Sales Training

Sales TrainingThe four sales certification classes from Worldleaders Smart Sales Institute will enable your sales team to differentiate better, develop more pipeline, close more sales and expand key accounts.

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The information below offers a description of our sales classes, who should attend, materials provided, class format, class times & duration, cost and scheduled class updates based on industry-driven changes.

Sales skills assessment. Before taking a sales training class, each participant will take an online Sales Assessment for evaluating their approach to lead generation, consultative selling, business case development, presenting and closing. Their assessed sales strengths and identified liabilities is compared to the top 6% of sales executives within the B2B technology industry and then becomes the baseline for recommending the right class or combination of classes.

Advanced B2B Consultative Selling
Class One- Advanced B2B Consultative Selling

Description: Advanced B2B Consultative Selling is the most effective skills development class available for quickly improving B2B technology sales results. This class teaches or reteaches sales teams to better differentiate your offerings, gain access to the right level decision makers (business, users and financial), develop a compelling business case, close sales effectively and avoid put-offs. This is an essential class for updating skills or learning best sales practices within the B2B technology sales industry.

Who Should Attend: All client facing sales team members including CEOs, Sales Leaders, Marketing, Inside Sales, Sales Engineering, Customer Services and Account Managers.

Materials Provided: Assessment findings report, Training workbook, tools & templates and a reference copy of our Amazon Five Star Rated Book- The Smart Sales Method for B2B for B2BTechnolog Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Advanced B2B Consultative Selling is given on the first Thursday of each month. The class begins at 8:00 am and concludes with graduation and certification by 6 pm. Breaks are provided for 10 minutes on every hour. We provide breakfast, lunch, and dinner. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person. Class cost $995 per person. Discounts will be applied for groups of 5 or more. * Graduates of this class are welcomed to repeat this class for up to 12 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

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Account Penetration for Cross Selling and Upselling within Key Accounts
Class Two- Account Penetration for Cross Selling and Upselling within Key Accounts

Description: Account Penetration provides proven methods for selling more services and products within existing accounts. Five strategies are taught for enabling selling teams to “upsell” to higher level decision makers, cross-sell to adjacent business units and to “down-sell” to procurement organizations as needed to get positioned for new sales opportunities within your key accounts.

Who Should Attend: All sales team members responsible for account management or customer services including CEOs, Sales Leaders, Inside Sales, Customer Services and Account Managers.

Materials Provided: Assessment findings report, Training workbook, tools & templates and a reference copy of our Amazon Five Star Rated Book- The Smart Sales Method for B2B for B2BTechnolog Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Account Penetration is given on the second Thursday of each month. The class begins at 8:00 am and concludes with certification by 5 pm. Breaks are provided for 10 minutes on every hour. Breakfast and lunch are provided. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person (waived if the assessment is taken prior). Class cost $995 per person. Discounts will be applied for groups of 5 or more. * Graduates of this class are welcomed to repeat this class for up to 12 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

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Lead Generation for Developing a Bigger and More Qualified Pipeline
Class Three- Lead Generation for Developing a Bigger and More Qualified Pipeline

Description: Worldleaders’ Lead Generation program is one of the only classes globally that teaches the most up to date procedures for multi-tiered prospecting. This includes a sequential approach to targeting right-fit prospects, effective messaging, SEO/PPC conversion, website chat conversion, website monitoring and inquiry conversions, blog conversions, networking conversion, facilitating monthly teaching events (webcasts, roundtables, and seminars), newsletter conversions, social media conversion, email marketing campaigns…and then calling and converting interested prospects into new pipeline opportunities. This is a progressive program and should only be attended by prospectors interested in implementing a world-class lead generation system. It’s all the things you need to do before you pick up the telephone. Cold calling isn’t dead, it just has to be done smarter.

Who Should Attend: All team members responsible for finding new leads including CEOs, Sales Leaders, Marketing and Inside Sales .

Materials Provided: Assessment findings report, Training workbook, tools & templates and a reference copy of our Amazon Five Star Rated Book- The Smart Sales Method for B2B for B2BTechnolog Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Lead Generation is given on the third Thursday of each month. The class begins at 8:00 am and concludes with graduation and certification by 5 pm. Breaks are provided for 10 minutes on every hour. Breakfast and lunch are provided. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person (waived if the assessment is taken prior) Class cost $995 per person. Discounts will be applied for groups of 5 or more. * Graduates of this class are welcomed to repeat this class for up to 12 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

View Agenda & Register


Presenting & Closing for Increasing Win Probability While Reducing Sales Cycle Time
Class Four- Presenting & Closing for Increasing Win Probability While Reducing Sales Cycle Time

Description: Presenting and Closing teaches how to move selling teams from "quote and hope" to "propose and close". This includes developing business-driven proposals that demonstrate how your offerings are the right-fit to your clients' business needs. How to facilitate a bi-directional sales presentation with all decision makers. And, ultimately how to utilize a closing approach that works with the client instead of on the client. Nothing happens until something is sold, and nothing is sold unless the sales team knows how to ask for and close the sale.

Who Should Attend: All sales team members participating in presentation and closing activities including CEOs, Sales Leaders, Inside Sales, Sales Engineering and Account Managers.

Materials Provided: Assessment findings report, Training workbook, tools & templates and a reference copy of our Amazon Five Star Rated Book- The Smart Sales Method for B2B for B2BTechnolog Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Presenting & Closing is given on the fourth Thursday of each month. The class begins at 8:00 am and concludes with graduation and certification by 5 pm. Breaks are provided for 10 minutes on every hour. Breakfast and lunch are provided. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person (waived if the assessment is taken prior). Class cost $995 per person. Discounts will be applied for groups of 5 or more. * Graduates of this class are welcomed to repeat this class for up to 12 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

View Agenda & Register