Bespoke Training & Workshops

Okay, this is one of my favorite engagements, and it's the bespoke training and workshops with all the tools, the tech, the automations out there.

Oftentimes the human, the sellers, at the end of the day get a little bit neglected and need some additional support.

And that's where I come in with the training and workshops.

So your reps, your reps likely have the tools.

They might even have a playbook that they're following, but they're not executing it with confidence.

And these workshops can really help close that gap between knowing what to do and actually doing it well on live calls and in real conversations.

So this is for you.

If you have STRs already, but performance is wildly uneven.

reps hesitate on cold calls as that reluctance to make the cold calls and default to scripted pitches that fall flat.

Maybe they're struggling with.

Objection.

Handling.

You're spending a lot of time coaching and rewriting messages for them.

new hires take too long to ramp because onboarding is a deck and a shadow day, and that's all.

And then you've invested in the playbook or methodology previously, whether with me or somebody else, but, it hasn't yet changed the behavior.

So this isn't for you.

If you don't have an SDR team just yet.

you're looking for a generic sales methodology, training, Sandler Medpic, whatever it may be.

you want a one off motivational session, not a structured program.

your team has fewer than three reps.

So really to make the, investment worth the ROI for you, I typically recommend that you have three reps or more.

So how it works, it all starts with a diagnostic.

So actually the first week or so I'm coming in and looking at your current setup.

I'm speaking to your individual contributors.

If And I'll typically speak to your BDR manager, your SDR manager or head of business development, other people within the team, to find out where they believe some of the skill gaps would be.

I then present the gaps.

So I give you my opinion, and recommendations of where I think your team needs the most support.

And we have a conversation around that.

There might be some initiatives that you want me to focus on more, which is totally fine.

but I won't BS you if I feel like the cold calling is the number one issue.

I will Let you know because at the end of the day I want you and your sales reps to succeed.

I then deliver the workshops.

some clients want these a lot quicker.

They want two workshops a week.

I generally recommend to space them out at least once a week, sometimes every other week.

Two reasons being is when you share a lot of new information with reps, they really only they learn on the call or in the workshop.

but they need some time to put it into practice and then also to refine their skills and put that knowledge to play.

so every other week is usually a better cadence but again I can be flexible.

and then also reinforce there's coaching notes shared with the team, leads, follow up resources.

for one client I help them completely reevaluate and rebuild out their competitor battle cards because they were out of date and not quite working for them.

That was just one of the things that we helped improve.

So what can the workshops actually cover?

So I actually like to start with the sales fundamentals and also mindset.

Mindset of course you know, is important but sales fundamentals is often missed because what I see with sales development reps who are new to sales or maybe even new to the world of working, they don't fully understand what that buyer psychology are, what the, they understand what your sales process is, but they don't understand it from a buyer's point of view.

so that's one thing I tend to focus on as well.

It's not a full hour on just that, it's just part of one of the training workshops as well.

And then also focusing on the mindset, a couple of key techniques and things that they can do to build that resilience, build that confidence.

Then we have prospecting and research, multi channel prospecting.

one client wanted to focus on LinkedIn so we did a overall workshop on multichannel and then we did a deep dive on LinkedIn.

Cold calling, cold openers.

Objection.

Handling, discovering, qualification, leveraging AI as well.

That's usually something spotted in the diagnostics phase as well.

If you are using it, are you using it effectively?

If you're not using it, where could it be used in your team meeting, handoff and follow up and then custom deep dive.

So there's AH2 formats to this really.

All of it starts with the group workshops.

They are a minimum of three workshops for 7,500.

That is because I invest the time, building out the diagnostics, speaking with your team and really giving you a customer training program that your Reps need, this isn't a course that I've got that I just recycle people through.

every training session is completely bespoke to each of my clients.

That then sometimes transitions into one on one coaching for one client.

They asked me to work with three of their individual contributors.

Two of them were new, one's performance has started to slip after some one on one coaching with myself.

All three of them were able to exceed quota, and unlock cliff as well, which was great to see too.

So, one on one coaching very much on an ad hoc basis.

if you feel that your sales team would benefit from it and they would want to work with me, then we can talk about that too.

So before training reps, hesitate on calls and default to scripted pitches and prospects tune out.

Objection.

Handling is improvised and inconsistent across the team.

Managers spend time rewriting emails.

Performance depends on individual talent and new hires take months.

And after the training, I think the most important thing is the reps have the confidence.

They also feel that their future has been invested in as well, which is really important.

The whole team operates from the same standard, not individual guesswork.

And you start to see this operational rhythm to your sales team.

Managers coach from a shared framework.

Instead of firefighting, every rep performance becomes consistent and new reps ramp faster.

One thing I haven't said in this page is, do I do this in person?

The answer is yes.

if it's Portugal or London, then that's okay.

If you require me to fly elsewhere, then we'll need to speak about that, during my sales process with you.

So as I mentioned before, 100% of reps, exceeded targets for a company where I helped them with the full cycle reps and not just the BDRs.

We also talked about proposal, closing, negotiation.

They were able to increase MRR by 295% immediately after the training as well.

And so yeah, what happens after these?

Nothing if you don't want it to do.

I hope that your sales reps put everything in place.

One client, one of the clients has asked me to come back in, after three months to do a refresher and a few clients have had me come in on an ongoing basis and mostly support their BDR manager as they grew the sales team as well.

So if you're ready to sharpen your team and you want to invest in the human side of sales, feel free to click the link at the bottom of the page and book a call.

Looking forward to speaking to you.