Customised Sales Training

Communication strategies and techniques tailored to the sales motions for your products and services in your industry. Whether it's a cloud-based product or service, or simply insurance, we can help your reps engage buyers more effectively to close more business.

2 Days

For up to 16 people. Targeted to Account Execs, BDRs, Sales Engineers, and CSMs.

Format

Presentations with discussions and role-play with feedback

Tools

Unique persona development

Value prompting conversation guide

Storytelling

Rapport building framework

Selling to Empowered Buyers

We are living in a time of the empowered buyer. They have more information about vendors than vendors have about them and their business issues. Buying cycles are way ahead of selling cycles and sometimes without buyer engagement until contract negotiations.

This course leverages key aspects of design thinking, solution selling, SPIN selling, and AI to create convincing conversation guides and effective sales playbooks specifically targeted to sophisticated buyers who engage with your sales team late into their buying cycle.

Why are they even calling you at this late stage? Do you know if they've already made a vendor selection? Are you just column fodder for their RFP? It's not about uncovering BANT at this stage but about gaining trust as an advisor. Breaking through at this juncture requires skill and finesse.

Hope is not a strategy and a good strategy can help.