Award-Winning Sales Skills Training
Do You Have What it Takes to Stand Out Against Your Competition?
Sales training programs typically focus on a handful of topics at once or over-simplify selling situations that require a lot of nuance. Modern Sales Foundations offers a complete sales methodology that covers the entire B2B sales cycle.
While learning to sell with a clear understanding of your buyers, you’ll be able to apply simple and memorable models to your specific sales situations. Pack the pipeline, drive deals to close, and deliver a better buying experience along the way.
ABOUT THIS COURSE
Browse Lesson Plan
1. INTRODUCTION TO MODERN SALES FOUNDATIONS
Overall, today’s buyers aren’t impressed with what they’re seeing from salespeople and they’re avoiding them whenever possible. Sellers need to do better, and a buyer-centric selling approach makes it happen.
2. ALIGNING WITH THE BUYER
Work to truly understand buyers’ perspective – what matters most to them – and keep their interests at the forefront of your sales activities.
3. THE VALUE STACK
Consider the Value Stack model and continuously work to build value in your solution, from the buyer’s perspective, by focusing on the types of value that are most relevant to each buyer.
4. INTERPERSONAL COMMUNICATION
Demonstrate effective, relationship-building communication habits in all customer interactions.
5. INFLUENCE AND PERSUASION
Use principles of influence and persuasion in an ethical, buyer-centric way. Avoid manipulation tactics in favor of authentic dialogue, good intentions, building trust, and persuading based on Aristotle’s Ethos (credibility), Pathos (emotion), and Logos (logic).
6. VALUE STORY
Develop clear, concise value stories that communicate how you uniquely can add value based on your buyer’s specific challenges.
7. RESOLVING CONCERNS
Take a focused, strategic, and authentic approach to understanding and resolving specific buyer concerns.
8. CUSTOMER LIFECYCLE
Adjust your prospecting approach based on where the buyer is within the customer lifecycle.
9. RESEARCHING PROSPECTS
Gather valuable information about each unique organization and buyer that you are targeting.
10. APPOINTMENT SETTING
Integrate the POSE Value Story approach into your appointment setting dialogues with prospects.
11. NAVIGATING DISINTEREST
Understand and address authentic sources of disinterest to navigate situations where a prospect is initially hesitant to engage.
12. OMNICHANNEL PROSPECTING
Use various methods (channels) to reach a buyer, building sequences in a coordinated approach.
13. NURTURING PROSPECTS
Use a strategic approach to nurturing to progressively build Awareness, Interest and your Relationship (AIR) until a prospect is ready to engage.
14. BUYING PROCESS
Understand buyers’ needs and decision criteria, and demonstrate the value needed to navigate through each stage of the buying process up to, and including, the decision to purchase.
15. SALES CALL PLANNING
Approach every customer meeting and conversation with the right intent, clear objectives, and proper planning.
16. SALES MEETING MANAGEMENT
Follow an organized approach to lead every customer meeting to a successful, predetermined outcome.
17. DISCOVERY / SITUATIONAL ASSESSMENT
Assess your buyer’s situation to gain an understanding of their current and desired future state and uncover needs.
18. OPPORTUNITY QUALIFICATION
Determine whether the buyers have a problem you can solve and are willing and able to solve it.
19. NAVIGATING THE BUYER LANDSCAPE
Create a plan to gain support from buyers and stakeholders with varying roles, levels of influence, and attitudes toward your solution.
20. CO-CREATING A SOLUTION
Collaborate with your buyer to configure your solution to deliver maximum value from their perspective
21. COMMUNICATING VALUE
Present your solution’s value in terms of the impacts it can make and the outcomes each decision maker wants, based on the value drivers that matter most.
22. GAINING COMMITMENT
Gain a buyer’s commitment throughout the buying process by meeting exit criteria at each stage up to, and including, the decision to purchase.
23. ACCOUNT OBJECTIVES
Analyze the performance and potential of an account to establish an appropriate account objective.
24. ACCOUNT PLANNING
Build an account plan that addresses the various forces that influence your ability to reach your objective.
25. OBTAINING REFERRALS
Seek referrals and favorable introductions from the customers to whom you’ve delivered differentiating value, from their perspective.
26. CUSTOMER VALUE REVIEWS
Carefully plan and execute regular value-driven business reviews with your customers.
Key Concepts & Topics:
- Apply buyer-centric selling principles to all sales situations
- Fill your pipeline with modern prospecting strategies
- Conduct excellent discovery to clearly understand buyers
- Manage complex opportunities stage by stage
- Win deals with multiple decision makers
- Build and execute strategic account plans
- Maximize customer satisfaction and grow accounts
Who It’s For:
- Account Executives and Account Managers
- Strategic and Corporate Account Managers
- Customer Success Managers
- Business Development Representatives
HOW IT WORKS
Always virtual. No full-day boot camps.
Modern Sales Foundations is delivered through a series of television-style video episodes and supported by self-paced and interactive activities. This well-rounded experience helps you to learn, apply, and master every concept.
- Television-style video episodes
- 12 hours total runtime
- Self-paced, interactive activities
- Completely virtual setting
WHAT OUR CLIENTS HAVE TO SAY
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For Individuals
- 26 episodes of Modern Sales Foundations
- 26 episodes of The After Show
- Show Notes outlining key concepts
- Worksheet exercises for real world application
$599
For Teams & Companies
Whether you have a small group or a large enterprise sales team, the Modern Sales Foundations family of courses are designed to provide you a highly-effective training experience that is repeatable and scalable.
