The Tech Sales Coach helps sales teams to improve with Prospecting, Connections, Conversations, Qualification, Deal Development, Negotiations and RESULTS.
Sales Training Solutions
On-Line or In-Person per student; 3 or 4-day classes
Sales Methodology Training
I am a big believer in “CustomerCentric Selling” methods because it hits every stage of sales. We customize the training with your solutions and messaging so the team practice what they need to preach. We work with sales teams to implement a consistent, repeatable sales process, that;
Salespeople can be taught to execute.
Management can be taught to monitor, coach, and inspect.
Marketing can support sales-ready messaging to better align and remain in sync.
Represents the organization’s best-selling practices.
Times have changed and cold outreach is harder than ever. We build and teach your teams a modern 22-step Cadence on how to approach the modern buyer for the best results. They will learn how to build value in your brand and name recognition so the modern buyer is more willing to engage and discuss your offerings. This class includes upfront consulting to build the assets and 4 weeks of 1 hour per week of training for the teams.
Whether you are hiring new sales engineers or want to elevate an existing engineers, you should consider teaching them the skills to succeed in discovery, design and sales. This class starts with the fundamentals and we include the tools you use for discovery, design, pricing and delivery. We also teach your new SE’s to partner with sales to create a powerful team at every stage of the sales process.
At Mastering Technical Sales, we have been running Sales and Engineer leadership workshops since 2014. As we gradually added more components to the curriculum, we decided to write a book about the topic. “Mastering Technical Sales: The Sales and Engineer Manager’s Handbook,” co-authored by John Care and Chris Daly, was released in May 2020. It is the one and only book on the role-specific aspects of being an Sales Manager, SE Manager and a SE Leader, and the reception within the technical community has been quite remarkable and uniformly enthusiastic. We build our Sales and Engineering Leadership workshops around the dual frameworks of the three plus one fundamental role-specific imperatives for presales leadership and the five-stage Sales lifecycle. Every aspect of the various training modules aligns with one or more of those imperatives or stages.