Purpose-Driven Sales 2025
Logistics
Zoom link for all sessions is here. (You have also been added to the Google Calendar invite.)
Sessions are held on Tuesday afternoons from 3:00-4:30 PM EST, April 8th until April 29th. The expectation is that all participants are at all sessions. Please contact us in advance if you need to miss a session.
We will record each Zoom session and share the links below.
Each session will have homework. Please schedule at least 1.5 hrs/week to complete all this essential work.
ZOOM Tips:
Edit your name to include your company name and pronouns.
Mute yourself when not speaking.
Use the ‘hand’ icon to let the presenter know you have a question, or you can type a question in the Chat.
Session 1
Purpose-Driven Projects
Agenda
Welcome
Land Acknowledgement
Participant Intros
Paul's Story
Good Client/Project Criterial Worksheet & Exercise
Survey on Sales
Slides
Recording
Resources
Homework
Draft your Sales Ground Rules using this template
(This template is a view-only google doc. Make a copy to edit.)
Session 2
Sales Process & Ground Rules
Agenda
Sales as Service, Ground Rules
Role Playing First Sales Call
Role Playing Bringing Up Budget
Slides
Recording
Resources
Homework
Create a list of uncomfortable surprises that could be avoided with a good pre-con process
Session 3
A No Surprises Pre-Construction Process
Agenda
Your Surprises
A No Surprises Pre-Construction Process
Role Playing: Yes, No, Maybe
Role Playing: An Expected Surprise
Role Playing: An Unexpected Surprise
Pre-Construction Agreement Deliverables
Slides
Recording
Resources
Homework
Bring in a list your leads. Optional: use our Basic Leads Template
Bring your company's current work load/back-log. Optional: use our Basic Pipeline Template
Review this Pre-Construction Checklist (the pre-construction checklist is one of the tabs)
Session 4
Your Purpose-Driven Toolbox
Agenda
Pre-Con Checklist
Lead Tracker
Pipeline or Backlog Manager
Role Playing
Start / Stop / Change
End of Course Survey
Slides
Recording
Resources