Advisory Support.
For some skills, sellers and leaders need more than training and tools to succeed. We offer advisory support to help you build these capabilities in your GTM organization.
Pitch Decks Just Don’t Cut It
Customers today don’t have the desire or patience to be pitched to. In order to quickly connect, you’ve got to show them you understand what they’re trying to achieve, meet them where they are, and help them build a path to better outcomes.
We help cross-functional GTM teams learn research-backed frameworks to help build the inputs for messaging and conversations that help quickly align with customer values and beliefs and drive urgency to partner.
Guide sellers to connect discovery to customer outcomes.
Today’s sellers need to be audible-ready. Build sellers a framework that breaks down customer outcomes, helps sellers pressure test customer capabilities, find blind spots that help you lead customers to better outcomes, & differentiates your solution.
This framework helps sellers do diagnosis and discovery in ways that build expertise, add value, and build urgency for your solution.
Objection Handling
Our research uncovered that there are two types of customer objections: value-based objections and fear-based objections. Most sellers only recognize value-based objections and often handle fear-based objections incorrectly.
While our training teaches sellers how to recognize them, strategies to overcome them, and even gives them a chance to build strategies for their common customer value- and fear-based objections.
However, our most progressive customers take things a step farther and build objection playbooks for sellers to more quickly master the skill. We’ll partner with you to help you build this capability.
Embed high performance into seller and leader workflows
Ask ten of your best sellers where they keep all of their knowledge about any particular deal and you’ll get all sorts of answers - and none of them will be your system of record.
There’s a reason why high performers don’t use your CRM to help them sell - because it doesn’t. And throwing in the most popular AI-enabled software tools on the market today only makes it worse for two reasons: (1) those tools are meant to drive efficiency, not effectiveness and (2) those things are not built to do what it really takes to drive effectiveness.
Let us help you scale high performance selling by rethinking how you leverage your system(s) of record.
Quantify the Impact
Some companies want to know their investments are working, and are willing to put in the hard work to measure the outcome.
We’ve developed approaches to measure the impact of training through a number of tools: survey data, certifications, and measurement of leading and lagging indicators.
We’ll collaborate and put in the hard work to measure the impact.