6-Hour Workshop

Field Sales

Get in and win that partnership!
Do you have your story and details straight? Do they?

Get in and win that partnership! Do you have your story and details straight? Do they?

Forming B2B partnerships is more consensus-driven – and slower – than ever. We learn from CEB/Gartner research that 57% of the average buying decision has been made before your team arrives. This new paradigm presents challenges and opportunities for sales organisations.

An average of 80% of all pipelines deals say no. In this playful 1-day workshop, We will teach you how to deal with indecision and create action. We will also teach and demonstrate strategies to open deals, identify mobilizers, and close deals. Using our proprietary method, individuals practice creating partnerships that align to a shared purpose … without the need for consensus.

You will get tools to OPEN powerful conversations, add value through insight, and to approach negotiation with a growth mindset. Tackle any objection and work on your strengths and weaknesses. Long-term practice with these tools includes personal and corporate growth. Immediate results are increased lead conversion, faster buying cycles, and established buyer confidence.

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Outcomes

Connect with Anyone

Know your strengths and habits, and how to connect with different customer types

Be
Insightful

Use insight and stories to inspire customer action

Create
Momentum

Project manage multi-stakeholder teams and drive results for both companies

Learning Objectives

  • Plan for Partnerships

    Prepare for conversations with any customer type and evaluate deal progress

  • Develop Insight

    Distil, direct, or diagnose information and stories to advance conversations and close deals

  • Inspire Action

    Motivate others to get excited about the effects that closing your deal can have for both partner companies

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Reduce churn with better sales handoffs

One of the most common challenges we hear about sales is the customer on-boarding experience. The customer "hand-off" from sales to customer success often results in confusion: what are we doing? why are we doing it? what are we going to get/give from this? With only 68% of projects meeting intended goals, we think we can do better. This is modern customer success, tools we have sharpened since customer success was coined. Let us show you how to convert a sales hand-off into a customer journey. Our VAMP model provides a simple framework for connecting customer pains and dreams with your product. The sales --> customer success hand-off will convey the customer's purpose, hopes and dreams, unavoidable barriers, and greatest allies to share the journey. Not only do teams increase productivity with these tools, they report increased sales and customer satisfaction. Overall, our customer success alumni are happier and more fulfilled. Like them, your team members will have a common language for assessing alignment of customer purpose with company purpose.

Details

2 Hour

Price

249.00 exVAT

Location

WeWork Metropool,
Weesperstraat 61-105,
Amsterdam

Book

Can’t get the number of seats or date you want?

Or get the pack and save 148.00

This course is part of the Customer Success Workshop

Kicking Off Long-Term Partnerships

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Handling Objections

Jedi skills for handling anything that could be thrown at you

Have you ever been in a client conversation that got stuck? The word no can be very difficult to manage but it's an opportunity to turn the tide in favour of your partnership. People love to buy but they hate to be sold. With the correct tools an objection can transform into a question and an opportunity. We can help you get there and to win the partnership. We will teach you the methods to recognize five objection types and how to help your client see possibility.

Details

2 Hour

Price

249.00 exVAT

Location

WeWork Metropool,
Weesperstraat 61-105,
Amsterdam

Book

Can’t get the number of seats or date you want?

Or get the pack and save 148.00

This course is part of the Field Sales Workshop

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Coffee isn't for Closers -- it's for Openers

Have you ever been in a client conversation that got stuck? We will give you the tools not only to start the conversation but to keep it going. A first impression takes about seven seconds to take place, make sure that you nail yours. First impressions occur by nonverbal cues more than verbal cues. In fact, studies have found that nonverbal cues have over four times the impact on the impression you make than anything you say. The skills that we will give you will help nail your first impression, start the conversation and get your deal rolling. Furthermore, we will give you the tools to close this deal and improve your win rate.

Details

2 Hour

Price

249.00 exVAT

Location

WeWork Metropool,
Weesperstraat 61-105,
Amsterdam

Book

Can’t get the number of seats or date you want?

Or get the pack and save 148.00

This course is part of the Field Sales Workshop

Negotiating Complex B2B Contracts

Selling With Insight

Handling Objections

Negotiating Complex B2B Contracts

Coffee isn't for Closers -- it's for Openers

Have you ever been in a client conversation that got stuck? We will give you the tools not only to start the conversation but to keep it going. A first impression takes about seven seconds to take place, make sure that you nail yours. First impressions occur by nonverbal cues more than verbal cues. In fact, studies have found that nonverbal cues have over four times the impact on the impression you make than anything you say. The skills that we will give you will help nail your first impression, start the conversation and get your deal rolling. Furthermore, we will give you the tools to close this deal and improve your win rate.

Details

2 Hour

Price

249.00 exVAT

Location

WeWork Metropool,
Weesperstraat 61-105,
Amsterdam

Book

Can’t get the number of seats or date you want?

Or get the pack and save 148.00

This course is part of the Field Sales Workshop

Negotiating Complex B2B Contracts

Selling With Insight

Handling Objections