Workshops with IMPACT

84% of buyers want a sales executive to be trusted advisors, and help them improve their businesses.  Collaborative Solutioning is a unique approach that gives your team the ability to work on the same side of the table as their prospects, helping them to meet their challenges and directly impact their business outcomes. ​

When your looking at an audience staring at the back of their cellphones, or their eyes glazing over, you're not making a connection - the actual purpose of a "presentation". The audience should be engaged and leave the meeting feeling energized, educated, and excited about what the future could be. In this session, participants learn how to touch their audience members emotions, not talk at them with slides.    

Prospecting is the essential ingredient for being a top performing business development executive.  3 - 4 hours daily is non-negotiable, even when the pipeline is full.  There are multiple points of contacting the busy buyers today.  Participants discover how to build a Target List with a Reach-Out Plan, and how do stick to it. 

The majority of hiring managers today look for Emotional Intelligence skills over technical skills. Understand and master your emotions, while recognizing those of others is a "soft skill" every member of the team must work on. This workshop invites self-reflection and helps open minds to establishing better relationship with prospects and customers.

Being a partner rather than a vendor is the most desirable business relationship.  Because it offers the opportunity for unlimited mutual growth and success.  It leaves one-dimensional transactions behind in favor of innovation and greater outcomes.  Explore the differences and how you cultivate partnerships. 

It's hard to believe that today the structured "arms length" RFP still dominates B2B purchasing.  But there are ways to compete effectively and earn a fair market profit.  This workshop dives into the establishing criteria for which ones to participate in, and how to position yourself best to win.

What grounds your company as your North Star?  And how does this impact your people?  It is human nature to engage with a higher Purpose, supported by the Mission, Vision and Values of the company.  Are you using yours effectively?

You invest time creating account financial budgets.  Do you put as much time into your account plan for the year?  Long term clients should not be an accident.  It takes a plan and a strategy to execute it effectively.  SAM is vital aspect of creating loyal clients that advocate for you.  This session helps define what that plan should include and how to navigate changing and sometimes choppy waters.

Do you know all the points of contact you have with your customers?  You should because winning these "moments of truth" is essential to your position in the market.  This workshops casts a light on how you impact your marketplace position with every customer contact and how it matters to your growth as a company.  Everyone in your company service someone, but do they win these moments of truth and improve how your perceived?  

Defining the best target is an exercise everyone gains from.  Knowing what the "'sweet spot" is for the company helps the sales team take better aim and make better use of their time.  This working session dives into the psychographic and demographic characteristics to crystalize where you have the best opportunity for success.  It also makes it clear where you don't want to play ball.