Workshop Library

Eighty-four percent of buyers want sales executives to be trusted advisors.

Strategic Collaboration positions your team to work on the same side of the table as prospects, guiding them and solving challenges to directly impact business outcomes.

If the audience is distracted the purpose of a presentation has been missed: connection.

Effective presentations create energy and alignment. In this session, participants learn how to create emotional connections with the audience, moving beyond slide delivery to create experiences that engage, resonate, and inspire.

Prospecting is crucial for top-performing business development executives. Dedicating three to four hours daily is essential, even with a full pipeline.

In this session, participants will learn to create a Target List a Reach-Out Plan, and how to stay committed to it.

Most hiring managers prioritize Emotional Intelligence over technical skills. Mastering your emotions and recognizing others' is a crucial "soft skill" for every team member.

This workshop encourages self-reflection and fosters better relationships with prospects and customers.

Being a partner rather than a vendor is the most desirable business relationship.  Why?  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 "arm's 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.​​

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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?  Do they resonate?  Do they shape your culture top to bottom?

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You spend time on financial budgets—do you do the same for your account plan? Long-term clients require a solid strategy. Strategic Account Management (SAM) is key to building loyal clients who advocate for you.

This session will outline what your plan should include and how to handle challenges.

Do you know your points of contact with customers? These "moments of truth" are vital for your market position.

This workshop shows how each interaction impacts your reputation and drives growth. Is your team effectively winning these moments?

Defining the ideal target benefits everyone. Knowing your company's "sweet spot" helps the sales team focus their efforts effectively.

This session explores psychographic and demographic characteristics to identify your best opportunities and clarify where to avoid engagement.