Develop the Growth Mindset needed to consistently secure and execute new business development calls with key prospect and customer decision makers

Enhance client focused discovery techniques that uncover unforeseen challenges and generate opportunities to increase wallet share while honing relationship skills that create customer loyalty

Accelerate competitive differentiation through delivery of a tailored value proposition specific to the client or prospect’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 sales stage new business development conversations

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

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

The opportunity management team will have confidence in presenting tailored solutions supported by compelling performance data and positive ROI business cases

Sales Professionals will leverage interactive listening skills and a conversational Q&A framework to address underlying objections, remove uncertainty and inspire action for 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 simulated 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

Sales Managers will adopt a proven, structured, and disciplined approach to coaching that facilitates high impact coaching conversations with sales team and cross functional team members of varied skill levels which impacts personal and sales growth goals

Sales Managers will be able to immediately apply their learning to real time, opportunity management coaching with their direct reports and functional team members and guided by one-on-one support from an M2EX coach

Ensure the mastery of sales coaching by leveraging Directive and Discovery Framework as well as support tools to help ensure Sales Managers are achieving expected desired results

Provide your Sales Managers the structure, focus and support required to grow and master their professional coaching skills and quickly utilize them to coach skill gaps for their sales team

Front Line Sales Managers will be given the guidance and tools necessary to establish and execute individual coaching plans for direct reports that drive them to achieve growth and revenue goals

Assist Front Line Sales Managers on how to approach HR development and/or performance management programs and documentation related requirements for their direct reports

Enable on demand, customized and sales stage situation specific coaching and training reinforcement accessible at the exact point of need

Engage sales professionals by extending the Sales Manager’s coaching reach and facilitate much needed accountability by providing a direct line of sight into sales process activities, calls and outcomes

Establish credibility and emphasize thought leadership and innovation through the use of current coaching content with impressive mobile delivery

Delivers proven business development call models for sales stage specific strategies, and discovery questions to facilitate a dialogue to uncover consequences of maintaining status quo

Serves differentiating call plans aligned with your unique go to market messaging, with tailored value propositions and industry insights

Enables the sales professionals to clarify, correct and confirm buyer’s key priorities and decision making factors to quickly determine go/no go opportunity decisions to optimize resource allocation

Establishing a common sales process with consistent language that is aligned with the company’s CRM system to confirm customer’s and prospects strategic initiatives, sales goals and buying process

Optimizing time sensitive 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