BUILDING VALUE COMPANION

The book becomes a course built around your deal.

This is the Academy layer: concise chapter walkthroughs from Derek, the full Deal Lab, downloadable templates, and a reason to bring the opportunity into the monthly OUTLIERS meeting.

10 sections40 lessons and actions20 new Derek videos

Start the 7-day Basic trial Preview the Teachable build

Then $59/month. The course remains available while membership is active.

Modern Sales Academy course shown on multiple devices

WHY IT BELONGS IN OUTLIERS BASIC

The course is the bridge, not another isolated product.

A reader can use the Deal Lab for free. The trial opens the instruction, files, complete Academy library, and live practice needed to keep applying the method after the book ends.

Watch

Derek explains where the chapter changes a live deal.

Build

Complete the matching Deal Lab tool before moving on.

Carry

Take the worksheet or template into the next customer meeting.

Practice Live

Bring the opportunity to the monthly OUTLIERS meeting.

COURSE CURRICULUM

One chapter. One working session. One next move.

Each section keeps the same rhythm so the course is easy to use: learn the principle, see Derek apply it, do the work, then carry the result forward.

Start With One DealChoose the live opportunity you will carry through the course.

4 lessons

VideoWelcome: use the book on a deal that matters6-8 minRECORD

VideoDeal Lab walkthrough8-10 minRECORD

DownloadActive Deal BriefPDF / worksheet

ActionEnter your account and opportunityComplete in your deal

Find the CriteriaGive value a place to stick by finding the customer’s real rationale.

4 lessons

VideoThe three criteria questions10-12 minRECORD

VideoHear the reason behind the first answer6-8 minRECORD

Deal LabCriteria BuilderComplete in your deal

DownloadCriteria Interview SheetPDF / worksheet

Match the Buying ReasonChoose the strategy that fits why the customer is buying.

4 lessons

VideoThe four reasons customers buy10-12 minRECORD

VideoMatch the reason to your next move7-9 minRECORD

Deal LabBuying Reason SelectorComplete in your deal

DownloadFour Reasons Strategy MapPDF / worksheet

Make the Difference VisibleBuild product and vendor comparisons around the customer’s criteria.

4 lessons

VideoThe four-column comparison10-12 minRECORD

VideoProduct comparison versus vendor comparison7-9 minRECORD

Deal LabComparison BuilderComplete in your deal

DownloadProduct + Vendor Comparison TemplatesPDF / worksheet

Build the Story and the PillarsUse credible evidence and inspect the five places value can still grow.

4 lessons

VideoTurn proof into an origin story8-10 minRECORD

VideoScore the five value pillars10-12 minRECORD

Deal LabStory + Pillars BuilderComplete in your deal

DownloadFive Value Pillars ScorecardPDF / worksheet

Make the Financial Case VisibleCompare the whole current environment with the recommended solution.

4 lessons

VideoCurrent cost is more than the invoice10-12 minRECORD

VideoUse the strongest number you can defend7-9 minRECORD

Deal LabFinancial Comparison BuilderComplete in your deal

DownloadCurrent Cost + Financial Comparison WorksheetsPDF / worksheet

Create Credible UrgencyGive the customer a real reason, a date, and a clear path to act.

4 lessons

VideoThe four elements of urgency10-12 minRECORD

VideoWhen a special offer belongs—and when it does not8-10 minRECORD

Deal LabUrgency Strategy BuilderComplete in your deal

DownloadSpecial Offer Letter FrameworkPDF / worksheet

Lead the Winning ProcessDiagnose, prove, and validate before presenting the proposal.

4 lessons

VideoThe appointment-to-proposal sequence10-12 minRECORD

VideoFind the missing proof before the deal stalls7-9 minRECORD

Deal LabWinning Process AuditComplete in your deal

DownloadProof Ledger + Process AuditPDF / worksheet

Build the Near-Perfect ProposalMake the recommendation easy to understand and defend after you leave.

4 lessons

VideoThe proposal must keep selling when you are gone10-12 minRECORD

VideoThe 12 components and the minimum must-have proposal10-12 minRECORD

Deal LabProposal InspectorComplete in your deal

DownloadNear-Perfect Proposal ChecklistPDF / worksheet

Make the Next MoveTurn the completed analysis into one scheduled action.

4 lessons

VideoReview the complete Deal Brief6-8 minRECORD

VideoBring the deal to the monthly OUTLIERS meeting3-5 minRECORD

Deal LabExport the Deal BriefComplete in your deal

ActionSchedule the next customer actionComplete in your deal

THE NATURAL NEXT STEP

Finish the course. Keep the place where the work continues.

Building Value Companion and Deal Lab walkthroughs
All 14 Modern Sales Performer courses
Monthly live OUTLIERS meeting
Member resources and new Basic content

Start free for 7 days