Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

Metrics are the foundation of value-based selling. In this lesson, you’ll learn how to identify and leverage key metrics that matter to your prospects. Your assignment will involve researching and documenting metrics for one of your top accounts.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

The MEDDPICC framework is a proven method for qualifying sales opportunities. In this lesson, you’ll learn the core elements of MEDDPICC and how to apply them in your sales process. Your assignment will involve creating a MEDDPICC worksheet for one of your active deals.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

Handling objections effectively can make or break a deal. In this lesson, you’ll learn techniques to respond to objections with confidence and professionalism. Your assignment will involve writing and practicing responses to three common objections you face in your role.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

Storytelling is a powerful sales tool. In this lesson, you’ll learn how to structure your pitch using the Pixar storytelling framework to make it memorable and engaging. Your assignment will involve crafting a Pixar-style pitch for one of your top accounts.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

A value-based pitch is essential to capture a prospect’s interest. In this lesson, you’ll learn how to craft pitches that emphasize the value your solution delivers. Your assignment will involve writing a concise value-based pitch for a target account and testing it in a practice scenario.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

The more specific and compelling your proof points, the more effective your pitch will be. In this lesson, you’ll learn how to dig deeper into a prospect’s challenges and provide proof points that resonate. Your assignment will involve creating proof points using real-world data or case studies that address a specific pain point for a target account.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

Prospects have specific requirements for solutions. In this lesson, you’ll learn how to influence their required capabilities and align your product to meet their needs better than the competition. Your assignment will involve identifying three required capabilities for a target account and preparing messaging around how your solution addresses them.

Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com

Understanding your prospect’s current challenges and their desired outcomes is critical to positioning your solution effectively. In this lesson, you’ll learn how to identify and map these insights. Your assignment will involve writing a summary of a prospect’s current state and their desired future based on your research.