Training
Build the skills your people need to perform.
Successful companies train, coach and guide their people constantly. Our training is built around the realities of the client’s business rather than generic theory. Programs can be customized for experienced sales executives, new sales teams, managers, leaders and working teams.
Sales Training
Sales development should connect directly to the work salespeople are expected to do. The program mix can range from foundational selling through complex B2B and C-suite selling, customer meetings, presentation skills, territory planning and strategic account development.
CREATE OPPORTUNITIES – Prospecting, targeting, territory planning, networking and opening doors.
POSITIVE MENTAL ATTITUDES – Inner game of selling, communication, awareness and showing up.
WIN BUSINESS – Discovery, customer meetings, executive selling, presentations, negotiation, objections and closing.
GROW CLIENTS – Client business plans, account mapping, whitespace, strategic relationships and decision-maker mapping.
BUILD SALES PERFORMANCE – Sales coaching, pipeline management, accountability, hiring and sales leadership.
STRATEGIC SALES MAPPING – Sales territory planning, land and expand strategies.
ROLE PLAY WORKSHOPS – Live, in-person training solidifies sales methods and concepts.
Negotiation Training
Practical negotiation disciplines, preparation, role play and development of effective practices. The emphasis is on protecting value, improving confidence and handling real negotiation situations rather than teaching theory in isolation.
NO SUCH THING AS WIN/WIN – Effective negotiations focus on 12 key areas.
EMOTIONS ARE DATA POINTS – Logic is important, however the final decision is always based on emotion.
NEGOTIATION IS EVERYWHERE – It’s not just sales. Negotiations happen everywhere and will be even more common and complicated with AI.
LOSSES NEVER COME BACK – Losses compound, as do gains.
Teamwork Training
Communication, collaboration, accountability and team effectiveness. Programs can incorporate DISC and behavioural insights where they improve understanding and performance.
ALL WORK IS DONE IN TEAMS – Like a relay race, everybody has to know how to pass and receive the baton.
RETURN ON TIME INVESTED – The bigger the team, the more risk.
COMMUNICATION – Communication is a skill and information is a currency.
Leadership Training
New-manager fundamentals, change management, leadership skills, time management and maximizing team performance.
LEADERSHIP IS EVERYWHERE – Leadership is not exclusive to role or title. Leadership is required everywhere.
SUCCESSION STRATEGIES – Provide people with a roadmap and guide rails to move to senior roles.
LEARNING TO COACH – Coaching skills are a must-have for effective managers.
Customer Facing Training
Front facing customer engagement, success and service. Programs include communication, and relationship development. ‘
CUSTOMERS NEED CONNECTION – Systems to provide a human connection with clients, and prospects.
FRONT LINE – The front door of your business is client service and success.
