designed to take CEO's and their teams from a "Founders Mentality" to accelerated growth mindset. By combining one on one mentoring from our experienced practitioners and prestigious university faculty with peer learning insights from other CEO's and c-suite teams, we help executives develop a personal step-by-step action plan to SURGE through individual challenges.
Every participant leaves with custom roadmap for growth, based on their industry, numbers and challenges. The program culminates with developing a personal step-by-step action plan to surge through your unique challenges.
At Scale Smarter™ Partners, our mission is to provide founders the tools, support, and expertise to transition from founder to CEO and scale their business. Through in-person workshops, one-on-one consulting, live webinars and classroom programs, we can help create and fine tune strategic direction for business leaders navigating new growth stages.
• Passionate and inspired about what they do
• Communications will meander across several topics
• Lots of storytelling and anecdotal experiences
Win: Prospects who are drawn to your passion.
Lose: Prospects who can’t figure out the conclusion they should draw or who fear you may be disorganized.
• Look at key competitors to determine how to present themselves
• Attempt to incorporate their own distinctions, but still mostly blend in as similar
• Evidence suggests they are like everybody else
Win: Prospects who are having a problem with their current provider
Lose: Prospects because they see little that tells them to work with you vs. someone else
• Presents lengthy feature lists attempting to win Prospects by overwhelming them with evidence of the benefits of buying their offering
• Fails to inspire a vision of how the prospect’s life will be improved… the before and after picture
• Creates risks that features may not all be delivered or can co-exist effectively
Win: Prospects who tend to be more technical and fact-focused.
Lose: Prospects who feel overwhelmed or who are looking for more emotional inspiration.
• Chases the next tactic hoping this will be the one to take off
• Tactics are one-offs and often are not fully baked before launching
• Forgets the previous tactic as the new shiny opportunity surfaces
Win: Prospects who are drawn to the tactic.
Lose: Prospects because the tactic is not fully integrated into a deeper purpose for the business and lack of commitment comes through to prospects.
• Will do today what they did yesterday, which will be what they will do tomorrow
• Likes doing what they do more than selling what they do
• Are often unclear or uncomfortable stating their value proposition when asked
Win: Prospects who are drawn to the reliability of the Day Jobber and their offering.
Lose: Prospects who never become aware of their offering or who receive a weak pitch when requested.
• Will rely on 2-3 “shiny apples” (the pillars) to pitch their offering
• Pillars may not be adequately distinctive, can fall into generic marketing speak
• Overlook risk elements they failed to address (buyers buy the basket of apples)
Win: Prospects who like the clarity of the proposition.
Lose: Prospects who recognize risk elements or who find the pillars to be generic.
• Overstates their case through the overuse of grand adjectives or self-importance
• May cause buyers to feel the Glorifier is lying to them
• Creates an “after picture” that is misaligned with how the buyer feels about their life
Win: Prospects who are drawn to the vision being created.
Lose: Prospects who feel they are being oversold and deceived.
• Defends their choices and misses opportunities to improve.
• May blame the customer for “not getting it”
• Errors too far in the direction of defending choices and staying in the problem vs. improving and being in the solution
Win: Prospects who are drawn to your conviction.
Lose: Prospects, and potentially employees, who feel the Defender values his or her needs over theirs.
• Asks too many questions too early in their pitch
• Values questions over a clear and consistent value proposition
• Mistakes questioning for being client-centric
Win: Prospects who accept being fully questioned early in the sales process.
Lose: Prospects who are irritated by presumptive questioning.
• Has a large network of friends that blend business and social engagement
• Can value network and connections over conversions and margin
• May require incremental technical, prospecting, or closing support
Win: Prospects who like more socially oriented selling.
Lose: Prospects who don’t want to be sold socially. Organizations may not be designed to support the Schmoozer.