Strategic Communication Framework
Master communication strategies for acquiring and retaining accounts, and sharpen your skills in executive dialogue and handling objections.
New Logo Strategic Conversation Framework
People resist change, even when it's beneficial. This means your potential clients can be hesitant to adopt your products and services simply because it's easier to keep things the way they are. As a salesperson your job is to sell change.
Understanding the four critical elements of the status quo bias is crucial to acquiring new logos.
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In this 4-hour course students will learn how to identify and share the importance of unconsidered needs, and how to effectively match those needs to your company's uniqueness. You’ll learn how to create an emotional answer to overcome each bias to move the customer to change, and reinforce the value of changing only with you.
Installed Base Strategic Conversation Framework
To win a renewal, you must reinforce your customer's status quo bias and show how your solution has helped your customer achieve their goals. Focus on your partnership and the progress you’ve made collectively. This foundation is what sets up your incumbent advantage and success.
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In this 4-hour course, students will learn the framework for keeping existing customers, by emphasizing the results you’ve delivered, the effort and investment made in choosing you, the risks and costs of change, and the continual improvements you are making to your solution.
MEDDIC Methodology
If your sales teams are struggling to speak to the right customers or close deals, the MEDDIC (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion) sales methodology can provide a structured approach to help.
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The value of MEDDIC lies in its systematic and customer-centric approach to sales, allowing sales teams to better qualify opportunities and reduce wasted time in pursuing leads that may not result in a sale. The MEDDIC approach assists your sales teams in building stronger customer relationships, identifying gaps and unconsidered needs, and gaining insight into their decision-making process.
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In this 4-hour workshop, students will learn to map the MEDDIC process with their current sales process, recognize poor listening habits, and learn new questioning techniques to drive insightful conversations that lead to success.
Strategies for Executive Conversations
Successful salespeople know how to build strong relationships with C-level executives because they prioritize understanding the executive’s challenges and goals.
In this three-part workshop, students will learn a repeatable framework to create and execute business strategies/visions to develop executive relationships and more significant deals.
In this 4-hour workshop students will be introduced to the four parts of the Executive Buyer's Perspective: External Factors, Business Initiatives, Business Change, and Financial Metrics, and learn how to provide quality insight promptly, and apply strategies to deliver this information competently and confidently.
Building a Better Account/Business Review
Too often, when salespeople are communicating value and results to customers, they report the wrong things to the wrong people within the client’s organization. This results in not effectively demonstrating value to the various key stakeholders.
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This 4-hour workshop introduces the Triple Metrics methodology to help salespeople know who to communicate with, and what to communicate about the value your solutions have delivered to their business in the lens of their eyes and what’s important to them.
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Triple Metric helps you understand and quantify the strategic impact and value of your partnership with the three critical levels of customer stakeholders - Corporate, Business Unit, and Projects, so that you can speak in a language that’s relevant to each stakeholder and demonstrate your partnership has momentum.
Changing Objections into Opportunities
In the world of sales, objections are inevitable. Instead of seeing objections as obstacles, successful salespeople see them as opportunities for deeper interaction and rapport building. There are many types of objections, but knowing the proper process for handling a specific objection, empowers salespeople to transform difficult moments into valuable insights, ultimately leading to more successful deals.
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This 1-hour workshop will teach you how to uncover and effectively overcome different objections, and turn objections into opportunities.