Sales and sales management training
Consultative, business-led selling is what we're about.
Many terms are used - consultative, collaborative, strategic and business-led selling. The terminology doesn't matter - it's the actions and the results that count.
If you want your salespeople to be better at understanding their customers, asking the right questions, identifying needs and opportunities and aligning your solution with real business needs and benefits then you've come to the right place.
Our methodology is underpinned by:
- A replicatable framework - a common structure for your team without introducing box ticking and bureaucracy
- "Seeking first to understand..."- really understand the customer, their market, context and needs so that you can align to deliver real business benefit
- Working with complexity - most consultative or strategic selling situations are complicated - multiple decision makers and influencers, complex decisions and rarely funded from a single budget.
We focus on designing and delivering training which makes a difference to your team and to your business growth.
We give you structure without cramping your style!
Our methodologies build advanced consultative selling skills. Wherever your sales people are on their sales journey - new to selling, experienced but without formal training or close to the top of their game - our courses provide frameworks and structures to support sales people to develop a consistent, replicatable approach to their sales campaigns and account development.
Building on proven sales approaches and methodologies, we design each workshop around your specific needs, including creating relevant and realistic exercises, role plays and case studies.
What can you expect from our sales training?
- Consistency of approach within
a sales framework
Delegates tell us that they appreciate our sales training because we give them structure without cramping their style. We provide a strategic selling framework which supports the things your sales people already do well and gives them clear measures of what works and what to do to increase their win rates.
- Combine tasks and people factors
Successful sales strategies require a combination of doing the right things and building the right relationships. Most complex or high value purchases are now subject to multiple levels of decision making. Those who rely on relationships to win the business are increasingly finding that their champions can't make it happen. Relationships are fundamental but on their own they are not enough. It's essential to develop and demonstrate the right business alignment and competitive positioning across the customer organisation. Our workshops combine the advanced people skills with the task orientation to ensure that salespeople develop robust and effective sales strategies.
- Focus on the customer and their
When we talk about selling it's easy to think about our sales process. We take a step back from this and encourage sales people to understand their customers' buying cycles and processes and then how their sales process aligns with this. Throughout all of our training we emphasise the importance of understanding the customer and provide tools and techniques to achieve this effectively.
- Practical application
In all of our workshops we actively encourage salespeople to apply learning to specific accounts during the training. In some of our workshops the whole event can be devoted to each salesperson working on a single account or vertical market, building a specific and actionable plan.
- We work with you
Many clients want to develop skills over time. We can deliver a structured and seamless programme over time with each module building on the previous sessions. The power of this approach is that learning is a continuous process with time to test and embed new knowledge and skills between sessions and gain support from the trainer to track development.
Sample training courses
Strategic selling workshop: a one to two day session designed to support experienced sales people to develop a strategic approach to key target accounts or markets. This workshop can form part of a quarterly series of training workshops.
Fast track to sales success: a three day workshop (which can be delivered in modules or scaled down to a two-day bare essentials workshop) designed to provide new or less experienced sales people with all the skills from which to develop a consultative selling approach from the start.
Leading the sales team: a modular approach to building specialist sales management and leadership competencies at different career stages. Because we offer a modular and tailored approach, sales management training is applicable to first time managers through to seasoned sales leaders looking to drive performance to the next level. One-to-one coaching is available to support group development workshops and to address specific individual objectives.
Sales training is at the heart of what we do. Our team have a wealth of real-world sales success and combine this experience with best practice methodologies to design and deliver training which makes a difference to your team.
Sales specialist, and Leading Edge Principal, Anna Britnor Guest developed a successful target-beating track record in IT sales before bringing this experience to her sales training. She has designed world-wide sales development and engagement programmes for global market leaders. One client has seen over 3000 delegates in around 30 countries attend such programmes and demonstrate measurable improvements in sales.
The programme sponsor says "Anna Guest is the goldmine for tailoring and enriching the programme and her talent in finding solutions, suggestions and driving such a team of trainers is what we need to run a complex initiative like this!"
She also works regularly with small and niche organisations to help them punch above their weight against bigger or cheaper competitors. Anna is a Fellow of the Institute of Sales & Marketing Management, has written numerous articles about selling and been widely quoted in the press.
Sales management and leadership specialist, Rob Hunt has over 30 years experience in sales and sales management. He combines creative and challenging learning environments with pragmatic real world focus to drive management and leadership development. With numerous letters after his name including FInstSMM, FCIM and FCMI, Rob is well renowned amongst those who have attended his courses for his ability to bring a subject alive, deliver honest and constructive feedback and coach delegates to really make a difference.
"The training exactly hit the desired outcomes. Pace of the day was spot on!"
"I think Anna obviously has a firm grip of current issues & the techniques to deal with them. A very useful & worthwhile day!"
"Fully met my objective to upskill myself to take conversations to a higher level"
"Very good to open up larger discussions at a business level"