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Stress-Free Selling

with John Jantsch

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  •   03 The Marketing & Sales Hourglass


Class duration: 10h 28m

See all 22 lessons
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About The Class

sell more and sell better.

In a constantly evolving economy, strong, dynamic marketing and sales skills are equally essential. John Jantsch, author of Duct Tape Marketing and the upcoming Duct Tape Selling, is ready to equip you with the tools you need to think like a marketer and sell like a superstar.

During this workshop, you’ll learn how to shift your thinking about the relationship between sales and marketing. John will cover ways to leverage customers’ dependence on word-of-mouth, personal recommendations, and internet research when making purchasing decisions. You’ll also learn how to build a competitive edge by positioning yourself and your company as an expert provider of a niche service. John will introduce you to the Sales Hourglass, a tried-and-true sales process that allows you to educate customers more clearly and effectively about your company’s unique offering.

This course will energize and equip salespeople, marketing professionals, and small business owners to sell more and sell better.

Lesson Plan

  1. 01

    Segment 1 - Changing the Context of Sales

  2. 02

    Segment 2 - Building a Beautiful Company: Culture

  3. 03

    The Marketing & Sales Hourglass

  4. 04

    Segment 4 - Defining Your Ideal Customer

  5. 05

    Segment 5 - How to Create Your Ideal Client Persona

  6. 06

    Segment 6 - Map the Customer Journey

  7. 07

    Segment 7 - Content Creates Authority

  8. 08

    Segment 8 - Total Content Toolbox

  9. 09

    Segment 9 - Platform Essentials: Blog

  10. 10

    Segment 10 - Platform Essentials: Podcasting

  11. 11

    Segment 11 - Platforms Essentials: Public Speaking

  12. 12

    Segment 12 - Mining Social Networks

  13. 13

    Segment 13 - Top 4 Networks to Mine

  14. 14

    Segment 14 - The Social Media Journey

  15. 15

    Segment 15 - Building Your Sales Process

  16. 16

    Segment 16 - Apply to Your Business: Buying Process

  17. 17

    Segment 17 - Jill Rowley: Always Be Connecting

  18. 18

    Segment 18 - Koka Sexton: Building Social Selling

  19. 19

    Segment 19 - Expert Panel Discussion

  20. 20

    Segment 20 - Strategic Partner Network

  21. 21

    Putting It All Together Part 1

  22. 22

    Putting It All Together Part 2


Meet Your Expert

John Jantsch

John Jantsch is a speaker, marketing consultant, award winning social media publisher and author of two Wall St Journal best selling books – “Duct Tape Marketing – The World’s Most Practical Small Business Marketing Guide”and The Referral Engine – Teaching ... read more

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Bonus Material

Access your course materials here!

Get access to exclusive bonus content when you purchase this class.

  • pdf Creating a Referral Engine EBook
  • pdf Course Workbook
  • pdf Stress-Free Selling Syllabus

0% of students recommend this class.
See what some of them have to say.

  • Eva Lim

    Eva Lim

    June 2016

    I bought this class together with Duct Tape Marketing. While there were some gems of knowledge I took away from both classes, overall I felt that a lot of the info given was too overwhelming for solopreneurs and the presentation style feels a little draggy at times.

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