Talent Focused Management (TFM) is our foundation management workshop—built around the Nature- Nurture Growth Formula. This formula helps managers focus on what they can control on the Nature side (Talent and Fit) and the Nurture side (Investing in their people). Its easy to be distracted by factors that won't actually contribute to performance. In Talent Focused Management, sales managers learn how to focus on discerning and developing an individual’s true sales talents. Read more
How Selling Challenge is a two-day advanced selling workshop for salespeople and their managers, following completion of the online How Selling program. How Selling Challenge participants stay engaged as they never know when the ball is coming to them—and their team is expecting them to handle it like a pro and make the play! Sellers return to the office not book-smart, but fire-bred. It’s a full-immersion experience that leaves sellers ready to propose smarter solutions, ratchet up their Key accounts, and nail their Target accounts.
The Foundations workshop addresses the dilemma of maximizing selling time while making time for training. Foundations equips sales managers to train and coach the core concepts of our How Selling program. Managers are able to train their sales staff while they are still selling, guiding them to change the conversation from "why to buy" to "how to use" your resources and capabilities to meet a prospect's specific need.Read more
Everyone who attends the Facilitator Certification Workshop will learn first-hand the true tricks of the trade for being a powerful facilitator. Participants who are certified during this workshop will return to work able to immediately and effectively lead Brainstorming and Marketing Strategy Model sessions for clients. Read more
Sales requires working with all types of clients. The PeopleSmarts workshop will help your sales staff understand the four dominant behavior types and help them build rapport with prospects faster. Their own assessment will help them understand their own behavioral tendencies, and when to modify their style to work more effectively with other types of personalities. Read more
The Digital Sales Accelerator two-day workshop is designed to help media salespeople gain a better
understanding of the overall Digital landscape—so they will be more likely to hear Digital opportunities during their needs analysis meetings and propose smarter integrated solutions to advertisers. Each workshop participant earns a Certified Digital Marketing Professional certificate—but only if they make a new Digital sale within 90 days following the workshop.
The Digital Sales Accelerator 2.0 is a follow-up workshop to the DSA. The 2.0 version of the DSA dives deeper into analytics, this two-day workshop will take salespeople to the next level in asking the right questions and listening for digital needs. Salespeople learn more about dealing with objections, building buyable solutions, and setting goals and managing expectations. Workshop participants earn our Integrated Solutions certification by making a digital sale within 90 days.
Coaching New Business is designed to help sales managers simplify and accelerate Target account development. We will help managers understand the actions needed to get salespeople developing more new business consistently. This program incorporates coaching, learning, and application of the steps that need to be taken to effectively close Target account business. Each manager that participates will work with two sellers, following a weekly action plan to accelerate Target account development.
The Category Revenue Accelerator is designed for media salespeople who want to lead the pack when it comes to business development. The accelerator provides a monthly stream of business category and trend information to help sellers select better prospects, get an appointment with those prospects, and create new customers. Automotive, health care, financial services, and furniture are just some of the categories covered.