Most sales training is theoretical. Ours is tactical. Selling Against NO!™ Masterclasses are built for any professional who sells something complex, significant, and consequential, whether you sell industrial services, financial solutions, consulting engagements, technology, or talent. The centerpiece of every session is the Pipeline Autopsy: a live, structured teardown of a real stalled deal, in the room, with your sellers, in real time. Not a role play. Not a hypothetical. The actual deal that has been sitting in your pipeline for 90 days.
Sellers leave with the tools to stop hoping and the discipline to Win The Day.
A high contrast application of the Selling Against NO!™ framework to your team’s top 10 stalled deals. We move past the surface excuses to identify which of the Seven NOs is actually stopping the deal. By making the Cost of Inaction (COI) visible, sellers leave with the diagnostic pivots required to turn “Wait and See” into active commitment, and the tools to WIN THE DAY!
The complete installation of the Selling Against NO!™ operating system. We embed the Help, Serve & Influence ethos into your team’s daily rhythm. This deep dive Pipeline Autopsy quantifies the COI Math, grades deals with Commitment Currency, and replaces the Quota Chaser mentality with a professional standard that turns your team into a Force for Good in your community. Sellers leave with a new operating model to WIN THE DAY!
Focused sessions for sales teams and sales leaders. Each one runs one hour and is built on Selling Against NO!™.
The daily discipline from Chapter 7. Sellers learn to run both the Hard Scorecard and the Soft Scorecard, because winning the quarter is not the same as winning the day.
A field guide for industrial sellers who are tempted to jump. Built on the Five Truths of the Rooted Territory, it helps sellers tell weather from a sinking ship before they take the recruiter’s call.
Sales and business management consulting for owners and sales leaders. Jon diagnoses where your pipeline is stalling, builds your sales process around the Seven NOs, and installs the Selling Against NO!™ operating system across your sales organization: pipeline reviews, coaching standards, and forecasting discipline your sellers use every day.