Sales Training Offerings

We offer a series of standalone and discrete training workshops to introduce the concept of Outside-In Selling™ to an organization. These can be offered as off-the-shelf programs or customized to fit specific requirements. Our training programs are all offered utilizing blended delivery formats to ensure they are not one-off events. They are supported with work assignments, application guides, and coaching guides for participant’s managers to actively coach on newly acquired skills and methods.

Latest Sales Training Offerings

IN01 Outside-In Selling™

Two-day onsite program, or a series of five 75 minute live virtual workshops

Decades of experience in successfully delivering sales training programs, and 15+ years of research come together to create the first complete sales training program that is based entirely on how buyers buy. Rather than follow the well worn path of training sales professionals on an internally focused sales process, this program inverts the focus and places it squarely on managing a prospective customer through their end-to-end Buying Journey. Based on the book “How Customers Buy…& Why They Don’t” the program provides the sales approaches that are required to meet today’s buyer where they are. As has been said about the book “It turns traditional sales training on its head.” Delivered in either a classroom setting or a series of live virtual modules, this proven program delivers what sales people need to survive and thrive in today’s buyer-centric world. 

IN02 Outside-In Selling™: Mastering the Virtual Sale

Series of two 75 minute live virtual workshops

2020 brought unprecedented and totally unexpected changes to the world. Sales professionals who practiced their craft largely around face-to-face meetings are now no longer free to walk the halls and meet and greet customers. The world is now adjusting and adopting new ways of communicating, meeting, and working. Ways that are predicted, at least in part, to stay with us even after a return to “normal.” Through these changes we have seen the old road warriors turn into the new desk jockey.

It has become imperative that sales professionals adopt new approaches to be successful in this virtual world. Over the past several months, we have spoken with customers and decision makers to discover how they are now buying differently, and it is clear that we must rethink how we approach sales calls. This goes well beyond simply knowing the tips and tricks of Zoom. This sales training program has been developed to provide sales professionals with the keys to these new selling approaches in a highly pragmatic and engaging manner.

AC01 Strategic Account Management

Two-day onsite program, or a series of five 75 minute live virtual workshops

A hands-on approach to reviewing an overall account, determining what the total opportunity may be and then developing specific plans to maximize revenue growth and customer satisfaction. The program uses the concepts of Outside-In Selling™ approach. Friction points in the likely Buying Journey are studied to discover how to maximize both short and long term sales success.

PL01 Effective Pipeline Management for Sales Managers

Two-day onsite program, or a series of five 75 minute live virtual workshops

The core principals of Outside-In Selling™ are used to consider the pipeline as a series of opportunities moving through customer’s Buying Journey, rather than a sales process. Sales managers are introduced to the notion that pipeline management and forecasting are the vital signs of a sales organization so that they can understand and manage what is really happening in their business. 

The program provides a highly prescriptive and effective model for reviewing and managing sales pipelines and opportunity reviews with team members. The approach is significantly different from the usual consideration of these activities as being simply reporting and administrivia that take time away from the number one job of selling. Instead, the workshop provides powerful ways in which to understand and maximize the business opportunity through effective pipeline analysis and review.

PL02 Effective Pipeline Management for Sales Professionals

One-day onsite program, or a series of five 75 minute live virtual workshops

Participants are introduced to the core principle of Outside-In Selling™ that sales opportunities actually move through a series of stages in a customer’s Buying Journey. Overall sales goals are then broken into a series of pipeline segments and targets. A series of methods are also introduced to help sales professionals build and manage healthy pipelines, maximizing short and long term success.