Secure and execute new business development calls with developed and underdeveloped key decision makers

Enhance and practice client focused discovery techniques to uncover underlying interests and unforeseen challenges

Create competitive differentiation with a tailored value proposition specific to the client’s business initiatives and goals

Provide sales professionals with a proven method, our proprietary PUB Dialog framework, to invite and facilitate effective new business development conversations with developed and underdeveloped key decision makers

Concentrate on mastering the strategies and skills used in early stage new business development conversations

Hone the business development skills needed to understand and validate what decision makers require to qualify and advance business development opportunities

Discern when to call a prospect, what communication channel to use and how to follow up to facilitate interest and accelerate engagement

Sharpen their qualification skills based on targeted questions, sharp listening skills and relevant calls to action

Use persuasive communication techniques to effectively state value propositions and pique attention in telephone prospect calls and cold call voice mails with the objective to secure an initial meeting and engage key decision makers

Articulate maximum value with your tailored proposal and gain competitive advantage by facilitating a customer centric discussion that removes uncertainty and hesitation

Have confidence in presenting tailored solutions supported by compelling performance data and positive ROI business cases

Leverage interactive listening skills and a conversational Q&A framework to address underlying objections and remove uncertainty and inspire action when seeking agreement to a proposal

Learn steps and techniques to lead at each stage of a negotiation: Planning, Opening, Discovery, Devising Solutions, Reaching Agreement, and Implementation

Apply learned negotiation and collaboration skills in at least four mock negotiation scenarios and benefit from detailed feedback and coaching through this skills application

Understand the criticality of thorough, thoughtful planning and learn how to plan for each stage of a negotiation to set yourself up for consistent success in various negotiation situations

Adopt a proven, structured, and disciplined approach to coaching that facilitates high impact coaching conversations with sales team members of varied skill levels which impacts personal and sales growth goals

Immediately apply their learning to real time, opportunity coaching with direct reports and guided by one-on-one support from an M2Ex coach

Accelerate the mastery of sales coaching by leveraging the Directive and Discovery Framework as well as support tools to help ensure desired results are achieved

The structure, focus and support required to grow their own professional coaching skills and leverage these skills to address ongoing challenges within their current sales team

The guidance and tools necessary to establish and execute a coaching plan for current direct reports that will help them achieve growth and revenue goals

Assistance with how to approach HR development and/or performance management programs and documentation related requirements for their sales team

Experienced sales managers to provide mid level players with the guidance of a highly experienced M2Ex sales coach to help advance opportunities, in real time, while developing key skills and competencies to drive continued success

Sales professionals to analyze and articulate their current sales opportunity stage, prepare pre call plans, conduct post call analysis and create sales action plans to share with their Sales Manager

The use of highly effective sales coaching tools to facilitate a disciplined approach with built in follow-up and accountability for sales professionals

On demand training reinforcement incorporating relevant coaching and sales execution tools to drive sustainable behavior change

Facilitates accountability by providing you a direct line of sight into sales activities, calls and outcomes

Establishes credibility and emphasizes thought leadership and innovation through the use of current content with impressive mobile delivery

Provides proven discovery models for sales process stage based key activities and dialogue to help vet out the gaps that inhibit your sales team from successfully executing on your key initiatives

Customized content aligned with your go to market messaging, persona conversations and industry insights

Enables the sellers to clarify, correct and confirm key value drivers and articulate compelling and differentiating value proposition messaging as well as validate the willingness and urgency to buy

Establishing a common sales process with consistent language that is aligned with the company’s strategic initiatives, sales goals and the customer/prospect’s buying process

Optimizing the utilization of company resources through the use of sales stage specific resource recommendations for internal and external resources

Increase pipeline accuracy by establishing and adopting defined strategic activities and resources for fulfilling sales stage specific STOP GAP advancement criteria