Workshops
Workshops
Today’s buyer journeys involve multiple stakeholders. Our reps need to be equipped with the right understanding of how organisations work in order to be seen as Trusted Advisors. To help organisations stay prepared during times of uncertainty, economic shifts and dwindling trust, we deliver two types of workshops.
Business Needs Workshop
The macro-economic environment is forcing Reps to level up. Buyers expect organisations to understand how their businesses work and how they can serve and support them. This workshop aims to unpack the fundamentals of how businesses work, why they exist and how they develop business needs that vendors can solve.
The objectives of this workshop are to;
Understand how businesses work
Understand how to connect solutions to Prospect issues
Develop and apply talk tracks and outbound communications that are relevant
Ultimate Discovery Workshop
Discovery is the most important part of any sales engagement. Yet, many companies - both large and small - struggle to implement a framework that helps Reps to maximise deal value and increase win rates. The objective of this workshop is to;
Understand the role a company plays as the selling org
To apply a repeatable discovery framework in a real-world scenario
Ultimate
Discovery
Structure
1.5 days. Combines teaching, interactive critical thinking exercises, live role plays, frameworks and materials that can be used once the workshop is complete.
1-2 hours of prep with clients to ensure consistency with internal nomenclature and process.