TRAINING TO 
CREATE AND WIN 
MORE SALES

Here are sales and key account management training courses that deliver fast-track improved sales performance.

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New Business Development 101

After this energetic, interactive, Zoom or face to face 1 day course your sales team will have new knowledge, motivation and skills to:

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  Generate strong sales leads using traditional and leading edge methods.

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  Be seen as a trusted advisor.

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  Identify decision makers and influencers.

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  Understand decision-making processes.

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  Structure an effective appointment making call.

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  Ask the right questions during the selling process.

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  Prepare and give persuasive presentations.

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  Understand and overcome prospect’s objections.

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  Understand conversion ratios.

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  Stay energised and focused.

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  Apply proactive selling strategies

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  Help prospects commit to next-steps.

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  Close deals

Based on your sales growth strategy, I combine the fundamentals of sales, with advanced prospecting, selling and closing techniques.With a career in sales spanning 25-years, both in the field and as a sales trainer, I understand the everyday challenges faced by sales professionals. This unique skill set also allows me to both share powerful, proven sales strategies. I also support sales people as they put these into practise in the real world. This course is highly recommended for both experienced and relatively new sales people when sales skills improvement is required.

Consultative key account management

This practical one day course results in key account managers being able to win more business by cultivating strong, long-lasting relationships with existing clients. As a result your clients will start to see your key account managers as trusted advisors, supporting their success. Sales will go and pressure on pricing will reduce, increasing your profitability.

After this course your key account managers will have new knowledge, motivation and skills to achieve effective:

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  Revenue growth.

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  Opportunity gap analysis

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  Key account planning. 

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  Questioning techniques.

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  Presentations.

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  Networking within customer organisations

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  Stakeholder management.

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  Retention strategies.

Selling more to resellers

Selling through resellers is fundamentally different from direct sales. You are not simply selling your product or service to a customer, you are selling to a business that must see a reason to actively sell it to their customers. That means understanding the reseller’s business, identifying where you can help them grow, influencing multiple stakeholders and creating value beyond price. The strongest reseller relationships become genuine partnerships, where both sides work together to generate more revenue.This practical one-day course focuses on the skills and techniques needed to grow sales through existing resellers, strengthen relationships and reduce price pressure.

Course topics

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  Revenue growth.

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  Opportunity gap analysis

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  Key account planning. 

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  Questioning & discovery

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  Presenting value

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  Networking & stakeholder management

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  Reseller retention strategies

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  90-day growth action plan

Measurable outcomes

By the end of the course, participants will have:

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  Identified at least three specific revenue opportunities within a reseller account

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  Completed an opportunity gap analysis for a priority reseller

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  Created a key account growth plan with clear objectives and actions

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  Prepared a set of commercial discovery questions for their next reseller meeting

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  Developed and delivered a value proposition focused on the reseller’s business outcomes

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  Mapped the key stakeholders within a reseller and identified relationship-building actions

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  Identified retention risks and opportunities within an existing reseller relationship

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  Created a 90-day action plan with specific actions, owners and timescales

Consolidating New Habits

I use role-plays, discussions, feedback sessions, and exercises to facilitate learning. Participants are also encouraged to share their personal and professional experiences that make training more relevant and engaging. I train on site, in the field, or remotely, depending on your needs. My sales training is fresh and direct, delivered with passion and backed up with ongoing motivation and support. Sales coaching is a highly recommended next step to ensure skills stay fresh and are applied appropriately. My coaching programmes increases sellers’ ability to tackle real-world sales challenges and win deals with confidence.