- 1. Introduction
- 01 Why Issue Diagnosis Matters
- 02 Meet Your Mentor
- 03 Course Overview
- 2. Issue Diagnosis Foundations
- 01 What is Issue Diagnosis
- 02 A Template for Diagnosing
- 3. On the Phone Activities
- 01 Conversion Rate
- 02 Contract Value
- 03 Sales Cycle
- 04 How to Coach
- 05 Real Life Example
- Exercise- Putting the Framework into Action
- 4. Off the Phone Activities
- 01 Pipeline Management
- 02 Pipeline Creation
- 03 How to Coach
- 04 Employee Health
- 05 Another Real World Example
- 5. Conclusion
- Recap and Next Steps