Back to Basics – Week 10: Your sales foundation is rock-solid (now what?) 🏗️

Ten weeks ago, we started this journey together with a simple premise: When the going gets tough, the tough get back to basics.

And you did exactly that.

You’ve spent the summer building a rock-solid foundation in the sales fundamentals that work in any economy — the tried-and-true strategies that separate strategic advisors from vendors, no matter what the market throws at us.

Here’s what you’ve accomplished this summer:

🟢 ​Week 1: Back to Basics​ — You committed to making the most of each and every sales opportunity by doubling down on the fundamentals.

🧅 ​Week 2: Peeling the Onion​ — You learned to dig deeper beyond surface-level pain points to uncover the real stakes for your prospects.

📋 ​Week 3: Setting the Agenda​ — You discovered how taking control of the meeting structure makes prospects feel safe and positions you as the expert.

💭 ​Week 4: Challenging the Buyer​ — You practiced asking “Are you open to a new way of thinking about that?” to shift from order-taker to trusted advisor.

📅 ​Week 5: BAMFAM​ — You tackled the art of booking meetings from meetings, maintaining momentum when it matters most.

🔍 ​Week 6: Pre-Call Research​ — You built your 15-minute research checklist to show up prepared and demonstrate genuine interest in their world.

🤝 ​Week 7: The Follow-Up Question​ — You learned to ask “What might get in the way?” to shift from running a relay race to running a three-legged race with your prospects.

📧 ​Week 8: Referral Generation​ — You discovered how to tap into your most valuable lead source: your existing clients.

💰 ​Week 9: Budget Conversations​ — You overcame your fear of talking money and learned to have confident conversations about investment levels.

The result?

You’re no longer winging it. You have a systematic approach to sales that works whether the economy is booming or uncertain. You know how to generate qualified leads, run discovery calls that build trust, and close deals by working collaboratively with your buyers.

But here’s the thing about fundamentals: They only work if you keep practicing them.

The Sales Roundtable Returns! 🎉

I’m thrilled to announce that after our summer hiatus, the Sales Roundtable is back on Wednesday, September 17th at 1pm ET.

This isn’t just any roundtable — it’s our “Back to Basics Debrief” where we’ll:

✓ Share wins and challenges from implementing this summer’s fundamentals
✓ Troubleshoot specific scenarios you’ve encountered
✓ Practice the skills that need more work
✓ Answer your burning questions about any of the techniques we covered

Register for the September 17th Sales Roundtable Here!

Come with your real situations, your success stories, and your questions. This is where the rubber meets the road — where we take these fundamentals from concept to confidence.

Your homework before September 17th:

1. Review the series — All 10 emails are saved ​on my blog​ for easy reference
2. Pick 2-3 techniques to focus on implementing over the next month
3. Come with questions about specific challenges you’re facing

Remember: You already have everything you need to succeed. These fundamentals aren’t fancy new tactics — they’re the time-tested strategies that my clients have used to generate millions in revenue, even in uncertain times.

The only question now is: Which one will you master first?

Looking forward to seeing you on September 17th to celebrate how far you’ve come and tackle whatever challenges lie ahead.

P.S. Can’t make the live roundtable? No worries — register anyway and you’ll get the recording. But if you can make it live, the peer-to-peer energy in the Zoom is the best part!