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Professional Sales Development

Explore our professional sales development offerings to discover the right program for you.

Select Programs

Negotiation

Negotiating at the end of a sale can be challenging, after putting in so much time and effort on all of the calls, emails, meetings, and presentations everything now rests on this final step, are you ready? Negotiation will provide you with a strong understanding of negotiating styles and techniques as well as evaluate when it is most effective to use each style. As a participant, you'll hone in on the importance of entering a negotiation with a strategy as well as build a repeatable method to create such strategy into the future.

Who should attend: 

  • Salespeople and sales managers who lead or assist in negotiating deals
  • Mid-level managers or others interested in refining their negotiating abilities

Delivery format:

  • Delivery options include full-day and half-day in-person sessions

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Professional Selling I

Sales is an ever-changing field, so how will you keep up? Professional Selling I will provide you the necessary sales skills needed to thrive in today’s business environment. As a participant, you'll be introduced to practical tools to develop your sales toolkit. The program examines the sales process to ensure that every one of your sales engagements is built on a strong foundation.

Who should attend: 

  • Sales professionals looking to expand their sales skills

Delivery format: 

  • Delivery options include full-day and half-day in-person sessions

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Professional Selling II

You've built the foundation, so let's start talking details. In Professional Selling II, we'll focus on providing the tools you need to launch a truly customer-centric journey for every prospect. We highlight an approach that provides the prospect insights every step of the way and ingrains you as an expert. An analysis of buying phases and objections will arm you with the ability to speed up the sales cycle. 

Who should attend: 

  • Sales professionals looking to expand their sales skills 

Delivery Format: 

  • Delivery options include full-day and half-day in-person sessions
  • Prerequisite: Professional Selling I

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Sales Leadership I

Being a sales manager is difficult, the skills that made you a great sales representative don't always translate into a management role. In Sales Leadership I we'll begin to tackle the sales management issues that are holding back results. Topics that you'll cover include the development of a comprehensive strategy around recruiting talent into the sales team, effectively managing the team, and onboarding new-hires. As a participant, you'll use multiple exercises to map recruiting efforts, accelerate training cycles, and develop strategy for the front line.

Who should attend: 

  • Frontline sales managers responsible for sales teams

Delivery Format: 

  • Delivery options include full-day and half-day in-person sessions

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Sales Leadership II

We've all heard it before, "leaders and managers are different" but how do we transcend as managers to be true leaders? Sales Leadership II is centered on strengthening the key competencies you must possess to be a strategic sales leader. As a participant, we'll focus on providing actionable strategies to enhance your leadership capabilities to positively impact your front line team.

Who should attend: 

  • Front line sales managers responsible for sales teams

Delivery Format:

  • Delivery options include full-day and half-day in-person sessions
  • Prerequisite: Sales Leadership I

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Sales Leadership III

No other position within an organization has more customer or internal company contact as the sales manager. Sales Leadership III empowers you to bring innovation into the daily lives of your team, organization, and customer. As a participant, you'll focus on advanced sales leadership topics and methods to bring lasting positive change within organizations both internally and externally. 

Who should attend: 

  • Frontline sales managers responsible for sales teams

Delivery Format:

  • Delivery options include full-day and half-day in-person sessions
  • Prerequisite: Sales Leadership II

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Sales Planning

Goal setting is great, but what tends to happen when we don't identify a plan to execute on a goal? Sales Planning centers around identifying and breaking down sales engagements to ensure you meet your overall sales commitments. As a participant, you'll be exposed to topics around managing team and buying center interactions, analyzing the competition as well as interacting in competitive sales situations, all to ensure you hit goal.

Who should attend: 

  • Salespeople looking to improve their ability to deliver to goal

Delivery Format:

  • Delivery options include full-day and half-day in-person sessions

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Sourcing and Attention

Generating leads is a critical function for any sales representative but, with so many competitors vying for your prospect's attention, how can you do it effectively? Sourcing and Attention, focuses on ensuring your pipeline is full of leads to sustain your business. As a participant, you will work through exercises that break down target customer segments, personify accounts, and rank target attractiveness based on quantifiable metrics. Formalized approaches to lead generation are provided to ensure that you not only grasp concepts in training but that you apply those concepts after training. 

Who should attend: 

  • Salespeople looking to improve their prospecting abilities

Delivery Format:

  • Delivery options include full-day and half-day in-person sessions

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Strategic Account Management

Navigating large accounts is an important process for companies seeking long-term growth; however, it can be difficult transitioning from a more traditional selling model to selling and managing strategic accounts. In Strategic Account Management we dive deep into the competencies you need to effectively create and quantify value for the C-suite buyers within strategic accounts. As a participant, you'll work through a systematic model to analyze current accounts, identify and track KPIs within accounts, and develop a strategy for future engagement.

Who should attend: 

  • Salespeople whose primary responsibility is to manage and grow business within existing accounts such as Strategic Account Managers, Key Account Managers, and National Account Managers.

Delivery format: 

  • Delivery options include full-day or half-day in-person sessions

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Time Management

If there's one thing that's universal across business it's that there never seems to be enough time. Time Management examines common pitfalls to organizing and managing your time. As a participant, we'll dive into your individual challenges through a unique self-assessment and exercise. We will introduce methods to better manage your organizational abilities, goals, and time. 

Who should attend: 

  • Salespeople looking to more effectively use time
  • Front-line managers grappling with time constraints
  • Professionals looking for effective strategies to better manage time

Delivery Format:

  • Delivered in a half-day in-person session

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