Modern Sales TrainingBUILDING VALUEREADER HUBStart 7-day trial
INTERNAL BUILD PREVIEW · NOT A PUBLIC PAGE

How the Building Value Companion will look inside Teachable.

This is the proposed student path and production plan. It is included in OUTLIERS Basic and becomes available during the seven-day trial.

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SECTION 00Student view

Start With One Deal

Choose the live opportunity you will carry through the course.

1
Welcome: use the book on a deal that mattersVideo · 6-8 min
NEW VIDEO
2
Deal Lab walkthroughVideo · 8-10 min
NEW VIDEO
3
Active Deal BriefDownload
4
Enter your account and opportunityAction
Section finishes with a completed piece of the reader’s Deal Brief.
PRODUCTION

Derek records 20 concise videos.

  1. 01
    Welcome: use the book on a deal that mattersStart With One Deal · 6-8 min
  2. 02
    Deal Lab walkthroughStart With One Deal · 8-10 min
  3. 03
    The three criteria questionsFind the Criteria · 10-12 min
  4. 04
    Hear the reason behind the first answerFind the Criteria · 6-8 min
  5. 05
    The four reasons customers buyMatch the Buying Reason · 10-12 min
  6. 06
    Match the reason to your next moveMatch the Buying Reason · 7-9 min
  7. 07
    The four-column comparisonMake the Difference Visible · 10-12 min
  8. 08
    Product comparison versus vendor comparisonMake the Difference Visible · 7-9 min
  9. 09
    Turn proof into an origin storyBuild the Story and the Pillars · 8-10 min
  10. 10
    Score the five value pillarsBuild the Story and the Pillars · 10-12 min
  11. 11
    Current cost is more than the invoiceMake the Financial Case Visible · 10-12 min
  12. 12
    Use the strongest number you can defendMake the Financial Case Visible · 7-9 min
  13. 13
    The four elements of urgencyCreate Credible Urgency · 10-12 min
  14. 14
    When a special offer belongs—and when it does notCreate Credible Urgency · 8-10 min
  15. 15
    The appointment-to-proposal sequenceLead the Winning Process · 10-12 min
  16. 16
    Find the missing proof before the deal stallsLead the Winning Process · 7-9 min
  17. 17
    The proposal must keep selling when you are goneBuild the Near-Perfect Proposal · 10-12 min
  18. 18
    The 12 components and the minimum must-have proposalBuild the Near-Perfect Proposal · 10-12 min
  19. 19
    Review the complete Deal BriefMake the Next Move · 6-8 min
  20. 20
    Bring the deal to the monthly OUTLIERS meetingMake the Next Move · 3-5 min
DOWNLOADS

13 field-ready files.

  • Active Deal Brief
  • Criteria Interview Sheet
  • Four Reasons Strategy Map
  • Product / Technology Comparison
  • Vendor Comparison
  • Origin Story Builder
  • Five Value Pillars Scorecard
  • Current Cost Worksheet
  • Financial Comparison Worksheet
  • Special Offer Letter Framework
  • Winning Sales Process Audit
  • Proof Ledger
  • Near-Perfect Proposal Checklist
RECOMMENDED SETTINGS

Course and access setup

Product
Included in OUTLIERS Basic
Trial
7 days on Basic monthly
Release
All sections available immediately
Completion
Optional; action matters more than percentage
Community
Monthly live OUTLIERS meeting
Upsell
Elite only after the Basic value is clear