Available Courses and Workshops

Virtual or boardroom based courses

Empowering Today’s Sellers to Win Tomorrow

Virtual workshops available using your preferred digital platform*

Professional Selling Skills
Effective Customer Meetings
Win More Opportunities
Channel Partner Development

* Virtual Instructor Led Workshops

All our main courses are now available to be delivered in a virtual classroom.  Run over the same period as the standard workshop, or extended into 1/2 day sessions, client feedback on the virtual courses has been extremely good, allows effective use of time and saves on travel and accommodation costs!

Professional Selling Skills:-
Foundational skills to last a lifetime

One trait separates the most successful sellers: the ability to understand and effectively address their
customer’s needs. Accurate understanding of the customer’s need can be the difference between signing
and losing a deal Professional Selling Skills builds a critical foundation for new and experienced sellers
to develop and refresh selling skills like overcoming indifference and gaining commitment. Engage and
energize your sales teams with a fast-paced skills and process workshop.

The Benefits of Professional Selling Skills:

  1. Own the Conversation – Refresh your key conversation skills to engage and accurately identify pain points
  2. Ask the Right Questions – Use thoughtful questions to develop clear understanding of buyer-needs
  3. Resolve Customer Concerns – Recognize and resolve customer concerns, openly addressing skepticism
  4. Close the Deal – Practice and perfect the three-step process for securing customer commitment

Effective Customer Meetings:-
Conceptual Selling® with Perspective

Every interaction with a customer is too important to leave to chance. Conceptual Selling® with Perspective helps salespeople better prepare for their time with customers. Understanding your customer’s perspective is a key ingredient to moving deals and results in more purposeful meetings and win-win outcomes. This program provides the simple, repeatable structure that should be considered essential for anyone who interacts with customers.

Who Should Attend: This program is designed for every member of your team who regularly interacts with customers and prospects. Although Sales focused, this could include those supporting departments and team members from: account management, implementation, business development, sales support, senior leadership and customer service.

CSO Insights Research:

  • Superior call execution is one of four key expectations that B2B buyers have of sellers. With buyers offering fewer and shorter sales calls, precise planning and execution is necessary to ensure opportunities are not wasted. (2018 Buyers Preference Study)
  • 74% of World-Class sales organizations effectively use call planning tools to prepare for customer interactions, compared to only 26% of all respondents. (2021 World-Class Sales Practices Study)
  • Organizations who excel at the use of call planning tools, boast win rates 21% higher than their peers. (2019 World-Class Sales Practices Study)
  • Sellers spend only 32% of their time selling and 18% prospecting and preparing for calls. Call planning processes and tools can drive more productivity more from prep time and create wasted time into selling time. (2021 Sales Performance Study)

Win more opportunities:-
Strategic Selling with Perspective

Strategic Selling® with Perspective is considered the leading sales training program by Fortune 1000 companies around the world. We give your sellers the process and tools they need to conduct a strategic analysis for an account with multiple decision makers. By addressing customers’ business needs and personal motives, sellers uncover essential information and their reasons for buying.

  • Simplify the Complex Sale – Breaking down complex sales into understandable components, Strategic Selling® with Perspective provides a roadmap to quickly win more deals.
  • Consistent and Repeatable Sales Approach – Sales teams learn to speak the same language and follow the same process across your organization, resulting in a consistent, repeatable and scalable approach.
  • Backed by Technology –  Scout by Miller Heiman Group uses data and analytics to support the methodology of Strategic Selling® with Perspective.  Either stand alone, or integrate with SalesForce.
  • Iconic Blue Sheets – The classic ‘Blue Sheet’ — now updated to include Perspective — helps sellers identify their position with customers and determine the next action they should take.

Large Account Development
LAMP2.0®

Prove your organisation’s value to your customers.

The Large Account Management Process℠ (also known as LAMP®) focuses on planning for and managing relationships within strategic accounts. Using Miller Heiman Group’s Gold Sheet analysis and strategy, LAMP® teaches organisations how to build actionable account management plans that ensure success for both sellers and their customers.

The LAMP® initiative covers three key stages of account management: data gathering, strategy sessions and execution. By adhering to this proven process, LAMP® enables sales organisations to positively impact everything from customer perception to cross-team collaboration.