discovery Questioning Techniques

Quiz 7: Identifying Success Criteria

Quiz 8: ROI Calculation Basics

Quiz 9: TCO and Payback Logic

Quiz 10: Building a Defensible Business Case

Quiz 11: Proof of Value (POV) Design

Quiz 12: Pilot Success Metrics

Quiz 13: Discovery-Led Demo Structure

Quiz 14: Storytelling in Sales

Quiz 15: Mutual Action Plan (MAP) Implementation

Quiz 16: Proposal Structure and Clarity

Quiz 17: Pricing and Discount Guardrails

Quiz 18: Negotiation Trade-Offs

Quiz 19: Close Plan Execution

Quiz 20: Handling Procurement Objections

Quiz 21: Multi-threading in Late-Stage Deals

Quiz 22: Value Engineering for Champions

Quiz 23: Social Selling for Credibility

Quiz 24: Referral and Intro Ask Techniques

Quiz 25: Partner and Channel Motion Basics

Quiz 26: The 6-Sentence Executive Brief Mastery

Quiz 27: Managing Deal Economics

Quiz 28: Outcome-Based Playbook Design

Quiz 29: Advanced Objection Handling

Quiz 30: Final Capstone Knowledge Check

Course Completion

Solution Selling Mastery: Final Course Survey

Mastering B2B Solution Selling: The Complete Deal Execution Playbook is a comprehensive, end-to-end program designed for modern sellers who need to architect pipeline, run high-stakes discovery, build defensible business cases, and close complex, multi-stakeholder deals. Across five practical phases, you’ll operationalize a proven solution selling operating system—from defining ICPs and territory tiering to crafting multi-channel sequences that earn executive conversations. You’ll learn how to research efficiently, speak the language of the C-suite with concise executive briefs, and turn discovery into quantifiable success criteria that finance will approve. The course then equips you to engineer value with ROI, TCO, payback, and risk modeling that survives the CFO’s red pen, while leveraging cost-of-inaction to defeat the real competitor: no decision. Finally, you’ll advance and close with precision—designing proof-of-value pilots that are built to close, delivering discovery-led demos, orchestrating mutual action plans, packaging proposals within pricing guardrails, and executing a reverse-timeline close plan that prevents last-minute stalls. If you’re ready to stop feature-selling and start outcome-leading, this playbook will help you create predictable pipeline, win larger deals, and protect your margins.

Mastering B2B Solution Selling: The Complete Deal Execution Playbook

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            <p>In an era where the average B2B buying committee has expanded and economic scrutiny has reached an all-time high, the traditional "pitch and pray" methodology is no longer just ineffective—it is a liability. Most sales professionals lose deals not to a competitor, but to the crushing weight of inertia and the "cost of inaction" that they fail to quantify. If your pipeline is stalled or your discovery calls feel like interrogations rather than strategic consultations, you are likely operating without a repeatable system for value engineering. True mastery in solution selling requires moving beyond the surface level of features to architecting a sales engine that treats discovery as a product and every stakeholder interaction as a step toward a defensible business case that even the most skeptical CFO cannot ignore.</p>

<p>This playbook is designed to dismantle the guesswork of complex deal execution by providing a rigorous framework for every stage of the sales cycle. From tiering your territory with surgical precision to crafting ROI models that survive the "red pen" of procurement, the focus here is on the mechanics of high-stakes influence. You will learn to navigate the hidden agendas of multi-threaded stakeholders, transform standard demos into discovery-led narratives, and utilize mutual action plans to turn prospects into project partners. By the end of this journey, the goal is not merely to close more deals, but to protect your deal economics and master the final mile of execution with a level of precision that separates the top 1% of earners from the rest of the pack.</p>
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