Description

You’re a successful sales manager (or maybe about to become one!) and would like to learn more advanced techniques to share with your team and ideas on how to coach them, so you continue to add value and build on the reputation and respect you have. This programme provides best-practice, modern sales skills and techniques, as well as guidance on how to coach them in others. It includes: 1. Monthly advanced sales training sessions, covering two key topics each month. These are supported by a B2B sales playbook with tools and workbooks for coaching your team. 2. Additional one-hour monthly 1:1s coaching sessions to address any specific challenges you or your team may have. 3. A facilitated opportunity workshop each month - either for a territory, account or opportunity - to set out a winning strategy. You can invite those in your team responsible for that account or sector. This enables you to focus on your team’s plan and the output and also gives you the structure to facilitate such workshops yourself once this programme ends. The course introduces techniques used by top enterprise sales teams such as Microsoft, Siemens, Centurylink and BT. You will be shown insights from best-practise methodologies including Value-selling, Challenger, MEDDPICC and Sandler, as well as other proven techniques and skills. They are the same methods that have helped hundreds of sellers in SMEs and large enterprises, win over $1bn in revenue and achieve win rates of 60%. Whether you’re selling products worth a few thousand dollars or multi-million, multi-year contracts, these techniques will accelerate your sales expertise and help you and your team achieve your sales targets. The 6 sessions that form the core skills training part of the programme are: Session 1: Prepare – Clarify who you should sell to. Define your Ideal Customer Profile and sharpen your pitch so you stop trying to sell to everyone. You will learn how to: • Clarify target segments • Define the problems worth solving • Strengthen value messaging • Improve opportunity selection Result: More focused outreach and stronger first conversations. --- Lead Generation – Build a steady flow of better leads. Design a simple outreach system that produces quality conversations. You will learn how to: • Structure cold emails, calls, and LinkedIn outreach • Improve how you handle early objections • Qualify prospects quickly • Turn conversations into committed next steps Result: Higher-quality leads and fewer time-wasting conversations. =============================== Session 2 Assess – Know how to qualify a deal and check it is real. Stop spending months on deals that never close. You will learn how to: • Ask better diagnostic questions • Identify who really makes decisions • Understand budgets and priorities • Confirm whether change is likely to happen Result: Faster qualification and better use of your time. --- Nurture – Build Confidence to Commit. Most founders explain their product very well - but buyers still hesitate to commit. You will learn how to: • Strengthen how you position value • Manage multiple stakeholders • Reduce buyer hesitation • Create clear next steps Result: Shorter sales cycles and more decisive buyers. ============================== Session 3 6. Negotiate & Close – Convert interest into revenue. Close deals without unnecessary discounting. You will learn how to: • Handle pricing conversations confidently • Address risk concerns • Manage procurement and legal friction • Know when a deal is truly ready to close Result: Faster revenue and stronger margins. --- Develop – Protect your reputation, as customers experience the value you promised, Grow more business and referrals. You will learn how to: • Avoid early churn • Strengthen trust during onboarding • Identify upsell opportunities • Ask for referrals and introductions • Build recurring revenue Result: Happier customers and better retention. You will also receive an additional live "Sales foundation" webinar that will provide an overview of how B2B buying decisions really happen. Sales Managers will find this useful in setting out common sales terminology, processes and the key pillars of an effective, modern sales function, that they can then share with their wider management group.