We have over 30 years of sales and marketing experience, focusing primarily on the process markets. As both line management and consultants, we have been educating sales and marketing organizations since 1985.  Let us help you educate and motivate your sales and marketing team. 

Our courses can focus on the basics, but they are also designed to impart advanced insights and techniques while integrating war stories from the trenches.  We blend in-depth knowledge, practical experience, award-winning presentation skills, and just the right amount of entertainment, to educate and motivate.  These topics are available as full or multi-day sessions or as short segment at a sales meeting or other training event.

All courses can be customized as to content and duration.

We offer education sessions on:

Typical

Duration

Why is personal and business credibility so important to winning deals?  Learn how to create and maintain credibility using the credibility matrix.  Learn low cost and no cost methods of gaining credibility.  Recruit others to help – customers, analysts, consultants, and media.

We often hear the “no money” excuse.  But is “no money” the real reason we hear “no”? Usually, it is just the easy excuse.  Identify and address the real issues and win.

Credibility

Understanding and building credibility, including how and when to use your credibility tools.  Use the Credibility Matrix to build the right mix of credibility tools at the right cost.

There is more to your customer than what its SIC code or marketing research tells you. How can we learn and use these facts to gain an advantage over the competition and win more deals?

Research is the step before the first call, and it can be used to make the right first impression or it can cause you to lose the deal.  How should research be done and, more importantly, how can the knowledge gained be used in the sales cycle?

The deal formula - Justification before the deal, trust before justification, and credibility before trust. How do you gain credibility and translate it into deals?

Every prospect has fatal flaws--a company’s requirements that, if not fully addressed, could be fatal to your prospects as a vendor to that company.  These fatal flaws can win deals-- if you know how to identify them, how to satisfy them, and how to sell them.

Most B2B selling is team selling.  How do you get the best team?  Why do some reps “get more help” than others?  Getting the right sales support is a key skill for any sales rep and it can be learned.

Deals result in one winner and lots of losers.  If you are not going to be the winner, move on to another deal without spending your resources trying to become the second choice.  Lose early and lose often -- here is how.

Typical

Duration

Understand the hot buttons and fundamental issues of the process industries, including the business drivers, industry metrics and more.

Understand the hot buttons and fundamental issues of the food and beverage industries, including the business drivers, industry metrics and more.

Understand the hot buttons and fundamental issues of the chemical industry, including the business drivers, industry metrics and more.

Understand the hot buttons and fundamental issues of the life science industries, including the business drivers, industry metrics and more.

Process prospects have process requirements.  But why?  Understanding the “why” of process allows you to better articulate why a prospect needs your solution, and builds value not obtainable by others.

The plant tour is a great place to learn, bond, and gain a sales advantage--but only to the rep that knows how to take the tour and turn the experience into a win.

Note – Great after lunch presentation, gets them alert and participating!

Most application products are based on a set of assumptions that come from the discrete world.  These assumptions are not appropriate for the process world; they do not match the process realities.  This session provides a new way to think about what is right and wrong with applications.

Understanding the issues faced by your food and beverage customers, the trends in their industry, and what these trends and issues mean to your customer’s business is a must.  Learn why the C’s are losing sleep so that they will view you as an equal who can help them move their business ahead.

Note – also available as user group presentation

Understanding the issues faced by your chemical customers, the trends in their industry, and what these trends and issues mean to your customer’s business is a must.  Learn why the C’s are losing sleep so that they will view you as an equal who can help them move their business ahead.

Note – also available as user group presentation

Understanding the issues faced by your life science customers, the trends in their industry, and what these trends and issues mean to your customer’s business is a must.  Learn why the C’s are losing sleep so that they will view you as an equal who can help them move their business ahead.

Note – also available as user group presentation