Winning Complex Sales (WCS)™ workshops are designed to help account teams analyse and improve their sales process in current opportunities. Working in small teams, participants create an Opportunity Roadmap outlining a concise strategy and action plan that guides the team to success. The practical, easy-to-implement methodology and supporting tools help participants to quickly incorporate the concepts into daily business, resulting in short and long-term improvements in sales performance.

Managing Strategic Accounts (MSA)™ is a program designed to help account teams create a comprehensive account development plan. The underlying principle of the program is that an organisation must consistently add value to the customer’s business to become a strategic partner.
The participants gain a deeper insight into their customer’s business and analyse the strengths and weaknesses of their current relationships. Based on this analysis, they develop a 1 to 2 year strategy for developing the account.

Coaching the Sales Process (CSP)™ focuses on the manager’s role in implementing sales process improvements. It provides managers the tools to improve performance and develop individual and team skills.
Participants learn how effective coaching helps achieve faster implementation, sustained impact on results, and maximum return on training investments. Hands-on exercises focus on conducting effective opportunity and pipeline reviews, performing win/loss analyses, and setting targets for individual development.

Initiating New Business (INB)™ workshops are designed to help account teams improve their acquisition strategy. Participants learn how to identify potential needs in target accounts, approach the right people, and start the sales process correctly. They improve the way they obtain and prepare first meetings, and use a consultative approach to in-crease sales effectiveness.
Working in small teams, participants critically analyse their current practices, and develop concrete plans to initiate new business.