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<title>Sales Academy | McGPT</title>
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<a href="strategy.html" class="nav-link text-3xl text-white">Method</a>
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<a href="academy.html" class="nav-link text-3xl text-white">Academy</a>
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</div>
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<main class="flex-grow">
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<div class="container mx-auto px-4 py-16">
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<div class="text-center mb-12">
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<h1 class="text-4xl font-extrabold text-white"> CORE Sales</h1>
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<p class="mt-4 text-lg text-purple-200">Great discovery focuses on the "Why buy?"</p>
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<div id="content-container" class="max-w-4xl mx-auto space-y-8">
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<div id="discovery-qualification" class="content-block bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">Phase 1: Discovery & Qualification</h2>
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<p class="text-purple-100 mb-4">This initial phase is about deep listening and understanding. We use tools like the Value Mapper to connect a prospect's challenges to our core strengths. The goal is not to sell, but to diagnose. By the end of this phase, we should have a clear understanding of the customer's pain and the potential metrics for success.</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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</div>
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<div id="business-case" class="content-block bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">Phase 2: Building the Business Case</h2>
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<p class="text-purple-100 mb-4">Once a legitimate pain is identified, we transition to quantifying the value of our solution. This involves co-creating a business case with our champion, aligning our technical solution to measurable business outcomes. The <strong>MEDDICC Scorecard</strong> becomes critical here to track our alignment with the key people and processes involved in the decision.</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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</div>
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<div id="evaluation-justification" class="content-block bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">Phase 3: Evaluation & Justification</h2>
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<p class="text-purple-100 mb-4">In this phase, we prove our claims through a PoC or detailed evaluation. Success is not just technical validation, but demonstrating the agreed-upon business value. We focus on differentiating against the competition and mitigating any perceived risks or blockers, ensuring our champion is equipped to justify the investment to the Economic Buyer.</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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<div id="stakeholder-mapping" class="bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">1. Map Stakeholders to Find Your Mobilizer</h2>
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<p class="text-purple-100 mb-4">Before you can create urgency, you must understand who holds the power to act. Use tools like <strong>Sales Navigator & Generative AI</strong> to identify stakeholders and the <strong>Economic Buyer</strong>. Tailor your message for different personas (Strategic, Tactical, Operational) to build consensus and find a champion who can drive change.</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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</div>
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<div id="meetings-demos" class="bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">2. Master Meetings & Demos to Drive Momentum</h2>
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<p class="text-purple-100 mb-4">Every interaction is an opportunity to move the deal forward. <strong> Prepare</strong> with a clear agenda, <strong>execute</strong> by focusing on their pain points, and **follow up** immediately with a summary and next steps to maintain the urgency you've built.</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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</div>
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<div id="qualify-meddicc" class="bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">3. Qualify with MEDDICC to Build the Business Case</h2>
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<p class="text-purple-100 mb-4">The <strong>MEDDICC Scorecard</strong> is your tool for rigorously qualifying a deal. Use it to ask targeted questions about <strong>Metrics</strong>, <strong>Decision Criteria</strong>, and the <strong>Decision Process</strong>. By quantifying their pain and understanding their timeline, you can align Scaleway’s value directly with their most pressing needs.</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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</div>
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<div id="deal-progression" class="bg-white/10 backdrop-blur-md border border-white/10 p-8 rounded-xl shadow-lg scroll-mt-24">
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<h2 class="text-2xl font-bold text-purple-300 mb-4">4. Accelerate Deal Progression with Trigger Events</h2>
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<p class="text-purple-100 mb-4">Leverage internal or external pressures to accelerate the decision. Use <strong>ROI and Case Studies</strong> to turn your solution into a "must-have." Listen for <strong>trigger events</strong> like regulatory changes, security vulnerabilities, or budget cycles to provide the final, powerful answer to "Why Now?".</p>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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<svg class="w-6 h-6 text-purple-400 mr-3 flex-shrink-0 mt-1" fill="none" stroke="currentColor" viewBox="0 0 24 24" xmlns="http://www.w3.org/2000/svg"><path stroke-linecap="round" stroke-linejoin="round" stroke-width="2" d="M9 12l2 2 4-4m6 2a9 9 0 11-18 0 9 9 0 0118 0z"></path></svg>
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<span><strong>Tailored C-Level Ready Presentations:</strong> Our proposals are structured for clarity and impact, using storytelling, visuals, and reinforcement.</span>
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<svg class="w-6 h-6 text-purple-400 mr-3 flex-shrink-0 mt-1" fill="none" stroke="currentColor" viewBox="0 0 24 24" xmlns="http://www.w3.org/2000/svg"><path stroke-linecap="round" stroke-linejoin="round" stroke-width="2" d="M9 12l2 2 4-4m6 2a9 9 0 11-18 0 9 9 0 0118 0z"></path></svg>
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<span><strong>Stakeholder-Centric:</strong> We adapt our communication style to resonate with every decision-maker, from analytical to expressive.</span>
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<svg class="w-6 h-6 text-purple-400 mr-3 flex-shrink-0 mt-1" fill="none" stroke="currentColor" viewBox="0 0 24 24" xmlns="http://www.w3.org/2000/svg"><path stroke-linecap="round" stroke-linejoin="round" stroke-width="2" d="M9 12l2 2 4-4m6 2a9 9 0 11-18 0 9 9 0 0118 0z"></path></svg>
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<span><strong>Interactive & Personalized:</strong> Polls, live demos, and custom case studies make every presentation relevant and engaging.</span>
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<p class="text-purple-100"><a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/stats/courses" target="_blank" rel="noopener noreferrer"><strong>To learn more visit this module on Sales Academy (360Learning)</strong>.</a></p>
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</main>
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<p class="text-white-600 dark:text-gray-300 mt-2 text-sm">
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Strategic Tools Enabling Elite Sales
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</p>
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<div class="mt-8 pt-8 border-t border-gray-200 dark:border-gray-700 text-center text-sm text-gray-500 dark:text-gray-400">
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<p>© 2025 McGPT. Always Be Connecting.</p>
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<title>Sales Academy | McGPT</title>
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<link href="https://fonts.googleapis.com/css2?family=Space+Grotesk:wght@400;500;600;700&display=swap" rel="stylesheet">
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body { font-family: 'Space Grotesk', sans-serif; overflow-x: hidden; }
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.nav-link { @apply text-white/80 hover:text-white transition-all duration-200 relative text-sm uppercase font-bold; }
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.nav-link.active { @apply text-white border-b-2 border-primary; }
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#mobileMenuButton.open .hamburger-line:nth-child(1) { transform: rotate(45deg) translate(5px, 6px); }
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#mobileMenuButton.open .hamburger-line:nth-child(2) { opacity: 0; }
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#mobileMenuButton.open .hamburger-line:nth-child(3) { transform: rotate(-45deg) translate(5px, -6px); }
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/* --- THE BUTTON TILES --- */
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.why-btn {
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@apply flex items-center justify-center py-6 px-4 rounded-[1.5rem] font-black uppercase tracking-[0.1em] text-sm md:text-lg
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transition-all duration-300 border-2 shadow-2xl cursor-pointer transform
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.btn-buy { background-color: rgba(6, 182, 212, 0.1); border-color: rgba(6, 182, 212, 0.4); color: #06b6d4; }
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.btn-buy.active { background-color: #06b6d4 !important; color: white !important; border-color: #06b6d4; shadow: 0 10px 30px rgba(6,182,212,0.4); }
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.btn-now.active { background-color: #3b82f6 !important; color: white !important; border-color: #3b82f6; shadow: 0 10px 30px rgba(59,130,246,0.4); }
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.btn-us.active { background-color: #8b5cf6 !important; color: white !important; border-color: #8b5cf6; shadow: 0 10px 30px rgba(139,92,246,0.4); }
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<body class="bg-[#3D1862] text-white min-h-screen flex flex-col transition-colors duration-300">
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<header class="sticky top-0 z-[60] bg-[#0f051a]/90 backdrop-blur-lg border-b border-white/10 shadow-2xl">
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<div class="container mx-auto px-4 py-3 flex justify-between items-center">
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<a href="index.html" class="flex items-center space-x-2 group shrink-0">
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<img src="Images/scaleway-logomark-white.png" alt="Logo" class="h-6 mr-2 transition-transform group-hover:rotate-12">
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<span class="text-xl font-bold tracking-tight text-white font-heading">McGPT</span>
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</a>
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<a href="value-mapper.html" class="nav-link py-1">Map Industry</a>
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<a href="intel.html" class="nav-link py-1">Map Products</a>
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<a href="proof.html" class="nav-link py-1">Proof</a>
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<a href="scorecard.html" class="nav-link py-1">Scorecard</a>
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<a href="strategy.html" class="nav-link py-1">Value-Centric</a>
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<a href="academy.html" class="nav-link py-1 active">Academy</a>
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<main class="flex-grow bg-gradient-to-br from-[#3D1862] to-[#0f051a]">
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<div class="container mx-auto px-4 py-8">
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<div class="text-center max-w-4xl mx-auto mb-10">
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<h1 class="text-4xl md:text-5xl font-extrabold mb-2 tracking-tighter">Sales Academy</h1>
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<p class="text-white/60 text-sm">To master Value-Centric selling is to master how to qualify, quantify and justify the "3 Whys"</p>
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<p class="text-white/60 text-sm italic mt-1">Click a path below to learn more</p>
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</div>
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<button onclick="toggleWhy('buy')" id="btn-buy" class="why-btn btn-buy">Why Buy?</button>
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<button onclick="toggleWhy('now')" id="btn-now" class="why-btn btn-now">Why Now?</button>
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</div>
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<div id="academy-content" class="max-w-[98%] mx-auto pb-12" style="display: none !important;">
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<div id="wrap-buy" class="content-wrap">
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<div class="flex flex-col lg:flex-row gap-8 items-stretch">
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<div class="lg:w-1/5 flex flex-col items-center justify-center bg-white/5 rounded-[2rem] p-6 border border-white/5">
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<img src="Images/Sales.png" alt="Badge" class="w-32 h-32 md:w-40 md:h-40 object-contain drop-shadow-[0_10px_30px_rgba(6,182,212,0.3)]">
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| 133 |
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<h2 class="text-lg md:text-xl font-extrabold text-skyAccent mt-4 uppercase tracking-widest text-center leading-tight">Identify & Listen</h2>
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| 134 |
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</div>
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| 135 |
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<div class="lg:w-4/5 grid grid-cols-1 sm:grid-cols-2 xl:grid-cols-4 gap-4">
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<div class="module-card border-l-8 border-l-skyAccent">
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| 137 |
+
<div><span class="text-skyAccent text-[10px] font-bold uppercase"> Mod 01</span><h3 class="text-base font-bold mt-2"> Targeting Customers</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Master ICP mapping and win-loss analysis.</p></div>
|
| 138 |
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<a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/content/all" target="_blank" class="block w-[90%] mx-auto py-2 bg-skyAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-skyAccent/80">Start</a>
|
| 139 |
+
</div>
|
| 140 |
+
<div class="module-card border-l-8 border-l-skyAccent">
|
| 141 |
+
<div><span class="text-skyAccent text-[10px] font-bold uppercase"> Mod 02</span><h3 class="text-base font-bold mt-2"> Elite Prospecting</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Qualification logic and business pain identification.</p></div>
|
| 142 |
+
<a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/content/all" target="_blank" class="block w-[90%] mx-auto py-2 bg-skyAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-skyAccent/80">Start</a>
|
| 143 |
+
</div>
|
| 144 |
+
<div class="module-card border-l-8 border-l-skyAccent">
|
| 145 |
+
<div><span class="text-skyAccent text-[10px] font-bold uppercase"> Mod 03</span><h3 class="text-base font-bold mt-2"> Buyer Engagement</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Increase SSI and engage buyers on core pain points.</p></div>
|
| 146 |
+
<a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/content/all" target="_blank" class="block w-[90%] mx-auto py-2 bg-skyAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-skyAccent/80">Start</a>
|
| 147 |
+
</div>
|
| 148 |
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<div class="module-card border-l-8 border-l-skyAccent">
|
| 149 |
+
<div><span class="text-skyAccent text-[10px] font-bold uppercase"> Mod 04</span><h3 class="text-base font-bold mt-2"> Pitching Scaleway</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Correctly position value props across industries.</p></div>
|
| 150 |
+
<a href="https://scaleway.360learning.com/group/66fbe9a4f3281e47975115a2/content/all" target="_blank" class="block w-[90%] mx-auto py-2 bg-skyAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-skyAccent/80">Start</a>
|
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+
</div>
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</div>
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</div>
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</div>
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| 155 |
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| 156 |
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<div id="wrap-now" class="content-wrap">
|
| 157 |
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<div class="flex flex-col lg:flex-row gap-6 items-stretch">
|
| 158 |
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<div class="lg:w-1/5 flex flex-col items-center justify-center bg-white/5 rounded-[2rem] p-6 border border-white/5">
|
| 159 |
+
<img src="Images/Strategic_Sales.png" alt="Badge" class="w-32 h-32 md:w-40 md:h-40 object-contain drop-shadow-[0_10px_30px_rgba(59,130,246,0.3)]">
|
| 160 |
+
<h2 class="text-lg md:text-xl font-extrabold text-blueAccent mt-4 uppercase tracking-widest text-center leading-tight">Learn & Investigate</h2>
|
| 161 |
+
</div>
|
| 162 |
+
<div class="lg:w-4/5 grid grid-cols-1 sm:grid-cols-2 xl:grid-cols-4 gap-4">
|
| 163 |
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<div class="module-card border-l-8 border-l-blueAccent">
|
| 164 |
+
<div><span class="text-blueAccent text-[10px] font-bold uppercase"> Mod 05</span><h3 class="text-base font-bold mt-2"> Mapping Stakeholders</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Identify key stakeholders, deal mobilizers and access the EB.</p></div>
|
| 165 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-blueAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-blueAccent/80">Start</a>
|
| 166 |
+
</div>
|
| 167 |
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<div class="module-card border-l-8 border-l-blueAccent">
|
| 168 |
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<div><span class="text-blueAccent text-[10px] font-bold uppercase"> Mod 06</span><h3 class="text-base font-bold mt-2"> Meetings & Multithreaded</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Progress deals more effectively and find the power base earlier.</p></div>
|
| 169 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-blueAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-blueAccent/80">Start</a>
|
| 170 |
+
</div>
|
| 171 |
+
<div class="module-card border-l-8 border-l-blueAccent">
|
| 172 |
+
<div><span class="text-blueAccent text-[10px] font-bold uppercase"> Mod 07</span><h3 class="text-base font-bold mt-2"> MEDDICC Mastery</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Build customer verified "bulletproof" business cases.</p></div>
|
| 173 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-blueAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-blueAccent/80">Start</a>
|
| 174 |
+
</div>
|
| 175 |
+
<div class="module-card border-l-8 border-l-blueAccent">
|
| 176 |
+
<div><span class="text-blueAccent text-[10px] font-bold uppercase"> Mod 08</span><h3 class="text-base font-bold mt-2"> Urgency & Upselling</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Drive urgency, quantify inaction and expand Scaleway value.</p></div>
|
| 177 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-blueAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-blueAccent/80">Start</a>
|
| 178 |
+
</div>
|
| 179 |
+
</div>
|
| 180 |
+
</div>
|
| 181 |
</div>
|
| 182 |
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|
| 183 |
+
<div id="wrap-us" class="content-wrap">
|
| 184 |
+
<div class="flex flex-col lg:flex-row gap-6 items-stretch">
|
| 185 |
+
<div class="lg:w-1/5 flex flex-col items-center justify-center bg-white/5 rounded-[2rem] p-6 border border-white/5">
|
| 186 |
+
<img src="Images/ELITE_Sales.png" alt="Badge" class="w-32 h-32 md:w-40 md:h-40 object-contain drop-shadow-[0_10px_30px_rgba(139,92,246,0.3)]">
|
| 187 |
+
<h2 class="text-lg md:text-xl font-extrabold text-violetAccent mt-4 uppercase tracking-widest text-center leading-tight">Access & Deliver</h2>
|
| 188 |
+
</div>
|
| 189 |
+
<div class="lg:w-4/5 grid grid-cols-1 sm:grid-cols-2 xl:grid-cols-4 gap-4">
|
| 190 |
+
<div class="module-card border-l-8 border-l-violetAccent">
|
| 191 |
+
<div><span class="text-violetAccent text-[10px] font-bold uppercase"> Mod 09</span><h3 class="text-base font-bold mt-2"> Maximising PSA Teams</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Partner with engineering to win complex technical deals.</p></div>
|
| 192 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-violetAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-violetAccent/80">Start</a>
|
| 193 |
+
</div>
|
| 194 |
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<div class="module-card border-l-8 border-l-violetAccent">
|
| 195 |
+
<div><span class="text-violetAccent text-[10px] font-bold uppercase"> Mod 10</span><h3 class="text-base font-bold mt-2"> Solution Proposal</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Winning high-stakes technical business bids with value.</p></div>
|
| 196 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-violetAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-violetAccent/80">Start</a>
|
| 197 |
+
</div>
|
| 198 |
+
<div class="module-card border-l-8 border-l-violetAccent">
|
| 199 |
+
<div><span class="text-violetAccent text-[10px] font-bold uppercase"> Mod 11</span><h3 class="text-base font-bold mt-2"> Forecast Mastery</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Data-driven accuracy and CRM hygiene standards.</p></div>
|
| 200 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-violetAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-violetAccent/80">Start</a>
|
| 201 |
+
</div>
|
| 202 |
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<div class="module-card border-l-8 border-l-violetAccent">
|
| 203 |
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<div><span class="text-violetAccent text-[10px] font-bold uppercase"> Mod 12</span><h3 class="text-base font-bold mt-2"> Negotiation & Closing</h3><p class="text-white text-[11px] mt-3 leading-relaxed">Master mirroring and give-to-get closing tactics.</p></div>
|
| 204 |
+
<a href="#" class="block w-[90%] mx-auto py-2 bg-violetAccent text-white rounded-lg text-[10px] font-bold uppercase text-center mt-6 transition-colors hover:bg-violetAccent/80">Start</a>
|
| 205 |
+
</div>
|
| 206 |
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</div>
|
| 207 |
+
</div>
|
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</div>
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|
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</div>
|
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</div>
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</main>
|
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<footer class="bg-[#0f051a] py-8 border-t border-white/5 mt-auto">
|
| 215 |
+
<div class="container mx-auto px-4 flex flex-col md:flex-row justify-between items-center opacity-60">
|
| 216 |
+
<p class="text-xs text-center md:text-left">Strategic Tools Enabling Elite Sales. Contact enableingsales@scaleway.com</p>
|
| 217 |
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<p class="text-xs mt-4 md:mt-0 uppercase tracking-widest">© 2025 McGPT</p>
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</footer>
|
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<script>
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const checkAuth = (user) => {
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if (user) { document.body.classList.add('logged-in'); }
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else { window.location.href = "index.html"; }
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};
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netlifyIdentity.on('init', user => checkAuth(user));
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function toggleWhy(id) {
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document.querySelectorAll('.why-btn').forEach(btn => btn.classList.remove('active'));
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document.querySelectorAll('.content-wrap').forEach(wrap => wrap.classList.remove('active'));
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container.style.setProperty('display', 'block', 'important');
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feather.replace();
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