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SALES Training

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Joe Morone

Sales Training

The four sales training seminars from Worldleaders Smart Sales Institute enables your sales team to differentiate sales opportunities more efficiently, develop more pipeline, close more sales, and expand key accounts.

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

Sales Courses Begin with Skills Assessment

Before joining our sales training seminars, each participant takes our online Sales Assessment to evaluate their approach to lead generation, consultative selling, business case development, presenting, and closing. Their assessed sales strengths and identified liabilities are compared to the top 6% of sales executives within the B2B technology industry, which becomes the baseline for recommending the right class or combination of sales courses.

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 to learn about consultative selling, updating sales skills, and 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 engineers, customer service, 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 B2B Technology Sales Teams.

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

Class Times/Duration: Advanced B2B Consultative Selling is usually given on the first Thursday of each month, but check the class schedule to confirm. The class begins at 8:15 am and concludes with graduation and certification by 5 pm. Breaks are provided for 10 minutes on every hour. We provide breakfast and lunch. 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 6 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.

Enrollment Procedureb2b consultative selling

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. In this sales course, you will learn how to maximize sales opportunities. We teach five strategies 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, account managers, and anyone interested to learn how to maximize sales opportunities.

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 B2B Technology Sales Teams.

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

Class Times/Duration: Account Penetration is scheduled for October 12th, 2017. The class begins at 8:15 am and concludes with certification by 4:30 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 6 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.

Enrollment Procedureaccount penetratio

CLASS THREE Lead Generation for Developing a Bigger and More Qualified Pipeline

Description: In our Lead Generation sales course, you will learn everything you have to do before you initially contact a prospect. Our sales lead management program is one of the only classes in the world that teaches the most up-to-date procedures for multi-tiered prospecting.

Sales lead management 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 be attended only by prospectors interested in implementing a world-class lead generation and sales lead management 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, raining workbook, tools & templates and a reference copy of our Amazon five-star rated book – The Smart Sales Method for B2B for B2B Technology Sales Teams.

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

Class Times/Duration: Lead Generation is scheduled for October 19th, 2017. The class begins at 8:15 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 6 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.

Enrollment Procedurelead generation

CLASS FOUR Presenting & Closing for Increasing Win Probability While Reducing Sales Cycle Time

Description: Presenting and Closing teaches sales teams how to close more sales We teach your sales team how to turn away from “quote and hope” and instead, “propose and close.” This sales presentation course shows salespeople how to develop business-driven proposals that demonstrate how your offerings are the right fit to your clients’ business needs. It also teaches how to facilitate a bidirectional sales presentation with all decision makers, and ultimately how to use 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 more sale.

Who Should Attend: All sales team members participating in presentation and closing activities including CEOs, sales leaders, inside sales, sales engineers, 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 B2B Technology Sales Teams.

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

Class Times/Duration: Presenting & Closing is usally given on the third Thursday of each month, but check the class schedule to confirm. The class begins at 8:15 am and concludes with graduation and certification by 4:30 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 6 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.

Enrollment Procedureclosing sales
I plan to implement what I learned here today. Definitely.
I really enjoyed it. I think it’s one of the best conferences I’ve been to… I would definitely recommend people to come…
It was great. Joe does a really nice job presenting very topical information in terms of what we need to be thinking about in order to grow our businesses.
Everyone needs to be in sales… It would be amazing to bring your whole team.
The Smart Sales Method? I’ve tried it, I’ve used it, I’ve liked it, I’ve been successful with it. It’s smart. It works.

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