With our experience supporting over 10,000 Small and Midsize businesses, we’ve come to recognize that most business challenges can be considered within three territories
• Passionate and inspired about what they do
• Communications will meander across several topics
• Lots of storytelling and anecdotal experiences
Win: Prospects who are drawn to your passion.
Lose: Prospects who can’t figure out the conclusion they should draw or who fear you may be disorganized.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Look at key competitors to determine how to present themselves
• Attempt to incorporate their own distinctions, but still mostly blend in as similar
• Evidence suggests they are like everybody else
Win: Prospects who are having a problem with their current provider
Lose: Prospects because they see little that tells them to work with you vs. someone else
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Presents lengthy feature lists attempting to win Prospects by overwhelming them with evidence of the benefits of buying their offering
• Fails to inspire a vision of how the prospect’s life will be improved… the before and after picture
• Creates risks that features may not all be delivered or can co-exist effectively
Win: Prospects who tend to be more technical and fact-focused.
Lose: Prospects who feel overwhelmed or who are looking for more emotional inspiration.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Chases the next tactic hoping this will be the one to take off
• Tactics are one-offs and often are not fully baked before launching
• Forgets the previous tactic as the new shiny opportunity surfaces
Win: Prospects who are drawn to the tactic.
Lose: Prospects because the tactic is not fully integrated into a deeper purpose for the business and lack of commitment comes through to prospects.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Will do today what they did yesterday, which will be what they will do tomorrow
• Likes doing what they do more than selling what they do
• Are often unclear or uncomfortable stating their value proposition when asked
Win: Prospects who are drawn to the reliability of the Day Jobber and their offering.
Lose: Prospects who never become aware of their offering or who receive a weak pitch when requested.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Will rely on 2-3 “shiny apples” (the pillars) to pitch their offering
• Pillars may not be adequately distinctive, can fall into generic marketing speak
• Overlook risk elements they failed to address (buyers buy the basket of apples)
Win: Prospects who like the clarity of the proposition.
Lose: Prospects who recognize risk elements or who find the pillars to be generic.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Overstates their case through the overuse of grand adjectives or self-importance
• May cause buyers to feel the Glorifier is lying to them
• Creates an “after picture” that is misaligned with how the buyer feels about their life
Win: Prospects who are drawn to the vision being created.
Lose: Prospects who feel they are being oversold and deceived.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Defends their choices and misses opportunities to improve.
• May blame the customer for “not getting it”
• Errors too far in the direction of defending choices and staying in the problem vs. improving and being in the solution
Win: Prospects who are drawn to your conviction.
Lose: Prospects, and potentially employees, who feel the Defender values his or her needs over theirs.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Asks too many questions too early in their pitch
• Values questions over a clear and consistent value proposition
• Mistakes questioning for being client-centric
Win: Prospects who accept being fully questioned early in the sales process.
Lose: Prospects who are irritated by presumptive questioning.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
• Has a large network of friends that blend business and social engagement
• Can value network and connections over conversions and margin
• May require incremental technical, prospecting, or closing support
Win: Prospects who like more socially oriented selling.
Lose: Prospects who don’t want to be sold socially. Organizations may not be designed to support the Schmoozer.
This program is designed to both maximize the attendees time out of the office, and provide flexibility as they operate their business. The first two weeks of the class are live, online webinars, where participants can access the class from their office, home or even on the road.
The second part of the program occurs in an intense 3 day workshop. In these sessions, attendees have access to top entrepreneurial educators and successful practitioners. Participants work on their own personal business challenges, with their financials, and their team dynamics. They also learn from a peer group of successful executives.
After the face to face program, attendees return home to work on an Action Plan-a step by step plan to help break through a scaling barrier. The plan is presented to your peer group to “keep you accountable”. Afterwards, one on one consulting (on your site if possible) is conducted with a professional to help you implement your goals.
The Rise Framework is a single business framework that incorporates sales, marketing, operations, and culture developed from deep empathy for the customer.
Be Supported: Being a leader of a company can be a lonely job. We are a place of confidential support to help you realize your dreams and overcome difficulties.
personal success: Business activities can be considered as a tool to achieve personal goals. We are on your team to accomplish both.
business success: We always deliver the goods to help clients uplift their business built around balancing highest impact choices relative to resources available.
“For Rombauer Vineyards specifically, we love building around the concept of Joy. It is a perfect fit for who and what we are and has focused the emotional energy of our brand into the truth of why our customers are drawn to us. We use the framework on events and marketing and in our training and onboarding. Every employee is an ambassador for Joy in the world and we want everyone on our team to feel unified in contributing to making the world a happier place to be.”
“Working with Doug has been transformative to our business. With the new positioning, we immediately used it to help land a $500,000 contract. Our close rate has moved up substantially and we are winning the projects and clients we want. We have also been able to edge up our pricing which immediately elevates earnings. We spent the time to clearly define how we are the perfect partner for our clients and they gravitate to it strongly and the attention to detail bolstered our quality processes.”
“I have had Doug work on a few of our brands and the impact is always transformational. As soon as Doug called out that we were being Feature Listers, I could immediately see it and knew we needed to change. With his customer analysis we saw how we were not reaching the chronic sufferer we wanted so we switched to focus on the IBS-D population, which is a very large audience who will give us the highest lifetime value per customer. The evolution of the messaging framework was spot on for the target audience and we are now rolling that out too much greater rewards.”
