www.ascendantconsulting.com 1-88-88-2 ascend 1-(888)-822-7236 how to give powerful webinars which...
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![Page 1: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/1.jpg)
www.Ascendantconsulting.com1-88-88-2 Ascend1-(888)-822-7236
How to give
Powerful Webinarswhich
Create Explosive Growth
![Page 2: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/2.jpg)
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Handout page 1
Strategy
If you know where you’re going but you’re on the
wrong road,
ascendantconsulting.com/resources/10Roads.pdf
Communication Spectrum
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
Customer intimacy
Mass message
Experiential Selling
No amount of talking and explaining takes the
place of
ascendantconsulting.com/resources/wp-expersell.pdf
Notes
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Handout page 2
The next Yes
Delivery Best Practices
1.
2.
3.
4.
5.
6.
7.
** Focus is on
Results
1. Lead with ,
with passion
2.
3.
Building a list
Boosting attendance
#1 strategy:
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Today’s goal
Support excellent decisions regarding Webinars• When to use them• How to Create Explosive Growth with them
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Agenda
• Webinars in context– Webinar vis-à-vis strategy – Webinars in the communication spectrum– The power behind Webinars: Experiential selling
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Agenda
• Webinars in context– Webinar vis-à-vis strategy – Webinars in the communication spectrum– The power behind Webinars: Experiential selling
• Creating Explosive Growth with Webinars– The next Yes– Delivery best practices– Getting results– Getting prospects to attend
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Webinars vis-à-vis strategy
• If you know where you’re going but you’re on the wrong road…
![Page 8: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/8.jpg)
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Webinars vis-à-vis strategy
• If you know where you’re going but you’re on the wrong road…
• The 10 roads to profit growth– www.ascendantconsulting.com/resources/10Roads.pdf
– Webinars work directly on 8 of 10 roads
![Page 9: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/9.jpg)
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Complex problem/solution
Simple problem/solution
Webinars in the communication spectrum
The level and type of communication needed for effective sales depends on the market and customer situation
![Page 10: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/10.jpg)
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Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
Webinars in the communication spectrum
The level and type of communication needed for effective sales depends on the market and customer situation
![Page 11: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/11.jpg)
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Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
Customer intimacy
Mass message
Communication sp
ectrum
Webinars in the communication spectrum
The level and type of communication needed for effective sales depends on the market and customer situation
![Page 12: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/12.jpg)
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Customer intimacy
Mass message
Webinars in the communication spectrum, continued
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
TV ads
Radio ads
Outdoor ads
Print ads
DRTV
Webinars
Teleseminars
Direct salesforce
Telesalesforce
![Page 13: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/13.jpg)
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Customer intimacy
Mass message
Webinars in the communication spectrum, continued
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
TV ads
Radio ads
Outdoor ads
Print ads
DRTV
Webinars
Teleseminars
Direct salesforce
Telesalesforce
Any communication media can “downward stretch,” however it may not be as efficient as a more mass-oriented technique”
![Page 14: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/14.jpg)
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The power behind webinars: Experiential selling
“No amount of talking and explaining takes the place of letting prospects create realizations themselves”
![Page 15: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/15.jpg)
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The power behind webinars: Experiential selling
“No amount of talking and explaining takes the place of letting prospects create realizations themselves”
Data&
Information
Knowledge&
Understanding
Insights&
ImplicationsAha!
moment
Sales!Experience
&Emotions
Path to the Aha! Moment
Data&
Information
Knowledge&
Understanding
Insights&
ImplicationsAha!
moment
Sales!Experience
&Emotions
Data&
Information
Knowledge&
Understanding
Insights&
ImplicationsAha!
moment
Sales!Experience
&Emotions
Path to the Aha! Moment
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The power behind webinars: Experiential selling, continued
Webinars efficiently provide many elements of a rich experience which can drive sales. (www.ascendantconsulting.com/resources/wp-expersell.pdf)
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The power behind webinars: Experiential selling, continued
Webinars efficiently provide many elements of a rich experience which can drive sales. (www.ascendantconsulting.com/resources/wp-expersell.pdf)
In-use tests
Webinar
Customer
VisualAuditory
Projected experienceIn-use examples
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Creating Explosive Growth with Webinars
![Page 19: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/19.jpg)
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The next Yes
Sales is a series of “Yeses” which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is.
![Page 20: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/20.jpg)
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The next Yes
An order!
Sales call
Request for follow-up
Conceptual agreement
Sign up for info
Pay for info
Go to a website
Sales is a series of “Yeses” which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is.
Attend webinar
![Page 21: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/21.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
![Page 22: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/22.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
![Page 23: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/23.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
![Page 24: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/24.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
![Page 25: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/25.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
• Stand up
![Page 26: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/26.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
• Stand up
• Smile
![Page 27: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/27.jpg)
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Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
• Stand up
• Smile
Be benefit focused. It’s about them, not you.
Put yourself in their shoes.
![Page 28: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/28.jpg)
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Getting results
• Lead with content, promote with passion
![Page 29: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/29.jpg)
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Getting results
• Lead with content, promote with passion
• Be up front/transparent– Your next yes– What you want them to do
![Page 30: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/30.jpg)
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Getting results
• Lead with content, promote with passion
• Be up front/transparent– Your next yes– What you want them to do
• Concrete calls to action
![Page 31: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/31.jpg)
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Getting results
• Lead with content, promote with passion
• Be up front/transparent– Your next yes– What you want them to do
• Concrete calls to action
• Use powerful language
(www.vikev.com)
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Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
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Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
![Page 34: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/34.jpg)
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Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
• Or discounted trial offered in Webinar– Easily delivered trial; high
conversion– Annuity
![Page 35: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/35.jpg)
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Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
• Or discounted trial offered in Webinar– Easily delivered trial; high
conversion– Annuity
• Website and phone number on every page
![Page 36: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/36.jpg)
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88
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6©
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06
Asce
nd
ant C
onsu
lting
, LLC
Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
• Or discounted trial offered in Webinar– Easily delivered trial; high
conversion– Annuity
• Website and phone number on every page
• Build in a way to track conversion
![Page 37: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/37.jpg)
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.com
1-(
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Asce
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ant C
onsu
lting
, LLC
Getting prospects to attend
Building your list
• Getting people registered: – Solo email– Autoresponder– Webpage– Squeeze page– Opt out page
![Page 38: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/38.jpg)
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.com
1-(
88
8)-
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2-7
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6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend
Building your list
• Getting people registered: – Solo email– Autoresponder– Webpage– Squeeze page– Opt out page
• #1 list building strategy: back of business card– Webinar offer– Other offer
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com
![Page 39: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/39.jpg)
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.com
1-(
88
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2-7
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6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend
Building your list
• Getting people registered: – Solo email– Autoresponder– Webpage– Squeeze page– Opt out page
• #1 list building strategy: back of business card– Webinar offer– Other offer
• Size doesn’t matter (with lists)
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com/webinar
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com/webinar
![Page 40: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/40.jpg)
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Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend, continued
Boosting attendance
• Email reminders– “Print This Page!”
• Phone broadcast
• Snail mail
• time.gov
![Page 41: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/41.jpg)
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.com
1-(
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20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend, continued
Boosting attendance
• Email reminders– “Print This Page!”
• Phone broadcast
• Snail mail
• time.gov
• Bonus for showing up– Cash– Programs– Pdf– Products– Bonuses and discounts
![Page 42: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/42.jpg)
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Asce
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ant C
onsu
lting
, LLC
Today’s goal
Support excellent decisions regarding Webinars
• When to use them– On strategy– More complexity in problem/solution– Information less easily accessible– Can create an experience
![Page 43: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/43.jpg)
ww
w.A
scen
dan
tCon
sult
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.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Today’s goal
Support excellent decisions regarding Webinars
• When to use them– On strategy– More complexity in problem/solution– Information less easily accessible– Can create an experience
• How to Create Explosive Growth with them– Know the next Yes– Responsive lists– Incentives to attend– Delivery best practices– Strong calls to action
![Page 44: Www.Ascendantconsulting.com 1-88-88-2 Ascend 1-(888)-822-7236 How to give Powerful Webinars which Create Explosive Growth](https://reader037.vdocuments.us/reader037/viewer/2022110304/5519d436550346047c8b4d0e/html5/thumbnails/44.jpg)
ww
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Asce
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ant C
onsu
lting
, LLC
How to give
Powerful Webinars
which
Create Explosive Growth
Ascendant Consulting, LLC