I met Jamie, because he took a webinar I ran. He bought my program, and applied what he was taught, in the program. And by applying the things he learned in my program, he went back to one prospect, who had refused his offer before, and that prospect, after Jamie had changed what his approach and questioning with the CEO was, she bought from him. This sale ended up being 4 times his total annual quota.

Here is Jamie’s full story in a note he sent to me.

Ian, thank you for your program, the 7 Factors for B2B sales & Marketing Success. I am finding value already.

How do you ask… shortly after taking your first introductory webinar and reading some of the initial documents provided and reviewing your website, I used some of these initial concepts and ended up closing such a large deal that it is 4x my annual quota. Yes, you read that right, 4x my annual quota, and with just one client. 

 So, I already feel like I have got my ROI back, without even getting too far into your course.  I can only imagine what kind of success I will experience by the end of all the modules.

Yes, I know. It is incredible. It is the first time it has happened at our company too.

 Candidly, I really leveraged the 5 reasons CXO’s Buy and The GAIM Plan you outlined in your first presentation.

 Originally, talking to my prospect, I had used a more old-school approach of over-presenting the “greatness” of our solution and how it would “solve all the problems of the universe”.  However, I had not tried to “frame” the presentation directly to the executive with the points you had recommended.

 I requested a follow-up call with the executive and just reframed the previous presentation using your “formula”.  About mid-way through the presentation, her demeanor changed, the light came on in her eyes, and she ended the discussion with “when will I get the contract document so I can sign”. 

 I was amazed at how “testing” out your concepts yielded such rapid success.  I cannot thank you enough! 

Now, you may not get the same result Jamie had, but as you can see, by applying the concepts in my program, you too will be able to see improved results for you, your company, and more importantly, your clients and prospects.

Jamie struggled with concepts he had learned from many other trainers and coaches, who had been trying to teach old and worn out practices.

He had not heard of my GAIM Plan questioning and qualifying technique, that I developed after I had seen so many sales people, marketers, business owners and executives, struggle to qualify senior people at their prospects and clients.

My program is filled with ideas you have probably never seen before, that will help you become successful at B2B sales & marketing.