Sales and business development
Pipeline, prospecting, negotiation and closing, tuned to how business is actually bought in these markets.
Bought at these levels
L2 Customer-facing L3 Technical L4 SupervisoryWhat we list, and what we do not
Prospecting and qualification, consultative selling, negotiation and closing, key account management, territory and pipeline discipline, and sales management for the person running the team.
Not lead generation and not a script to be memorised. If a provider's method only works on the phone in a market that buys face to face, it will not survive contact with your customers and it will not survive our verification either.
What companies ask for
Qualifying before quoting
Negotiating without discounting
Managing a territory
Three situations this gets bought for
- The team that quotes everything
Proposals go out constantly, conversion is poor, and the pipeline is full of business that was never going to close. This is qualification training, and it usually makes the pipeline look worse before it makes revenue look better. - The discounting habit
Every deal closes on price because nobody has been taught to hold one. Negotiation work, and the fastest of these to show up in the numbers. Worth pairing with the finance discipline so the team understands what a discount actually costs. - The new sales manager
Your top seller now runs the team and has started closing their deals for them. This is sales management, not selling, and it sits closer to the leadership discipline than most people expect.
Who delivers this
Every practitioner and provider on the register who trains sales and business development, filtered by the level they train at, the market and how they deliver.
Need this trained?
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