OWEN

The Challenge

Owen joined his current company still fairly new to sales and was looking for structure he could rely on. While the company had experienced reps and loose frameworks like MEDDIC in place, there wasn’t a clear or consistent sales process to follow.

“The value for me has been the fact that I can always go back and refer to it – especially because I was new to the role when I started the course.”

He needed something practical and flexible to help him prepare for key moments – discoveries, demos, and follow-ups – without relying purely on memory or guesswork.

The Solution

Owen worked through the course in time blocks, taking detailed notes in OneNote and keeping a dedicated section next to his live prospect notes. The prep frameworks, discovery techniques, and breakup talk tracks gave him immediate value.

“I don’t retain much unless I take notes – so I’ve got a tab for the fundamentals that I go back to all the time, especially before calls.”

Practices like multi-threading and difficult question framing gave him structure and confidence before key conversations, especially when re-engaging with deals that had gone quiet.

“Probably the biggest thing I took was the breakup talk track – asking tough questions instead of always trying to stay positive. You get your answer and move on.”

The Impact

One of Owen’s earliest inbound deals had started to stagnate. Using the course content, he