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Times are changing – distraction and commoditization are rising and loyalty is declining. The availability of technology and information is increasing and the amount of time you have to pitch is shrinking.

With as much as 70% of the buyer’s journey done before your team even shows up, you have to pitch perfectly at every opportunity to make the next cut. With only 30% of the journey available to you, your ability to answer “Why should I choose YOU?” is more critical than ever.

How do you attack this yawning gap?

Align your marketing and business development with the way your prospects are really buying and prepare for a new relentlessly competitive environment: Compressed Selling Time, Commoditization, and Consensus Decision-Making which all threaten your future revenue and margin growth.

Develop a new outlook on your buyer’s journey with Jeff Echols and learn how to connect your value that gets you ahead of the RFP (and your competition).


  • Learn how the “Three Deadly Cs” impact your win rate
  • Develop a plan to attack the gap between traditional marketing and business development and the way prospects are really buying
  • Explore the most effective way to get ahead of the RFP process
  • Develop a communications framework to apply to your website, marketing collateral, elevator pitch, and even live interview situations
Course Type

Online Class

Delivery Type

On Demand, Online, Self-Paced

PDH Credit


Price (Member)


Price (Non-Member)


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