Course Curriculum

GETTING STARTED

Course 1: Your Tour Of Version 7.0Chapter 1: Your Tour Of Doyle On Demand Version 7.0 Is Waiting For You

Course 2: Add This Platform To All Of Your DevicesChapter 1: Doyle On Demand Mobile Device Shortcuts

Course 3: Managers: How To Assign & Monitor Team ActivityChapter 1: Rockin’ Your Manager’s ReportsChapter 2: How To Assign Courses To Your AE’s

Course 4: Managers: Best Practices For Team SuccessChapter 1: Assigning CoursesChapter 2: To Train or Not To Train As a Group?

New Account Executive Training

Course 1: New Account Executive IntroductionChapter 1: New Account Executive Training

Course 2: Why It’s A Great Time To Join Our Industry Chapter 1: Welcome To The Coolest Business On The Planet Chapter 2: Overcoming Rejection Chapter 3: Using This Program The Right Way

Course 3: Your New Work EnvironmentChapter 1: Around The TV Station Chapter 2: Station Positions Chapter 3: Why It’s A Great Time

Course 4: Going After New BusinessChapter 1: Become A Category Expert Chapter 2: Prospecting For Time Or Program Chapter 3: What Do Customers Really Want?

Course 5: Getting The AppointmentChapter 1: It’s Business, Not Personal Chapter 2: Here’s How You’ll Get The Appointment Chapter 3: Techniques For Letters And Drop-in Calls

Course 6: Preparing For The First Meeting Chapter 1: The Power of Preparation: The 5 Must Do’s

Course 7: Become The Master Of The Initial Client Call Chapter 1: The First Call Is The Most ImportantChapter 2: Mastering Your Opening Line Chapter 3: The Diagnosis Call Chapter 4: Why You Must Understand Your Client’s Plans Chapter 5: The Advertising ConversationChapter 6: More Opportunity Than Ever Before

Course 8: Six Critical Things Before You Write A Proposal Chapter 1: Title Tips Chapter 2: What To ConsiderChapter 3: Three Rules For Better Success Stories

Course 9: The Must-Ask Diagnostic Questions Chapter 1: Before The Questions Chapter 2: Question About Strength And GrowthChapter 3: The Buying Cycle Chapter 4: USP’s For A Competitive Landscape Chapter 5: Priorities Chapter 6: 5-Step Transition To Uncover Their Budget

New Account Executive Training

Course 10: The 1st Objection Chapter 1: Dealing With First Call Objections Chapter 2: When Objections Are Hugely Relevant Chapter 3: Techniques For Handling Objections Chapter 4: The Two Toughest Objections

Course 11: Making The Deal; Closing With ConfidenceChapter 1: The Final Five In Front Of A Prospect Chapter 2: Closing Strategies

Course 12: Negotiate Like A ProChapter 1: The Game Of Negotiation Chapter 2: Three Critical Concepts Chapter 3: Techniques To Negotiate Like A ProChapter 4: It’s OK To Say “NO” Chapter 5: Bringing It Together

Course 13: Killer Questions For Digital Dollars Chapter 1: Times Have Changed Chapter 2: Ana’s Success StoryChapter 3: The Purpose Of A Website Chapter 4: Growing Through Social Media Chapter 5: The Hidden Day Part

Course 14: Big Money Selling New Platforms Chapter 1: You Are A Seller Of Technology Chapter 2: Five Kinds Of Buyers Chapter 3: Who Are Your Buyers?Chapter 4: Focus On What The Buyer Wants

Course 15: Creative That Closes Chapter 1: Creative Is Your Responsibility Chapter 2: The Triggers Question Chapter 3: Point Of Entry Chapter 4: The Positioning Paradox And The Creative Formula Chapter 5: Driving Results For Your Clients Chapter 6: Call To Action Chapter 7: No Clichès, No Blah Chapter 8: Tips For Effective CreativeChapter 9: Why You Must Feed Strength And Starve Weakness

Course 16: Relationships That Get Contracts Renewed Chapter 1: How Will You Stand Out? Chapter 2: Must Do Deposits Chapter 3: Should Do Deposits Chapter 4: Game Changers

Course 17: Measuring ViewershipChapter 1: Ratings: A Basic FoundationChapter 2: Audience Measurement Terms Chapter 3: Nielsen Versus RentrakChapter 4: Cross Platform Ratings

Course 18: Agency’s Favorite RepChapter 1: Making The Agency Your Friend Chapter 2: Types Of Agencies Chapter 3: Standing Out In The ProcessChapter 4: Developing Relationships

New Account Executive Training

Course 19: Finding The MoneyChapter 1: Increase Closing Percentages As An Expert

Course 20: The Next StepChapter 1: Moving Past Rejection Chapter 2: Four Stages Of Sales

Course 21: Jump-Starting Your CareerChapter 1: Words Of Wisdom From The ExpertsChapter 2: What’s Next?

Experienced Sellers Training

Course 1: Doing New Business While Managing An Account ListChapter 1: The KEY To New Business SuccessChapter 2: Where To Find Big MoneyChapter 3: Where To Find The Time

Course 2: Prospecting For New Business The Easy WayChapter 1: Go Deep Not WideChapter 2: Leave A Voicemail That Get’s An AppointmentChapter 3: Don’t Give The Idea Away Before Diagnosis

Course 3: Prospecting: Six Things You Need To KnowChapter 1: Don’t Overlook Low Hanging FruitChapter 2: Where To Focus Your New Business TargetsChapter 3: Learn To Deal With Call ReluctanceChapter 4: Hiding Behind E-mailChapter 5: Getting To The Decision MakerChapter 6: Treat Your Prospects Like A Bank

Course 4: How To Get Messages ReturnedChapter 1: Getting The Initial Meeting With A New Business ProspectChapter 2: How Do You Get Your VM Messages Returned?Chapter 3: Three Other Techniques To Get A MeetingChapter 4: Know Your Numbers

Course 5: Impact New Business: Know Your NumbersChapter 1: The Power Of CompoundingChapter 2: The Power of TestimonialsChapter 3: Asking the Last Question

Course 6: Conducting Effective CNA CallsChapter 1: What Does Diagnosis Look Like Today?Chapter 2: Before The Call BeginsChapter 3: A Business Conversation Not An Advertising ConversationChapter 4: Roadblocks: CNA Tips That WorkChapter 5: How To End A Diagnosis Call

Course 7: What Is Your NEXT Sale?Chapter 1: One Idea To Increase Your Closing %Chapter 2: Once You Decide Then What?Chapter 3: Selling The Power Of Your Medium

Course 8: Reduce Risk And Close MoreChapter 1: Selling Is The Process Of Taking Away RiskChapter 2: Some Ideas That Take Away RiskChapter 3: And The Biggest Of All

Course 9: Presentations That SellChapter 1: One Way To Focus The Presentation (Title)Chapter 2: ”People Buy For Their Reasons Not For Ours”Chapter 3: Changing Features Into Benefit Statements

Course 10: ROI SellingChapter 1: What Does ROI Selling Accomplish, When Should You Use It?Chapter 2: How To Calculate The Clients ROI

Chapter 3: Using ROI In A Sales Presentation

Experienced Sellers Training

Course 11: Asking For The orderChapter 1: Importance Of The Last 5 MinutesChapter 2: Setting Up The CloseChapter 3: All Closing Techniques Have This. Here’s Why.

Course 12: Handling ObjectionsChapter 1: The Difference Between First Call And ”Before The Sale” ObjectionsChapter 2: A Powerful Answering Objection TechniqueChapter 3: How Do You Deal With ”No Budget”?Chapter 4: How Do You Deal With ”Let Me Think It Over”?Chapter 5: Answers To Tough Objections Revealed Part 1Chapter 6: Answers To Tough Objections Revealed Part 2Chapter 7: Answers To Tough Digital Objections Revealed Part 3

Course 13: Becoming A Great NegotiatorChapter 1: What Does It Mean To Be A Win/Win NegotiatorChapter 2: Most Negotiations Are Won/Lost Before They StartChapter 3: The VALUE=PRICE EquationChapter 4: Get To Give. Using Concessions In A NegotiationChapter 5: Going To The BalconyChapter 6: Five Tips To Negotiate With Media Buyers

Course 14: Differentiating For Sales SuccessChapter 1: Understanding The NeedChapter 2: The Client Is Buying YouChapter 3: Discussion Of The ObviousChapter 4: Tips You Should ConsiderChapter 5: Securing A Client Forever

Course 15: Managing ChurnChapter 1: 20% Is Going AwayChapter 2: RDD: Retention Deficit DisorderChapter 3: Top Five Retention MistakesChapter 4: The ”First Hug” Meeting

Course 16: Avoid These Common MistakesChapter 1: Failure To Beat The Buying CycleChapter 2: The ROI MistakeChapter 3: Answering The ”How Much” QuestionChapter 4: Selling A Solution Before There’s A ProblemChapter 5: Get Yer Jarg On!Chapter 6: The Myth Of The Three Frequency!Chapter 7: Pending HeLL!

Course 17: 3 Secrets For Booking More New Business MeetingsChapter 1: You Must Bring Value From The Get GoChapter 2: Have A VBRChapter 3: The Three-Step Voicemail

Course 18: The Wobble - Client Says Yes, At FirstChapter 1: Introducing “The Wobble”Chapter 2: Wobble Warning Signs And Red FlagsChapter 3: Steps to Avoid the WobbleChapter 4: More Anti Wobble StepsChapter 5: The Biggest Wobble Killer!

Experienced Sellers Training

Course 19: Annual SellingChapter 1: Annual Selling SeasonChapter 2: Why The Annual?Chapter 3: Annual Selling TipsChapter 4: More Anti Wobble StepsChapter 5: An InvitationChapter 6: Cap the AnnualChapter 7: Don’t Be a SALY!

Course 20: Lessons From America’s Best New Business DevelopersChapter 1: IntroductionChapter 2: Make The TimeChapter 3: Networkers and Name DroppersChapter 4: Squirrels and ElephantsChapter 5: Chihuahuas and PitbullsChapter 6: It’s A Long Sales CycleChapter 7: In Prospecting Today It’s More About The What Than The WhoChapter 8: You Need To Know How To Make It Work

Course 21: KOHLossal EventsChapter 1: Have a KOHLossal Event

Closing More New Local Business

Course 1: Conducting Effective CNA CallsChapter 1: What Does Diagnosis Look Like Today?Chapter 2: Before The Call BeginsChapter 3: A Business Conversation Not An Advertising ConversationChapter 4: Roadblocks: CNA Tips That WorkChapter 5: How To End A Diagnosis Call

Course 2: Little Known Secrets To Closing New BusinessChapter 1: Selling is the Process of Reducing The Buyer’s RiskChapter 2: Bring A Great Idea

Course 3: Prospecting For New Business The Easy WayChapter 1: Go Deep Not WideChapter 2: Leave A Voicemail That Gets An AppointmentChapter 3: Don’t Give The Idea Away Before Diagnosis

Course 4: How To Get Messages ReturnedChapter 1: Getting The Initial Meeting With A New Business ProspectChapter 2: How Do You Get Your VM Messages Returned?Chapter 3: Three Other Techniques To Get A MeetingChapter 4: Know Your NumbersChapter 5: The Next BIG Sales Weapon

Course 5: Impact New Business: Know Your NumbersChapter 1: The Power Of CompoundingChapter 2: The Power of TestimonialsChapter 3: Asking the Last Question

Course 6: Idea You Can Sell #1: Get 3 QuotesChapter 1: Idea You Can Sell #1: Get 3 Quotes

Course 7: Idea #2: Get A Second OpinionChapter 1: Idea #2: Get A Second Opinion

Course 8: Idea #3: Point Of EntryChapter 1: Idea #3: Point Of Entry

Course 9: Idea #4: Call TodayChapter 1: Idea #4: Call Today

Course 10: Idea #5: Affordable FuneralsChapter 1: Idea #5: Affordable Funerals

Course 11: Idea #6: Recruitment and StaffingChapter 1: Idea #6: Recruitment and Staffing

Course 12: Doing New Business While Managing An Account ListChapter 1: The KEY To New Business SuccessChapter 2: Where To Find Big MoneyChapter 3: Where To Find The Time

Course 13: Helpful Hints In Little Know CategoriesChapter 1: Helpful Hints in Little Known Categories

Course 14: When Selling Fear WorksChapter 1: When Selling Fear Works

Closing More New Local Business

Course 15: Challenges And Rewards In HealthcareChapter 1: Challenges And Rewards In Healthcare

Course 16: Tips For Selling RV And RetailChapter 1: Tips For Selling RV And Retail

Course 17: Non-Traditional Campaigns: 3 Fantastic ExamplesChapter 1: Wait To TextChapter 2: Know The SignsChapter 3: No More BullyingChapter 4: Next Steps

Course 18: Death Of The A25-54 DemoChapter 1: Why 2019 is the Year We End A25-54!

Selling Digital

Course 1: Miscellaneous Tips And Techniques For Selling DigitalChapter 1: The Power Of ReferralsChapter 2: Become An SMEChapter 3: Go Where The Techies GoChapter 4: Understand What They Are BuyingChapter 5: The Complex Sale/Multiple Buying Influences

Course 2: The Technology Adoption LifecycleChapter 1: What Is The Technology Adoption Lifecycle?Chapter 2: InnovatorsChapter 3: Early AdoptersChapter 4: Early MajorityChapter 5: Late MajorityChapter 6: Laggards

Course 3: Pre-call prepChapter 1: The Bare MinimumChapter 2: Advanced Pre-call PrepChapter 3: Other Tools

Course 4: Post SaleChapter 1: Now Comes The Hard PartChapter 2: Scope CreepChapter 3: There Will Be Glitches

Course 5: Google ChangesChapter 1: Google Changes

Course 6: What’s Google Been Up To?Chapter 1: What’s Google Been Up To?

Course 7: Geo-Fencing vs Geo-TargetingChapter 1: Geo-Fencing vs Geo-Targeting

Course 8: Digital FailsChapter 1: The Capabilities Pitch FailChapter 2: Speak Their LanguageChapter 3: TMIChapter 4: Unbundled

Course 9: Digital DiagnosisChapter 1: The Five ”Must ask” Diagnosis Questions

Course 10: Mobile Coupons For The HolidaysChapter 1: Mobile Coupons For The Holidays

Producing Ads That Get Results:

Don’t Get Canceled… Get Renewed!

Course 1: Getting Measurable ResultsChapter 1: Results Are More Important Than Ever Chapter 2: Strategy Always Comes First Chapter 3: Finding The StrategyChapter 4: Helping Smaller Clients Chapter 5: Creative For DigitalChapter 6: The BIG Secret

Course 2: 10 Killer Questions You Must AskChapter 1: Starting The Process Chapter 2: Five Killer Questions Chapter 3: Five More Killer Questions Chapter 4: Five Tips For Better Listening

Course 3: Why You Need A Singular Point Of AttackChapter 1: Find A Niche And Scratch It Chapter 2: Creating A Strong Value Proposition Chapter 3: The USP Message Test Chapter 4: The Positioning Paradox And Creative Formula Chapter 5: Examples Of The Singular Point Of Attack

Course 4: Tips, Tricks, And Techniques To Increase MemorabilityChapter 1: The Power Of Testimonials Chapter 2: Should The Client Be In His Own Ads? Chapter 3: Response Vs. Results Chapter 4: Promoting Events Chapter 5: Jim’s Most Important Lesson

Course 5: The Power of Offers and DeadlinesChapter 1: Branding Versus Results Chapter 2: The Power Of A Deadline Chapter 3: Case Study: Master Muffler

Course 6: Digital CreativeChapter 1: Display Ads Chapter 2: Mobile Ads Chapter 3: Digital Video AdsChapter 4: Driving Traffic To A Website Course 7: The 14 Rules Of The Guru Of AdsChapter 1: The Message Is The Issue Chapter 2: Success Or Failure Chapter 3: The Magic Wand Question Chapter 4: It’s In The KISSChapter 5: KISSing Without Cliches Chapter 6: The Sound Of Silence Chapter 7: Avoiding The Obvious While Finding The Point Of Entry Chapter 8: The Four Fiddlers Of Retail Chapter 9: Tags And Test Drives Chapter 10: Bringing It All Together

Parking Lot Insights

Course 1: Calling On Roofing CompaniesChapter 1: Category OverviewChapter 2: Key Questions To Ask Your Roofing ProspectChapter 3: TrendsChapter 4: Roofing Creative Ideas

Course 2: Calling On RestaurantsChapter 1: Restaurant OverviewChapter 2: Killer Restaurant Diagnosis QuestionsChapter 3: A Restaurant Point Of Entry StoryChapter 4: Restaurant Creative Ideas

Course 3: Safety and OSHAChapter 1: Understanding This OpportunityChapter 2: Best Practices

Course 4: Opportunities With CasinosChapter 1: What Makes Seniors Flock To Casinos?Chapter 2: 12 Key Questions To Ask In Your CNA Call

Course 5: Calling On A LawyerChapter 1: Industry OverviewChapter 2: Thinking Beyond PI AttorneysChapter 3: 5 KILLER Diagnosis QuestionsChapter 4: Uncovering The Digital OpportunitiesChapter 5: What Do We Know About Effective Lawyer Creative?

Course 6: Calling On HVAC?Chapter 1: Industry Overview And OpportunitiesChapter 2: DifferentiatorsChapter 3: TrendsChapter 4: KILLER Diagnosis Questions

Course 7: Finding Money In HealthcareChapter 1: Industry OverviewChapter 2: Where’s The Money?Chapter 3: KILLER Diagnosis QuestionsChapter 4: Uncovering The Digital OpportunitiesChapter 5: What Do We Know About Effective HC Creative?

Course 8: Physical TherapyChapter 1: OverviewChapter 2: Trends In Physical TherapyChapter 3: National Physical Therapy MonthChapter 4: Home Health Care and Hospital Readmission Reduction

Course 9: Direct Primary CareChapter 1: Calling On A Direct Primary Care Provider

Course10: Opportunities In Hearing Loss & Hearing AidsChapter 1: Opportunities In Hearing Loss & Hearing Aids OverviewChapter 2: 5 Key Questions When Calling On A Hearing Aid DealerChapter 3: Prospecting A Hearing Instrument Dealer

Course 11: Calling On An Allergy ClinicChapter 1: Allergy Clinic OverviewChapter 2: Allergy Clinic DiagnosisChapter 3: Allergy Insights

Course 12: Solar Energy SolutionsChapter 1: The Bright Side of Solar PowerChapter 2: Targeting the Right Client

Parking Lot Insights

Course 13: Gun Shops & Gun RangesChapter 1: OverviewChapter 2: Points of EntryChapter 3: Digital Platforms

Course 14: Home Remodeling ServicesChapter 1: Home Remodeling Services OverviewChapter 2: RoofingChapter 3: Kitchen and Bath RemodelingChapter 4: Windows and Doors

Course 15: Medical Selling StrategiesChapter 1: The State Of HealthcareChapter 2: Not Every Practice Has The Same Advertising GoalChapter 3: The Sales CycleChapter 4: GatekeepersChapter 5: Everyone In The Medical Office Is Willing To ListenChapter 6: The Key To Prospecting Healthcare ClientsChapter 7: The Four PillarsChapter 8: Emotional DriversChapter 9: Sales Mistakes 1 and 2Chapter 10: Sales Mistakes 3 and 4Chapter 11: A Final Word From Our Experts

Course 16: Pest ControlChapter 1: Pest Control OverviewChapter 2: Pest Control DiagnosisChapter 3: Pest Control PositionsChapter 4: Digital

Course 17: Gift CardsChapter 1: Gift Cards

Course 18: Pawn ShopsChapter 1: OverviewChapter 2: Calling On A Pawn Shop

Course 19: Alcohol And Drug Rehabilitation ProgramsChapter 1: Alcohol RehabilitationChapter 2: Drug Rehabilitation

Course 20: The Insurance IndustryChapter 1: Insurance Industry OverviewChapter 2: How Does An Insurance Industry Get Paid?Chapter 3: Killer Time Out Calls

Course 21: Calling On An Assisted Living FacilityChapter 1: Assisted Living Facility OverviewChapter 2: Assisted Living FacilityChapter 3: Hospice

Course 22: Recreation IndustryChapter 1: Motorhome DealersChapter 2: Marine Dealers

Course 23: PowersportsChapter 1: Industry OverviewChapter 2: Harley Davidson MotorcyclesChapter 3: Indian MotorcyclesChapter 4: European MotorcyclesChapter 5: Metric Motorcycles

Parking Lot Insights

Course 24: Calling On A Funeral Business?Chapter 1: Industry Overview And OpportunitiesChapter 2: KILLER Diagnosis Questions

Course 25: Furniture Dealers: MattressesChapter 1: Subcategory OverviewChapter 2: What Do We Know About Effective Mattress Creative?

Course 26: Calling On A Furniture Dealer?Chapter 1: Industry OverviewChapter 2: 5 KILLER Diagnosis QuestionsChapter 3: It’s Not Volume.... It’s TURN

Course 27: Mobile DentistryChapter 1: Calling On A Mobile Dentistry ProviderChapter 2: Uncovering Marketing Opportunities

Mastering The Automotive Industry

Course 1: Dominating The Auto Revenue Category: Strategies From An Auto DelaerChapter 1: Looking Back!Chapter 2: Forecasting The Automotive IndustryChapter 3: Dealer Digital Proposal TemplateChapter 4: Dealer Co Op Advertising DollarsChapter 5: A Dozen Auto Questions You Must Ask Part 1Chapter 6: A Dozen Auto Questions You Must Ask Part 2Chapter 7: A Dozen Auto Questions You Must Ask Part 3Chapter 8: Opportunities to Win and Regain Auto DollarsChapter 9: Tracking TV ResultsChapter 10: Lease Returns Will Power Used Car SalesChapter 11: Independent Used Car DealersChapter 12: New Car Dealers Outside The MetrosChapter 13: The Myth Of The Last Click

Course 2: Calling On A Car DealerChapter 1: Industry OverviewChapter 2: Five KILLER Diagnosis QuestionsChapter 3: Your Dealer Says, “Business Is Slow, I’m Pulling Back.”Chapter 4: What Do We Know About Effective Auto Creative?Chapter 5: The ROI RefresherChapter 6: Uncovering the Digital Opportunities

Course 3: Generals To GeneralsChapter 1: The Power Of Our StoryChapter 2: Generals Talk To GeneralsChapter 3: We Have To Keep Our Dealers Sold

Course 4: 3rd Party MathChapter 1: Understanding 3rd Party Lead ProvidersChapter 2: 3rd Party MathChapter 3: 3rd Party Tracking & Measurements

Course 5: Finding Opportunity Outside The MetroChapter 1: Addressing Outside The Metro DealersChapter 2: Website StrategiesChapter 3: Advertising On TV Is Wasteful!

Course 6: Google Proves TV WorksChapter 1: The Website Is The Front Door To The DealershipChapter 2: Google Analytics Proves TV WorksChapter 3: Video Is The #1 Most Influencial ToolChapter 4: Action Steps

Course 7: Don’t Let Your Dealer Think It’s All About BrandingChapter 1: Debunking The “TV Is For Branding” MythChapter 2: TV Is A Call To Action MediumChapter 3: TV Is A Market MotivatorChapter 4: Controlling Branding ObjectionsChapter 5: Auto Really Is Retail

Course 8: Dominating The Auto Revenue Category: Strategies From An Auto DealerChapter 1: IntroductionChapter 2: Opportunities In AutomotiveChapter 3: Lease ReturnsChapter 4: Dealers Outside The MetroChapter 5: The Service DepartmentChapter 6: The Must Do’s

Mastering The Automotive Industry

Course 9: The Auto World TodayChapter 1: The State Of The Auto IndustryChapter 2: Targeting Auto DealersChapter 3: Digital StrategyChapter 4: Video StrategyChapter 5: Fall Auto UpdateChapter 6: Automotive Industry TermsChapter 7: Pat’s Automotive Dealer Background

Course 10: Handling Automotive Dealer ObjectionsChapter 1: I’ve Already Spent My Co-Op AllowanceChapter 2: I Use My Digital Vendors That My Manufacturer’s ApproveChapter 3: No One Watches TV Anymore, It’s All Gone To DigitalChapter 4: We Do Mostly RadioChapter 5: We Do Mostly CableChapter 6: We Do A Lot Of Direct MailChapter 7: We Are Already On TVChapter 8: No One Watches TV In The Summer

Course 11: Automotive Service IndustryChapter 1: New Car Dealer Service DepartmentsChapter 2: Independent Automotive Repair ShopsChapter 3: Automotive Body Shops

Course 12: Auto: Used Car DealersChapter 1: Independent Used Car DealersChapter 2: Used Cars Sold By New Car Dealers

Leadership Success

Course 1: Sales Leadership In The New TV BusinessChapter 1: Increase The Effectiveness Of Your New Business ProgramChapter 2: Know Your NumbersChapter 3: Dramatically Different Relationships With Our Largest AccountsChapter 4: Dealing With Under-Performers And Veterans Who Don’t Want To PlayChapter 5: How Do You Treat The Top Performers?Chapter 6: Dominant StationsChapter 7: Where Do I Find Good People?Chapter 8: Establish StandardsChapter 9: Relationships and Results

Course 2: Blowing Away Your New Business BudgetsChapter 1: Why New Business Today Is More Important Than EverChapter 2: New Business In A New WayChapter 3: Everyone Has To Do New Business. But What Should You Teach Your Veterans?Chapter 4: The New Business Spread Sheet...How To Use It

Course 3: Putting The Best Team On The FieldChapter 1: Where Do We Find Great Salespeople?Chapter 2: Before You Recruit...The Critical DecisionChapter 3: Success Looks Like Success. One Key To Recruiting StarsChapter 4: Our Biggest Recruiting MistakeChapter 5: Three Tips For Better InterviewsChapter 6: Don’t Waste Your Time Interviewing LosersChapter 7: What About Testing?Chapter 8: After You Decide You Want Them...SELL THEM

Course 4: Dealing With UnderperformersChapter 1: Every Sales Staff Looks The Same, But…Chapter 2: The Statement You Make By Dealing With UnderperformersChapter 3: What Would You Lose If They Left?Chapter 4: The Other Part Of A Performance Culture

Course 5: Managing The StarsChapter 1: The Critical Importance Of StarsChapter 2: What Stars Think About MicromanagementChapter 3: With Your Stars…Do This Every Year At Least 1x

Course 6: The Sales Meeting: The Critical Hour Each WeekChapter 1: What Your AE’s Tell Us About Your Sales MeetingsChapter 2: What Does A Great Sales Meeting Look Like?Chapter 3: Three Cool Sales Meeting Ideas To Get You ThinkingChapter 4: The Training Meeting - How Do You Structure It?Chapter 5: Three Parts Of Your Training ProgramChapter 6: Jim’s Biggest Trick For A Successful Training MeetingChapter 7: Should You Do Role Playing?Chapter 8: You Can’t Teach What You Don’t Know

Course 7: Motivation For High PerformanceChapter 1: Can You Really Motivate People? Chapter 2: Understanding The Personalities Of Your AE’sChapter 3: Creating A HIGH Performance Culture...How To Motivate The 70%Chapter 4: Making Fun, Excitement And Applause Part Of Your CultureChapter 5: The Critical Balance…Culture PLUS Accountability

Course 8: Field Coaching…A Critical Sales Management SkillChapter 1: When Sales Managers Should Be On The StreetChapter 2: Setting Up A Coaching Day. What Do You Want To Watch?Chapter 3: Handling The CritiqueChapter 4: The BIGGEST Sales Manager Mistake We Make On Calls

Leadership Success

Course 9: Lessons From GREAT Sales ManagersChapter 1: An AE Just Resigned. What Should You do?Chapter 2: An AE Just Resigned. What Should You Try To Avoid?Chapter 3: Selling The D2/D3 Station: The Big IssuesChapter 4: What Do You Want Your Bosses To Do With Clients?Chapter 5: What Does An Effective One-On-One Meeting Look Like?

Course 10: Final Thoughts...Leadership Vs. ManagementChapter 1: Managing By Email Isn’t LeadershipChapter 2: Are You A Leader Or A Manager?

Course 11: Setting The CourseChapter 1: The Importance Of Planting A VisionChapter 2: Getting Buy-InChapter 3: Establishing Accountability And GoalsChapter 4: Dealing With Underperformers AND Success

Controlling The Recruitment Challenge

Course 1: Putting The Best Team On The FieldChapter 1: Where Do We Find Great Salespeople?Chapter 2: Before You Recruit...The Critical DecisionChapter 3: Success Looks Like Success. One Key To Recruiting StarsChapter 4: Our Biggest Recruiting MistakeChapter 5: Three Tips For Better InterviewsChapter 6: Don’t Waste Your Time Interviewing LosersChapter 7: What About Testing?Chapter 8: After You Decide You Want Them...SELL THEM

Course 2: Keeping Your StarsChapter 1: The Critical Importance Of StarsChapter 2: What Stars Think About MicromanagementChapter 3: With Your Stars... Do This Every Year At Least 1x

Accelerating your Career

Course 1: Setting A Course With GoalsChapter 1: The Power Of GoalsChapter 2: How To Write A Goal CardChapter 3: How To Use Goal Cards

Course 2: Generate Momentum For SuccessChapter 1: Elevating Self-esteemChapter 2: Jim’s Most Powerful Success LessonChapter 3: Creating An Environment For Success

Course 3: How To Maximize Your TimeChapter 1: Getting More From Your Time, Part 1Chapter 2: Getting More From Your Time, Part 2

Course 4: Dealing With Career Ups And DownsChapter 1: The Power Of Momentum And How To Use ItChapter 2: Dealing With Slumps

UPGRADE Selling® Platinum

Course 1: Monday Money MinuteChapter 1: Get More Phone Call ReturnedChapter 2: Is New Business A Priority This Week?Chapter 3: Prospect By Stolen IdeaChapter 4: Increase New Business Closing PercentageChapter 5: Prospect By Category

Course 2: The Best Of UPGRADE Selling® LIVEChapter 1: Make Your Advertisers The First Folder

Course 3: UPGRADE Selling® IntroductionChapter 1: UPGRADE Selling® Audio FolderChapter 2: Material Download Folder

Course 4: UPGRADE Selling® AdvancedChapter 1: Material Download FolderChapter 2: The Final 5

Course 4: UPGRADE Selling® Introduction: TV CommercialsChapter 1: TV Commercial - Kanes OrthopedicsChapter 2: TV Commercial - HVAC Bassett 2nd OpinionChapter 3: TV Commercial - Diamond Cellar Price ComparisonChapter 4: TV Commercial - Jernigan ChiropracticChapter 5: TV Commercial - We Don’t Represent Drunk Drivers We Sue ThemChapter 6: TV Commercial - Newcomer Funeral HomeChapter 7: TV Commercial - The Men’s Divorce AttorneyChapter 8: TV Commercial - Summit MoversChapter 9: TV Commercial - Lee ImageChapter 10: TV Commercial - Wadsworth Cheap PricesChapter 11: TV Commercial - Carter Chapter 12: TV Commercial - Overhead DoorChapter 13: TV Commercial - Specks PetstoreChapter 14: TV Commercial - Sayre Sedation Dentist

Course 4: UPGRADE Selling® Introduction: TV Commercials (Cont.)Chapter 15: TV Commercial - FourrouxChapter 16: TV Commercial - Ben FranklinChapter 17: TV Commercial - HVAC Frisbee

Course 5: UPGRADE Selling® Advanced: TV CommercialsChapter 1: TV Commercial - Power Up MontageChapter 2: TV Commercial - Cullman Liquidation CenterChapter 3: TV Commercial - The Diamond CellarChapter 4: TV Commercial - Wadsworth Carpet WarehouseChapter 5: TV Commercial - Pediatric Ear, Nose & Throat SpecialistChapter 6: TV Commercial - Vein Center of UtahChapter 7: TV Commercial - Permanent Hair RemovalChapter 8: TV Commercial - Furroux ProstheticsChapter 9: TV Commercial - Jernigan ChiropracticChapter 10: TV Commercial - Coca ColaChapter 11: TV Commercial - MegawooshChapter 12: TV Commercial - Kane Orthopedic Hip Replacement TestimonialChapter 13: TV Commercial - Obrien BoydChapter 14: TV Commercial - HVAC Bassett 2nd OpinionChapter 15: TV Commercial - Summit Movers

Course 6: Help MEChapter 1: HelpMe@JimDoyleChapter 2: HelpMe@jimdolye Usage Video

Course 7: 10 Day Revenue InitiativeChapter 1: 10 Day Revenue InitiativeChapter 2: Pat Norris’s Introduction to AE’sChapter 3: Pat Norris’s Introduction to ClientsChapter 4: Materials

UPGRADE Selling® Platinum

Course 8: 6 Day Revenue InitiativeChapter 1: 6 Day Revenue InitiativeChapter 2: Pat Norris’s Introduction to AE’sChapter 3: Pat Norris’s Introduction to ClientsChapter 4: Materials

Course 9: 2-1-2 Day Revenue InitiativeChapter 1: 2-1-2 Revenue InitiativeChapter 2: Pat Norris’s Introduction to AE’sChapter 3: Pat Norris’s Introduction to ClientsChapter 4: Materials

Course 10: Post Revenue InitiativeChapter 1: Post Revenue InitiativeChapter 2: Maximizing Your UPGRADE Selling Project

Course 11: Client Event DayChapter 1: Client Event DayChapter 2: MaterialsChapter 3: TV Station Promo - ParkersburgChapter 4: TV Station Promo - OrlandoChapter 5: TV Station Promo - OmahaChapter 6: TV Station Promo - Sioux CityChapter 7: TV Station Promo - Sioux CityChapter 8: TV Station Promo - TV30 CorpusChapter 9: TV Station Promo - KRISChapter 10: TV Station Promo - Kansas CityChapter 11: TV Station Promo - KXXVChapter 12: TV Station Promo - Testimonials Sioux CityChapter 13: TV Station Prep Photos

Course 12: TestimonialsChapter 1: Big Market TestimonialsChapter 2: Account Executive TestimonialsChapter 3: Automotive TestimonialsChapter 4: Legal TestimonialsChapter 5: Furniture and Mattress Testimonials

Course 13: Custom Teaching DayChapter 1: Tom Ray’s Help Desk DayChapter 2: Tom Ray’s Pulling Back The Curtain DayChapter 3: Tom Ray’s Small Group Advertiser WorkshopChapter 4: Pat Norris’s Behind The Scene: Auto Dealers DayChapter 5: Pat Norris’s Help Desk DayChapter 6: Pat Norris’s Behind The Curtain DayChapter 7: Custom Teaching Day John Hannon

Course 14: The Money Memo ArchivesChapter 1: 2014 ArchivesChapter 2: 2015 ArchivesChapter 3: 2016 Archives

Course 16: Money CallChapter 1: Money Call Q1 March 29, 2019Chapter 2: Money Call Q4 December 16, 2018Chapter 3: Money Call Q3 September 28, 2018Chapter 4: Money Call Q2 June 29, 2018Chapter 5: Money Call Q1 March 16, 2018Chapter 6: Money Call Q4 December 14, 2017Chapter 7: Money Call Q3 August 18, 2017Chapter 8: Money Call Q2 May 19, 2017Chapter 5: Money Call Q1 February 24, 2017