Corporate Sales Training

Win more high-value business - corporate sales training for winning complex sales.

Take control of the process, coordinate the team, and minimise the risk. Corporate sales training enables teams to make efficient use of resources, shorten sales cycles, and win more high-value, complex sales.

How is this corporate sales training course different?

• Guaranteed results.
• Based on extensive corporate sales knowledge and experience.
• Delivered by the course author.
• Includes the opportunity for one-to-one sessions with the author.
• Involves co-creation of on-the-job actions for embedding learning in participant routines and habits.
• Career-long support.

How is corporate selling different?

When everything is riding on winning a key opportunity, leave nothing to chance. Take this corporate sales training programme and win more high-value complex sales.

Due diligence sufficient for 'run of the mill' decisions is inadequate for both buyer and seller. Eliminate the guesswork, reduce the risk of losing, and increase success with major sales opportunities.

Competition for enterprise opportunities is usually ferocious. You can't always be first in with the best solutions and lowest price. Winning means finding a way to outsell your competition.

Losing a big deal is more than just disappointing. You cannot recover the time and effort invested in the campaign to reinvest elsewhere. Losing is likely to mean missing overall targets.

This corporate sales training programme provides a reliable methodology that minimises risks without diminishing the scope for individual flair or innovation.

What are the training objectives?

• Improve success ratios for high-value sales.
• Reduce or eliminate effort wasted on unproductive campaigns.
• Increase certainty and forecast accuracy.
• Improve team communication.
• Reduce or eliminate selling mistakes.
• Understand politics and organisational dynamics.
• Learn to anticipate organisational change.
• Identify the people with the most situational influence.
• Identify important influencer characteristics.
• Develop the right relationship status.
• Increase control of complex relationships.
• Account for and overcome competitive threats.
• Use strategy to outthink competitors.
• Use strategy to drive actions.
• Win in less time.

What is taught in the course?

Introduction: Goals, objectives, and learning management.
Planning to Succeed: The structure of an effective plan.
Identify the Right Issues: Things that compel executive action.
Choose the Right Opportunities: Will it happen, can you win, and will it be worthwhile?
Establish a Collaboration: A CLEAR process of discovery.
Identify the Right People: Buying roles and organisational politics.
Negotiate Access to Power: Those who can start a buying process.
Initiate a Buying Process: How to control the customer's buying process.
Managing Relationships: Working with champions, supporters, and opposers.
Defeating the Competition: Using strategy to defeat competitive threats.
Tactics for Strategy Execution: Ways to implement each possible strategy.
Win with a Proposal: How to win when you are a late competitor.
Project Management: Organising and managing the temporary team.
Learn from Failure: How to learn where the process failed.
Learn from success: How to recognise why the process succeeded.
Review and Next Steps: How to transform learning into results.

Typical Participant Comments

This is a 'just in time' course for improving our daily sales activities. The techniques taught are easy to understand and apply in reality. This is a great course. From Motorola

An excellent mix of practical exercises and theory. Good examples for clarity, good pace and very good use of interpolation from the tutor. From Elyzium

Fast-paced and relevant. Challenging for all levels of attendee experience. Good timekeeping. Maintained interest and control throughout. One of the better ones. From Hand Held Products (Now Honeywell Imaging and Mobility)

Winning the Complex Sale teaches participants how to take the uncertainty out of the enterprise selling process. Applying the method improves the use of resources, minimises wasted effort, and increases results.

This advanced methodology enables established salespeople and their support teams to win more often. Benefits include improved team cooperation, more accurate forecasts, greater situational control, shorter sales cycles, better success ratios, and dramatically increased results.

Who should attend?

Those responsible for sales of technology, capital equipment, management consulting, and enterprise software. People who help win major sales opportunities include sales staff, line managers, technical support people, bid managers, professional services managers, internal consultants, and directors.

Additional Benefits

• Flexible multi-session 'learning by doing' options.
• Workplace assignments develop new habits and practices.
• Tools, templates, frameworks, and examples save time and aid learning.
• Common language improves communication and teamwork.
• Promotes adoption of best practices, habits and methods.
• Increases productivity, consistency, and results.
• Improves job satisfaction and motivation.
• Reduces staff turnover.

During the programme, participants work on current opportunities. They apply the methodology to real opportunities. The work demonstrates the value, proves the method's effectiveness, and provides experience in using the planning and thinking tools. Time spent on this corporate sales training programme directly increases chances of success with current opportunities.

Corporate Sales Training Delivery Options

• One-to-One (15 virtual classroom sessions)
• View and download presentations, tools, templates, and other resources. The assigned coach arranges one-to-one training sessions to present or discuss the material and identify on-the-job learning actions. Training and coaching continue until the participants are satisfied with their learning progress. Sessions last one hour and are scheduled to suit participant needs:
• £1595 - Learn more.
• One-to-one on a per-session basis:
• £150 - Learn more.
• Group Training (virtual classroom):
• £2995 for the whole course (15 sessions)  - Learn More
• Or selected content on a per-session basis:
• £250 - Learn More
• Fees exclude applicable VAT.
• Traditional Classroom
• The programme delivery takes place over one or more days at a conference venue or the customer's offices. This is effective for three or more participants.
• Contact us for fees
• Use this link for more information or to have us call you.

Large Numbers

Licensing and train-the-trainer options for corporate sales training enable self-delivery. Associate and Affiliate representation is welcomed. To promote or deliver this course, get in touch directly. To find out more, call or use the links below. 

Flexible Delivery

If you need to increase success rates for high-value enterprise sales opportunities, this course offers a reliable and flexible corporate sales training program. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.