This selling skills workshop develops competency for both new and experienced salespeople, using adult learn principles. The workshop is tailored to your selling environment and focuses on engaging deeply with customers, build long-term relationships and increasing conversion.

After attending this workshop participants will be able to:

• Build rapport and credibility in every meeting

• Confirm the behaviours a salesperson needs to be successful in sales

• Understand the benefits in helping customers clearly define their problems and prioritise taking action to resolve them

• Demonstrate the necessary skills to execute effectively all the way through the sales process

• Effectively progress sales opportunities to close by gaining commitment in every call

• Understand and value the pre-call planning

• Use an effective coaching tool to improve customer interaction and sales outcomes

Understanding how a sales pipeline works—and how your actions affect it.

Many sellers, new and experienced, don’t fully realise how their behaviours impact pipeline health, forecast accuracy, and hitting targets.

Participants will learn how to:

• Use the pipeline to spot real opportunities, fast-fail weak ones, and identify deals needing extra support

• Recognise how their behaviours affect pipeline flow and shape

• Understand what their pipeline shape says about performance

• Focus on prospecting as the driver of a healthy pipeline

• Review and assess their own pipeline shape

• Take actions to improve pipeline health and sales outcomes

Participants will have a clear process to assess and strengthen key account relationships - identify how stakeholders view the relationship, where the gaps are, and what actions are needed to protect and grow the account.

Participants will learn to:

• Use an account scorecard to decide which accounts need an Account Management Plan (AMP)

• Understand and assess key account management behaviours

• Create a simple, one-page AMP that’s easy to update with input from the team

• Identify key relationship stakeholders and how they perceive your business

• Spot gaps that could weaken your position and plan actions to fix them

• Set clear goals for each account and align actions to those goals

• Prepare a list of stakeholder questions to guide future conversations

• Plan regular review cycles for the AMP to stay on track

Prospecting can feel daunting—especially when there’s no existing relationship to build on. This workshop gives salespeople a practical framework to make prospecting less intimidating and more effective.

Ideal for anyone wanting to improve their results, especially new salespeople, this session builds knowledge, confidence, and motivation through a mix of theory and hands-on practice using a Prospecting Plan.

After attending, participants will be able to:

• Understand what makes prospecting successful

• Create an action plan to:

  • Maximise effort

  • Reach key decision-makers

  • Secure more appointments

• Use a clear process to reduce fear and hesitation

• Build confidence to prospect consistently

• Generate more qualified leads into their sales pipeline

The OPP workshop gives salespeople a clear process to map and manage complex deals involving multiple stakeholders. It helps participants assess their position, identify gaps, and plan the right next steps to move key opportunities forward.

After attending, participants will be able to:

• Focus effort on opportunities with the best chance of success

• Map deals and identify missing or unclear information

• Understand who the key stakeholders are and how well you're positioned with each

• Plan the right questions and actions to progress the deal

• Use internal support and marketing assets to build credibility

• Apply a consistent, repeatable process to win more often—and understand why

• Scale the approach across multiple deals

Inside Sales reps are the engine room of sales— qualifying leads, building a new business pipeline and closing deals remotely.

After attending, participants will be able to:

• Understand the mindset of a great Inside Sales rep

• Structure calls for better conversations and results

• Ask better questions and uncover real needs

• Qualify leads quickly and accurately

• Build trust and rapport remotely

• Handle objections and keep deals moving

• Leverage CRM tools to stay organised and nurture the lead pipeline