Sales Course Offerings

Our curriculum is designed to enhance all the critical aspects of communicating with customers. Strengthening, reinforcing, and applying these skills will empower your sales teams with the confidence necessary to engage with any executive decision maker within any organization.

Storytelling Workshop

What makes storytelling a powerful sales tool? It creates a human connection with your audience and makes your conversation more interesting, enjoyable, and memorable.

Storytelling helps you consistently captivate, engage, and motivate your audience to take positive action. But mastering storytelling takes practice. Too often, we simply recount stories rather than engage in true storytelling.

This 90-minute course outlines five essential story types that include your personal narrative, company story, team anecdotes, customer stories, and situational experiences.

Meaningful Meetings

Meetings are inevitable. But when was the last time you had a great team meeting? People often dread them, but when done right, meetings are a powerful tool to build credibility, trust, and motivate your team.

Effective team meetings enable you to discuss issues, take on responsibilities, report back on the progress of projects, and keep everyone informed about ongoing developments.

This 60-minute course will teach team leaders the art of successful meetings by applying strategies and structure around planning, facilitating, delegating, and follow-up. We provide you with new ideas for creative, out-of-the-box thinking that lead to effective and productive team meetings.

After completing this course, students will be able to apply new and creative ways to "wow" your team during 1:1 meetings, weekly update meetings, quarterly review meetings, and customer review meetings.

Updating Your Personal Brand

Do you know how others perceive you? There is only one person who controls your brand image. That’s you! When was the last time you updated your LinkedIn profile? What kind of first impression are you projecting?

In this 60-minute virtual session, you will learn the key areas to improve your online profile to attract potential candidates and impress customers. Applying new techniques to your online brand can work for you 24 hours daily.

Negotiating Workshop

As a salesperson, you are constantly negotiating. From your first connection to after the sale. The ability to be a great negotiator is an ART and a SCIENCE – requiring both discipline and out-of-the-box thinking to achieve positive results - for all parties.

Even the most minor improvement in your negotiation skills will have a significant impact on yearly revenues. As with any mastered skill, it takes practice.

Throughout this 90-minute course, you’ll learn and practice critical strategies based on renowned negotiating practices used throughout history, leading to consistently favorable and predictable sales outcomes.

Mastering the Art of Influence

Powerful Virtual Conversation Series

In today’s digital world, virtual and hybrid meetings are happening more than in-person meetings. So how do you keep your audience engaged, listening, and acting on your message when you’re not in the same room?

You need to deliver your message differently to immediately capture their attention, and deliver value quickly and effectively. In this two-part series virtual online course you’ll learn best practices for planning, practicing, and delivering virtual sales conversations, to differentiate yourself from the competition and drive more success.

Part I-Preparing Virtual Content

They say that content is king, and in a virtual setting, this is especially true. You need to capture your audience’s attention and make your point more quickly, than in-person. Engaging your audience every three to four minutes will keep them involved and interested in what you have to say.

So how do you achieve the right balance of content and conversation? You need to simplify your message with compelling content, while not overloading your audience with too much information.

This 60-minute virtual class will help you plan and deliver an engaging conversation that leverages content to drive results.

Part II-Delivering Virtual Sales Conversations

Any successful salesperson knows how to effectively present in-person to their audience. But in the virtual world, it requires a different skill. You must work harder at communicating your message clearly and succinctly, to keep your audience entertained and engaged.

In this 60-minute virtual class, you’ll learn best practices, techniques, and tools to create an interactive meeting that keeps your audience focused and leads them to act.

Prioritizing and Staying Sane in a Virtual World

Work-life balance is crucial to managing stress and your time when working from home. Everyone’s life situation is unique and there is no single approach that fits all.

This 60-minute virtual class provides best practices and ideas for being effective at remaining engaged and productive, limiting distractions, setting boundaries, and increasing success.

Impactful Business Writing

Many successful salespeople excel at verbal communications, but aren’t so great with their writing skills. This can have a negative impact on your personal brand image, credibility, and confidence. Having both written and verbal communication skills are critical in today’s competitive digital landscape and business environment.

In this 60-minute workshop, you’ll learn to apply new techniques, strategies, and tools to impact your business writing skills and drive immediate positive results.

Impact Listening & Insightful Questioning Techniques

Great listeners are the best communicators. When you’re listening, you’re fully present, which leaves a positive impression with your customer. When you’re present, you can ask the right questions at the right time and uncover new opportunities.

Being a good listener is challenging. You must fight the urge to engage in old behaviors and poor listening styles such as: Passive (tuned-out), Pretend (bobbing head, uh-huh), or Selective (listening for words you want to hear).

In this 60-minute course you’ll complete a personal listening assessment and apply three listening techniques to help identify areas of improvement. Through role-play, students will practice using open-ended questions, and learn the DIQ (Data, Insight, Question) impact questioning technique, to change their conversations from monologue to engaging dialogue.

Strategic Communication Framework

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.

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.

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.

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.

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.

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.

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.

This 1-hour workshop will teach you how to uncover and effectively overcome different objections, and turn objections into opportunities.

Leadership, Coaching, and Team Building

Mentoring vs. Coaching -What is the difference?

Do you know when to be a mentor and when to be a coach? While the skills required for both are similar and used as professional development tools, the structure and outcome for each are different.

In this 60-minute course, sales leaders will learn the best situations for coaching and when to be a mentor. For each, you will apply an easily repeatable process to help you provide consistent results and help your team succeed.

Coaching Mindset

One of the most crucial jobs of a sales manager is to inspire and coach their team to be the best they can be. Unfortunately, many don’t have the time or knowledge of how to do this effectively in a consistent methodical manner.

This 90-minute workshop uses a slow-building approach to helping new and existing managers become effective coaches. It starts with a simple three-step coaching process – opening the coaching session, engaging the session, and committing to follow-up.

To ensure success, Time 2 Learn Today collaborates closely with managers throughout the week, aiding them in adopting, applying, and changing their behavior to integrate a coaching mindset into their everyday practices.

Impact Communication and Team Building using Personality

To build stronger relationships with your team and be a better coach, as a sales manager, you need to understand how to communicate with each person based on their motivations, goals, and communication preferences.

In this 60-minute course, we use the DiSC model to help improve communication and cooperation with your team. The DiSC model describes four main behavior styles: Dominance, Influence, Steadiness, and Conscientiousness.

Learning each salesperson's style will help you understand how they like to communicate, how they approach problems, how they want to receive feedback, and what motivates and energizes them.

Executive Presence

When were you last videotaped or coached on your presentation style and delivery? Great leaders have exceptional presentation skills. You are put into situations where you have one chance to make an impact, and without polished presentation skills, your chances for advancement or closing deals with senior-level customers are at risk.

Time 2 Learn Today believes the best approach is to work with individuals to uncover areas of improvement and create a personalized plan to improve and eliminate areas of concern. Changing your presentation style, which includes the following skills: voice, body language, questioning, listening, and movement, cannot be done in one session. To adequately change, you need someone to be your coach and deliver a game plan to success that fits into your schedule. This is a 1 to 2 hour session.

Extreme Ownership Workshop

In today’s virtual work environment, building powerful collaborative teams is challenging. Influential leaders who lead successful, high-performing teams, exhibit Extreme Ownership.

This 4-hour workshop (live or virtual) is based on the book Extreme Ownership and the 12 powerful principles the Navy Seals leverage to train their teams. Students will share how they would adopt and apply the fundamental principles of Extreme Ownership, into their current roles.

Whether your team succeeds or fails is up to you, the leader
Success results from determination and will, and relies on innovation and communication with the team.
How to communicate effectively by focusing on being simple, clear, and concise
The culture of Extreme Ownership requires that the entire team performs well and performance continues to improve

Students will be assigned to teams and get to know one another personally and then professionally. Each Team will be assigned a principle, presented the consequences of not following it, and provided specific tactics for applying it in their roles. The Team will present these results back to the entire group, followed by coaching and best practice idea sharing after each presentation.