Successful selling is a result of doing the right things, then doing those things right. In other words, efficiency and effectiveness. In baseball parlance, we increase at-bats (efficiency) AND batting average (effectiveness).
Here’s our approach. First, we improve selling effectiveness by transforming salespeople into Businesspeople Who Sell – a process, not an event. Second, we create mechanisms that generate new opportunities and shorten cycles.
Getting your salespeople to do more of the right things – the right way. The result? More singles, extra base hits, and game-changing home runs.
It’s a simple formula for winning more often.
Active Learning Workshops
Salespeople learn by doing. Our Experiential Learning Design™ focuses salespeople on applying new skills to real-world opportunities during the program. Combined with Goal-Driven Coaching™, it’s the best way to ensure field adoption & breakthrough performance.
A Consultative Sales Framework that aligns the entire sales team around opportunity creation & management.
Complex sale competencies with an emphasis on major account entry strategy & business case building.
A strategic coaching model for sales managers to improve performance through goal-driven change.
We Go Beyond Training
Creative Solutions that Spark Results
Dimensional Entry Strategy
We design Targeted Account-Based Selling programs (TABS™) that radically stimulate new client acquisition. The TABS™ program uses unique, story-driven dimensional mechanisms to gain attention and access to senior-level buyers.
Mapping new sales process steps that add strategic value to buyers. Design Thinking both differentiates sales teams & shortens the path to a “collective yes” in the complex sale.
We help optimize CRM structure, functionality, and analytics by marrying our proprietary sales framework with your existing CRM platform.
Core Learning Attributes
Our B2B sales framework is based on empirical research of field sellers in complex solutions companies.
Learning Design & Delivery
Our methodology is delivered over spaced intervals to ensure adoption, execution, and results.
We customize course materials, visual field aids, and real-world simulations to accelerate knowledge transfer.
The Consultative Selling Toolkit
Essential Tools for Businesspeople Who Sell