Training

Improve your sales performance with training delivered online, onsite, and one-on-one. Our training advances a sales culture of needs-based, solution-based selling and creates a solid connection between training and revenue.
ONLINE Learning

ONLINE Learning

How Selling

How Selling is an interactive selling process that involves the client in creating a solution using your capabilities and resources to meet their specific needs. The How Selling online course combines practical training with active selling, offering more immediate results and lasting changes in selling behavior. How Selling also combines the flexibility of online training with the personalization of individualized coaching. Read more

Getting That First Appointment

One of the most difficult aspects of selling is Getting That First Appointment with a prospect. Simply getting the appointment is not the only goal. The goal is to get a good appointment. In this online short course you will learn how the FIND, SELECT, and APPROACH steps of How Selling are used in Getting That First Appointment. This course includes an introduction to the Ideal Customer Profile, how to Stand Out, develop a Valid Business Reason, and Contract for the appointment. Read more

Hourglass Needs Analysis

At the heart of the How Selling process is the Hourglass Needs Analysis meeting. In this short course, we focus specifically on the APPROACH and DEFINE steps from How Selling. In this course you will learn how to prepare yourself and prepare your prospect for the meeting, take an in-depth look at each of the five "Hourglass" phases, and complete a series of self-directed projects with real clients.Read more

Marketing Strategy Model

The Marketing Strategy Model is a 5-step process to build better marketing solutions and create campaigns that get results for your clients. The online course will teach you a process to develop or refine a marketing strategy for your clients, and help you propose tactics that support and enhance the strategy.Read more

Digital What & Why Series

The Digital What & Why is a series of online video-based courses illustrating the "What" and the "Why" of key digital concepts necessary to build effective online campaigns. This growing series of courses are beneficial to anyone needing to understand the vocabulary of digital marketing and digital sales.

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Brand & Connect

Brand and Connect is an online course for B2B professionals to take control over their professional brand and use online tools to overcome the challenges of connecting with key decision makers. Brand teaches you how to identify, position, and develop your professional reputation online. Connect takes you through the steps to find, select, and approach decision makers to ask for an appointment. Read more
ONSITE Workshops

ONSITE Workshops

Talent Focused Management

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

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. Read more

Foundations

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

Facilitator Certification Workshop

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

PeopleSmarts

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

Digital Sales Accelerator

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. Read more

Digital Sales Accelerator 2.0

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. Read more

Individualized Coaching

Individualized Coaching

For Sales Managers

Every manager has different needs based on their unique talents, skills, and experiences. Veteran sales managers can be overwhelmed by the intensity of the job and the changes occurring that undermine their previously successful sales initiatives. New managers add the additional burden of facing each new challenge for the first time. Read more

For Salespeople

Selecting highly talented salespeople is just the first step to increasing sales performance. Even when their nature is strong, turning talent into performance still requires nurture. We see too many sales people fail in their first year, not because managers don’t know how to help them, but simply because their sales managers are too busy to give them the attention, the guidance, and the coaching they need to grow. Read more