Training

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

Digital What & Why

The Digital What & Why is a self-paced, online course available at a lower cost than classroom training. The online course is video based illustrating the "What" and the "Why" of 19 key digital concepts necessary to build effective online campaigns. Launched in January 2012, this course is now available for individual enrollment, and is beneficial to anyone needing to understand the vocabulary of digital marketing and digital sales. Read more

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 all salespeople and sales managers, following their completion of the online How Selling program. It’s hard for How Selling Challenge participants to be disengaged during these two days! 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! As a result, sellers return to the office not book-smart, but fire-bred. It’s a full-immersion experience that leaves sellers prepared to succeed... ready to propose smarter solutions, to ratchet up their Key accounts, and to nail their Target accounts. 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

Digital Sales Accelerator

The Digital Sales Accelerator is a two-day workshop 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 to propose smart integrated solutions to the advertisers they call on. Each workshop participant will have a chance to earn our Certified Digital Marketing Professional certificate—but only if (cha-ching!) they make a Digital sale within 90 days following the workshop to an advertiser that has not previously bought a Digital solution from your company. Read more

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