Core Training: Partnerships
There is a strong human nature to business + the sales agreements we put in place.
Yet most businesses don't have a corporate approach to building partnerships. That's why we have designed an 11-module training program to help you identify, target, + approach sales in a new partnership-focused way. So it's up to you, take the full Partnerships course or select the modules you feel you need to catch up on.
Partnerships Module 1
THE 4 HABITS FOR DEVELOPING PARTNERSHIPS
Audit your strengths against 4 growth habits: listening, planning, doing, and inspiring. Learn how to grow your strength by tackling your "shadow". Take on a new and rewarding partnership habit.
|TIME||6 Hours (2 sessions @ 3 hours)|
Partnerships Module 2
NEGOTIATING COMPLEX B2B PARTNERSHIPS
Learn ways to enhance your B2B partnership efforts,- get "unstuck". Learn to lead with insight, build shared purpose + partner using tension resolution principles. Learn how to use our VAMP qualification tool for moving opportunities forward.
|TIME||12 Hours (4 sessions @ 3 hours)|
Partnerships Module 3
DEVELOPING PARTNERSHIPS (START-UPS + FREELANCERS)
Learn to open partnerships by discussing customer “pain” and “hopes”. Determine customer desire to partner with “what’s at stake” dialogue. Audit your communication strengths + identify your customer's communications strengths.
Partnerships Module 4
LEAD GENERATION (3D)
Make them an offer they can't refuse by putting it in the actual mail! Learn how to produce next generation direct mail for pulling client opportunities to your talents. Get a best practice for sending a campaign centered on community, product launch, or company event.
Partnerships Module 5
SELL WITH INSIGHT
Converting a lone "decision maker" does not describe the sales task of the modern B2B scale-up today. CEB/Gartner says 6.8 stakeholders are actually involved in the average B2B sale today. The "trick" is teaching your clients how to buy by teaching them how to sell. Learn 3 ways to sell with insight.
Partnerships Module 6
WINNING PITCH DECKS + PROPOSALS
Learn how to match customer pain / hopes -- and your services both in pitch and proposal. Create alignment and clear handoffs with customer success. Learn a technique for making "money slides" that elevate your proposal.
Partnerships Module 7
THE 2 HABITS OF LISTENING + INSPIRING
So you took the assessment and you want to balance your strengths of Coordinator, Commander, or Scientist? Practice the habits of listening + inspiring. Learn how to get others talking about your ideas. Learn the socratic method + improv selling techniques.
Partnerships Module 8
THE 2 HABITS OF PLANNING + DOING
So you took the assessment and you are the Promoter, Persuader, Counselor type? It's true, vision without action is worthless. Learn how to develop the method of using data to complement your strengths. Learn clever partnership hacks to get more done with partners.
Partnerships Module 9
Partnerships Module 10
ALIGNING THE CUSTOMER TO YOUR PRODUCT
Learn to match your product with your customers' systems, processes, + ways of working + buying.
Partnerships Module 11
THE B2B CLIENT SUCCESS JOURNEY
Client renewal at the average tech or service firm can range from 15% to 85%. Client success habits in B2B are key to reaching 80% (or beyond) renewal rates. This course teaches you how to create and nurture client partnerships. Learn how to generate client success roadmaps and sales handoff tools.