Sales & Marketing Mastery
Our Workshop Menu
Sales & Marketing Mastery covers a range of topics. Click any workshop link below to learn more.
Selling Essentials 101- Prospecting to Closing
Selling Essentials 2.0 - Maximizing Profitable Customers for Life
Sales Performance Feedback - Coach for Results!
The Heart of Selling - Your Customers' Needs
The Intuitive Sales Professional - Reading Your Customer Type
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Selling Essentials 101 - Prospecting to Closing
Workshop Overview
As sales professionals we are busy initiating contact with prospects, following up leads, pitching our offerings, and all with the hope to close another deal. This sounds like a lot of skilled work, however anyone motivated to learn can be taught how to sell. Selling relies on the ability to communicate well, and ability to answer a prospective customers' needs. It relies less so on an outgoing personality or business connections. Of course these are both valuable assets however not mandatory. This workshop covers a logical 3-step sales approach from prospecting to closing that will help anyone improve their selling ability.
Learning Outcomes
- Explore a 3-step sales approach from prospecting to closing.
- Review the most essential skillsets within the sales process.
- Maximize your most important closing ratio to generate sales.
- Minimize objections from the start for assumptive closing.
Who Should Attend: Sales leaders, all sales professionals, and aspiring salespeople.
Recommendation: This workshop provides a strong foundation for newcomers and serves as a solid refresher for seasoned professionals.
Duration: One-day
Available online, 3-hour workshop (condensed version)
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"Selling is a process—not an event. It’s a sequence of conversations that create value."
— Jill Konrath
Selling Essentials 2.0 - Maximizing Profitable Customers for Life
Workshop Overview
As sales professionals our efforts are focused on acquiring, building and retaining profitable customer business. We must be proficient at recognizing prospects and customers who are a bad investment of our time so as to maximize our efforts. In this workshop we will learn to identify and strategically weed out bad customer business and various ways to ensure retention and growth of profitable business so as to keep our customers happy for life.
Learning Outcomes
- Maximize sales profitability using the 80/20 Pareto Principle.
- Learn rapport building practices to strengthen customer relationships and promote retention.
- Examine how customer experience impacts our bottom line.
- Explore customer scenarios to quickly discern their value and identify the ideal customer type(s) for your business.
Who Should Attend: Sales leaders, all sales and sales support professionals.
Duration: One-day
Available online, 3-hour workshop. (condensed version)
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“Your existing customers are your best source of growth.” – Jay Baer
Sales Performance Feedback - Coach for Results!
Workshop Overview
Sales performance feedback is essential for enhancing individual and team productivity to ensure that sales efforts stay aligned with company goals. The ability to receive constructive feedback is key to improving performance, and delivering that feedback in a non-judgmental way is equally important for creating positive results.This workshop focuses on a streamlined 3-step coaching process that integrates seamlessly with a sales skills checklist. It supports targeted coaching to address specific skill areas for sales performance improvement and encourages active participation from the individual or team.
Learning Outcomes
- Gain insight into how feedback and coaching work to enhance sales performance.
- Learn and apply a three-step process for giving and receiving feedback.
- Learn key principles, guidelines and essential skills for giving and receiving feedback.
- Practice giving and receiving feedback using a sales skills actions checklist for coaching recommendations.
Who Should Attend: Sales leaders and sales professionals at every level.
Recommendation: Selling Essentials 101 provides a solid foundation for the skills feedback checklist used in this coaching model.
Duration: One-day
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“We all need people who will give us feedback. That's how we improve.”
– Bill Gates
The Heart of Selling - Your Customers' Needs
Workshop Overview
Successful selling happens when we truly understand and meet the needs of our prospective and existing customers. The strength of our recommendations, and ultimately our ability to close the sale depends on the quality of our needs assessment. Our needs analysis is the crux of the sale, and when customer needs guide the conversation, the sale becomes a natural outcome. This workshop focuses on mastering that needs analysis process.
Learning Outcomes
- Identify your prospect/customers' motivation to buy.
- Learn to dig deep to uncover implicit and explicit needs to deliver valuable customer benefits.
- Build interest to create buy-in before your proposal is delivered.
Who Should Attend: Sales professionals
at every level.
Duration: Half-day
Available online, 2-hour workshop.
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“Sales is not about talking, it’s about asking the right questions and listening to the answers.” — Jeffrey Gitomer
The Intuitive Sales Professional - Reading your Customer Type
Workshop Overview
In today's AI reality the most powerful tool a sales professional can cultivate is their own intuition. This breakthrough workshop empowers participants to develop and trust their intuitive insights, known as 6th sense selling, to allow them authentic connection with any buyer type. This workshop explores various buyer types and how to tune into each buyer’s motives, to create an aligned approach, that matches the prospect/customer for sales value matches and confident closes.
Learning Outcomes
- Identify your intuitive sales antenna to authentically connect with any buyer type.
- Explore existing buyer type models and learn how to overlay an intuitive approach, no matter which model is used.
- Recognize different buyer types, their motifs, and the best approach to match their needs and style for sales results.
Who Should Attend: Sales leaders and sales professionals at every level.
Duration: One-day
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"The best salespeople aren’t just persuasive—they’re perceptive. They know the buyer before they pitch the product."
— Seth Godin
Marketing Mastery | Marketing Mastery | Marketing Mastery | Marketing Mastery | Marketing Mastery
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Persuasive Marketing – Crafting Value that Sells
Workshop Overview
Marketing creates awareness of our product and service offerings and engages potential customers to choose us. Sales presents these offerings and converts prospective clients to become our customers. These complimentary functions are part of the customer journey and must be consistent from the outset. Learn to create a persuasive value proposition and solid sales pitch that align.
Learning Outcomes
- Understand the power of persuasive marketing and how it relates to your customer sales.
- Learn to create a value proposition that aligns with your customers needs so they will buy.
Who Should Attend: All sales, and marketing professionals.
Duration: Half-day
Available online,1.5-hour interactive presentation.
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“Great marketing makes people want what you offer; great value makes them buy it.” – Unknown
Marketing Your Personal Brand at Work
Workshop Overview
No matter your role or level, marketing your personal brand helps you stand out, shine, and attract the career opportunities you want. Visibility is key to mobility; it helps others understand who you are and the value you bring. In this workshop, participants learn to build their personal brand of who they are through their values, character strengths, and virtues, and discover practical ways to get noticed and showcase their expertise.
Learning Outcomes
- Identify your core values to shape a personal brand that tells your story.
- Discover your character strengths and virtues.
- Learn how to network internally and externally to promote your brand.
- Seek meaningful recommendations that reinforce your brand and help you get noticed for new opportunities.
Who Should Attend: All employees.
Duration: One-day
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“Marketing yourself is the key to getting noticed. If you don’t, someone else will define your value for you.” — Unknown
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