Sales Workshops & Coaching

Work with entrepreneurs and sales teams just like you. Our workshops and Sales Camps are high-energy, high engagement, and high work.

We’ve led workshops, mentoring, and learning sessions in lots of places, including:

• The 2012 Lean Startup Conference

• Lean Startup Circle – San Francisco

• Lean Startup Circle – Orange County

• Lean Startup Circle – Portland

• NJ Spark Summit

• Venture Greenhouse

• UpWest Labs

• Hult International School of Business

• University of California-Davis

2-3 hour workshops ($25-250/person): SalesQualia delivers live and web-based group workshops at incubators, shared workspaces, and accelerators across the country. Group workshops are typically 1-3 hours in length and range from $25-250 per person.

1/2 & Full-day Workshops ($250-$1000/person): SalesQualia tailors workshop topics with activities and outcomes that you can implement immediately into your company’s sales process. A great option to build a complete sales framework for your company or sales territory.

A few topical areas include:

• Mapping and organizing your sales process

• Defining your sales approach and timeline

• Developing call preps, scripts, and outbound email strategies

• Recruiting, hiring, training, and monitoring your sales team

• Working conferences and industry events

Private workshops ($1000 and up) are available upon request range from $250-$2500 depending on the activities and time allocated.

1. Developing a Value Statement (Level 1)

This module focuses on developing a Value Statement to use in outbound sales calls and describing the entrepreneur’s business to prospective clients. Workshop activities include developing Value Statements for each contact and audience addressed. There is an introduction to Buyer Types and the development of a Value Statement for each Buyer Type in the enterprise sale.

2. Sales Call Mapping (Level 2)

Preparation is vital to executing a successful sales call or presentation. By developing a “Sales Call Map,” entrepreneurs are more prepared to handle objections and prospect feedback, enabling the entrepreneur to focus on their response and answering the prospect’s questions. Sales Call Maps lower call anxiety, and through structured preparation, enable the entrepreneur to engage in a more free-flowing and effective sales conversation.

3. Buyer Types (Level 1)

Frequently entrepreneurs work only with a single point-of-contact met at a conference or through their personal network. However, enterprise purchasing decisions are rarely made by one individual. There are formal and informal committees where various “Buyer Types” provide input to the purchasing decision. This module presents common Buyer Types within a business-to-business sales process and how to tailor a Value Statement and sales approach to meet each buyers’ needs.

4. Prospecting (Level 1)

This module focuses on developing a structured prospecting process, using LinkedIn and industry-related sites as a research tool. Workshop activities focus on 1) identifying key external resources for the entrepreneur’s target industry and market, 2) starting a real prospect list that can be used immediately to contact potential customers.

5. Prospecting at Conferences (Level 2)

With the right preparation, conferences can yield the highly qualified leads and prospects for an entrepreneur. But without the right preparation, conferences are among the most wasteful uses of time and money. This module provides practical examples and specific strategies to maximize resource investments in conference, including pre-conference preparation, managing in-conference meetings, and developing post-conference action steps.

6. Stages of the Enterprise Sale (Level 1)

In selling to the enterprise, the entrepreneur must recognize where they stand in the sales process. Products or services are purchased after a single phone call or meeting – most enterprise sales flow through a series of distinct phases. This module discusses each stage in detail and provides practical tips for identifying the stages of the sale for each prospect, and how to push through these stages to the final purchasing decision and product implementation. Attendees utilize active sales opportunities as case examples in the workshop activities. For each sales opportunity, the entrepreneur will develop an action plan for moving their opportunities to the next stage, and ultimately to the final purchasing decision.

7. Product Demos & Presentations (Level 2)

Reaching the product demo is both exciting and daunting for the entrepreneur. With the right strategy, product demos quickly advance the sale to the next action step. Done incorrectly, product demos lead to sales purgatory. This module focuses on developing a clear demo strategy, showing the entrepreneur how to balance “show and tell” while continuing to identify prospect needs and evaluation criteria. The workshop activities focus on developing a product demo framework with specific outcomes for both the entrepreneur and the prospect.

8. Opportunity Tracking & Sales Process Management (Level 2)

Once an entrepreneur begins developing a true sales pipeline – multiple opportunities at various stages of the sale – it is critical to evaluate the pipeline objective and identify specific actions she must take to advance the sale. This module teaches the entrepreneur to think like a sales manager and structure the sales process for regular evaluation.

9. Measuring Your Sales Process (Level 2)

Entrepreneurs are always faced with time and resource constraints. It is critical to measure metrics such as lead conversion rates, average time to sale, average revenue per customer, and implementation timelines. By developing metrics to measure the sales process, the entrepreneur can identify how to increase sales process ROI.  The workshop activity requires an existing pipeline and at least one (1) paying customer.

10. Effective New Calls (the act formerly known as “cold calling”)