Learn About a Wide Range of Sales Training Topics

Give your entire sales teams access to the industry’s most highly rated training and coaching programs that cover a vast range of sales training topics geared to drive recurring revenue.

Processes for all revenue teams

Achieve sustainable growth, with consistent process design and training applied across the entire Revenue team

Live, interactive training led by experts

Give your reps the fundamental skills needed for their roles – whether AE, SDR, CSM, or Manager

Trusted by 600+ SaaS companies

We help recurring revenue teams achieve sustainable growth. Our scientific models and frameworks are used by high-growth Scale-Ups, startups, and Fortune 500 companies

Our Process

In a modern recurring revenue business, it is impossible to scale without treating growth as a science. We apply proven frameworks and expose the math that underpins each step of the customer journey.

Diagnose

Uncover gaps and opportunities to optimize recurring revenue growth

Design

Apply a universal methodology and process across your entire customer journey

Activate

Activate through defined processes and playbooks, implemented directly into your workflow

Train

Arm your reps with the core skills for success, with a common language to unify as one GTM team

Coach

Provide your team with ongoing development to make change stick, gauge progress, and reach your goals

In their words

We’re proud of the company we keep. More than 600 clients around the world and counting.

Kim Ventura-Perkins 1st
Senior Manager, Sales Enablement | DocuSign
1d Edited

How do you get a 2.5k+ field organization of sellers to speak the same language?

You partner with one of the best in the business, Winning by Design, to deploy a singular sales methodology to better equip our teams.

Over the last 3 months, a small group of Sales Enablement leaders had the opportunity to learn a SaaS-focused sales methodology and how to deploy globally.

I am confident that through this methodology, we will be able to level up as a sales organization and better drive #IMPACT with our clients.

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Niko Thielsch 1st
VP Sales & CS | Alasco
1d Edited

A few weeks ago we joined forces with Winning by Design. We started a 360 approach to level up everything from sales org, to processes, tool stack and of course our GTM market approach. (why? well spoiler #BANT, #MEDDIC all nice but not state of the art because they are #seller-centric and not #customer-centric. They all have their importance but falling short covering the entire funnel from prospecting, closing/winning to onboarding and LTV -> that is why we adopt the #SPICED framework).

For me as a Rep (long time ago) and as Revenue Leader, the SPICED framework was and is a game changer. The impact on GTM, the operational level, the business model and the underlying data required makes it unbeatable for me.

In the following week, all our Reps will go through the best in class sales and customer success training covering the entire sales funnel, skills, mindset and coaching frameworks.
This is a massive investment into our company’s future and primarily in our current talent to develop sales & customer success ⭐️ superstars ⭐️

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Richard McGuinness 1st
VP of Sales EMEA | ClickUp
1d Edited

I recently completed the ‘Mastership in Revenue Architecture’ course and can’t begin to tell you how useful it has been. As a revenue professional, understanding the baseline models of the revenue machine is crucial for success, and too often we spend our time downloading the ‘software’ of sales success without really getting to understand the ‘operating system’ that everything runs on. This is where the Revenue Architecture model kicks in.

This isn’t a course on ‘how to sell’ or ‘where to find your ICP’ – this is a course that covers the fundamentals of GTM model design and execution, and I cannot recommend it highly enough. If you have chosen to build a career as a revenue professional, you should consider this course an update to your core OS.

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David Collett 1st
EMEA Referral Partner Manager | Catapult
1d Edited

The most advanced and complete SaaS sales / GTM framework (and training) I’ve ever come across. PERIOD!

I’ve consumed all the most famous sales methods you can think of. But it always felt like the picture was incomplete and something was missing. That was until I discovered WbD and their unique YouTube videos. It literally blew me away and change my view on SaaS sales methodology. Forget about tricks to “close the deal” and wing it like the pro…If like me you’ve been longing for a sales training framework that breathe data, can reconcile all other methods you’ve learned about, put processes and models first, then your search is over.

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Ethan Gustav 1st
VP of Revenue, North America and Global Accounts | Infobip
1d Edited

To be clear, the team at WbD that we partnered with were incredible. So skilled, professional, collaborative, empathetic, and appropriately flexible and prescriptive to our acute needs.

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Rachel Phipps 1st
Director of Customer Success, EMEA | SmartRecruiters
1d Edited

Rather than simply sign off, I want to say I’m DELIGHTED with the output we have now…Overall, I’m blown away by the work that has gone into this. This significantly supports us to raise the bar and deliver a notably higher standard of CS. This WILL become what we live and breathe within CS, and I know the team will embrace the content, structure and guidance it provides.

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Rich Taylor 1st
VP of Operations and Chief of Staff | Qualio
1d Edited

The expert team from Winning by Design dove deep into our go-to-market teams, processes and data to uncover some critical growth levers for our business. Not only are these insights and action plans essential for our next stage of growth, but they are also helping to get everyone on the same page! Would I recommend Winning by Design to fellow B2B SaaS Growth Leaders – absolutely!

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Kevin Lord 1st
Head of Practice Sales | FreeAgent
4d Edited

Using SPICED is a firm favourite of mine!

The Winning by Design methodology is what we have implemented successfully at FreeAgent the past 3 or 4 years.

Simple sales framework to help with your conversations keeps you consistent and, more importantly, in control of what is being said!

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Laurelle Roseman 1st
Director of Global Sales & Channel | Vultr
1d Edited

I loved the online learning component to all the lessons, you are learning with other individuals, and it was only a small commitment of 2 hours a week. Our coach, Antoine, was also phenomenal. He did a great job keeping the momentum moving forward, keeping us engaged, and made an effort to keep the lesson exciting and beneficial to our everyday work structure.

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Megan Wagstaff 1st
Sales Development Manager | The Arbinger Institute
1d Edited

After our first class of Prospecting with Intent with Winning by Design I’m excited to rework emails in our sequences.

The “RRR” Framework has helped us realize we need to be better at providing value for our clients in our emails. I’m pumped to see what this will do for our SDR team! If you are an SDR leader or an SDR I recommend learning about “RRR”- Relevance, Reward, and Request.

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Hugo Roget 1st
Business Development Executive UK | Ryte
1d Edited

Thank you to Winning by Design for providing such a great course. Our Trainer Antoine Mandy is really next level!

I highly recommend any sales team to go through this training, it really brings up the level of professionalism we give our prospects during meetings and ultimately helps us deliver better value to our customers.

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Koen Stam 1st
Head of Benelux | Personio
1d Edited

Winning by Design is deep to my heart. Have had the pleasure implementing WBD sales fundamentals in 2017.

Can very very very much recommend Roelof Hengst, Dan Smith, Maria Abad Baides, and their free great content and blueprints on their website.

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Felix Beccar 1st
CFO | MURAL
1d Edited

The amazing team at Winning by Design has very powerful frameworks and examples, a lot of free content on Youtube too

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Mike Buccialia 1st
Fractional Sales Leader
1d Edited

Like most things these days, a lot of that has become data-driven, and in my opinion Jacco van der Kooij and the team at Winning by Design have a lock on what metrics you need to inform your strategy and drive growth.

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How to Succeed in Sales

What are the top traits you need to be successful in sales? If you conduct an online search for the five qualities of a great salesperson, you’ll get a wide array of answers, ranging from great communication skills to the ability to empathize with how a customer is feeling. Some lists emphasize things like patience and perseverance, while others lean toward drive, determination, and the ability to “always be on.”

These are all admirable qualities, and most sales representatives will have all of them to one degree or another. But if you really want to know how to succeed in sales, there’s one quality that stands above all the others: the ability to guide your customers through a sales process that’s constantly changing.

In the digital age, customers don’t engage with sales reps in the same way. When they realize that they need to purchase an important piece of software to help them run their business, they don’t reach out to suppliers first. They begin with their own independent research. According to a report by Gartner, buyers spend 27% of their time with online research. They spend another 18% with offline research. Meeting with potential suppliers only occupies about 17% of their time. That doesn’t give sales reps much time to get their foot in the door.

Here’s the tough thing for many people in the industry to hear: About 43% of B2B buyers would prefer not to interact with a sales rep at all. That’s especially true for younger buyers. As more and more buyers are digital natives, they like having the ability to make purchases through online channels. And the amount they are willing to spend has gotten considerably higher. About 20% of B2B buyers are willing to make a purchase of $500,000 or more through an online channel.

But there’s one stat that should give sales reps hope: Those buyers who don’t go through a sales rep report experiencing 23% higher regret for their purchase compared to those who did. “B2B customers in an all-digital world are unwittingly pursuing buying behavior deeply contrary to confidence creation, as buying — or even deciding — in a digitally dominant context is uniquely well-designed to undermine customer confidence,” said Gartner Distinguished Vice President Brent Adamson. Put more simply, that means B2B buyers who make purchases online are less confident that they are making the right decision.

Here’s what successful sales reps understand about the marketplace today:

Nobody likes a hard sell. Most customers don’t want to feel rushed into making a purchase. They want transactions to happen at their own pace. Because at home they have become so comfortable with making purchases without dealing with a salesperson, they want the option of that same experience when they are at work.

Buyer’s remorse is rising. Just because they can make a major purchase online doesn’t mean they feel confident about it. When they are spending their company’s money, buyers want to feel secure that they are making the right decision. No amount of online research can accomplish that.

Customers want to be reassured. Although they might know they need a certain type of software, customers probably don’t know all the options that are available. Sales reps should strive to come across as trusted advisors by helping the customer find the best way to solve their problems.

So when we talk about the habits of successful sales professionals, perhaps the most important is being less of a salesperson and more of an advisor. Understand the situation a company finds itself in, figure out what their pain points are, and help them come to a conclusion about what the best solution might be. That way you don’t just make a sale, you’ve developed what is hopefully a long-term relationship.

Sales Tips and Tricks

Looking for the most successful sales techniques? According to research from McKinsey & Company, customers care most about the kind of service they receive. Although they think they make important decisions based on product and price, they actually are more focused on service and support. When making a major purchase, 31% of companies say that the most important differentiator is the customer experience. That’s a much higher result than product features (19%), price ($18), or reliability (17%).

When you search online for the “top five sales tips” or the “top seven sales techniques,” it’s no surprise that the results tend to focus on how to give the best possible customer service and support. To do this effectively, you and your team have to provide a seamless customer journey. That means there should be no friction when you’re passing a customer from marketing to sales or from sales to customer service. The best way to accomplish this isn’t by using sales tips and tricks — it’s by making sure your entire revenue team is speaking the same language and employing the same methodology. 

Winning by Design, the leader in accelerating and optimizing recurring revenue for B2B organizations, helps you use your sales superpowers by providing you with the right tools. Offered through our highly regarded Revenue Academy, our online sales courses are all built on the same methodology. That means that your entire revenue team —including Sales Development, Business Development, Sales, and Customer Success — speaks the same language. Participants can start off with classes that give them the basics of management, then work their way up to more advanced strategies for getting the most from their teams. And because your managers are trained in the same methodology, they can learn how to do more than just track their team’s progress. They can be coaches helping them reach their goals.

Sales Tips for Beginners

According to Harvard Business Review, more than half of all college graduates are going to work in sales at some point in their career. And yet almost none of them have training in sales. At the country’s more than 500 business schools, there are fewer than 300 courses that focus on the sales process. You can take plenty of courses in finance, marketing, and management, but chances are you won’t find more than a class or two that covers the basics of sales.

Most companies are well aware of this fact, so they provide as much training as they can during the onboarding process. But offering a few daily sales tips during an employee’s first few days isn’t a substitute for teaching them the fundamentals of the sales process. That’s why so many of the most successful companies are investing in sales training courses designed for beginners. 

Where do you find sales courses that go beyond the usual tips for success? At Winning by Design, our open courses are tiered for sales professionals of every level. Courses like Selling for Impact prepare new account executives with all the skills they need on day one. Once they have mastered these skills, they can move on to more advanced courses like Selling into Enterprise Accounts. There are similar tracks designed for your business development and customer success teams as well. No matter the class, we offer more than sales tips and inspirational quotes. These are skills that they can take back to the office and begin using on day one.

Instead of googling “sales tips and tricks for beginners,” consider turning to Winning by Design. All of our courses are backed by a proven track record going back more than a decade. More than 600 companies, including some of the biggest names in the business, train their revenue teams with Winning by Design’s innovative sales training techniques.

5 Keys To Sales Success

When it comes to the “5 keys to sales success” (or the “30 can’t-miss sales tips for success,” or the “100 top sales tips for beginners”), what works for one person might not work for the next. A sales strategy that helps one team exceed their goals might hold another team back. The real key to success in sales is to find what works for our team and keep doing it. The same goes for the daily routine of successful salespeople. If you’re reaching your goals, that’s great. If not, you’ve got to shake things up.

But like they say, it’s hard to fix the plane while you’re flying it. Sometimes you need help from an expert, which is where Winning by Design comes in. Our open courses ensure that your team members understand how to sell in today’s market. Private classes have curriculums tailored to your company’s individual needs, while coaching

sessions reinforce the strategies that your team has learned along the way. We also have best-in-class frameworks and detailed blueprints to keep all this information at your fingertips. And we back everything up with our industry-recognized certification. 

At a higher level, we offer a Revenue Architecture course geared toward the leaders of your revenue team. Your executives learn the principles of recurring revenue in B2B companies, including the recurring revenue model and how it impacts the sales cycle. They learn the key stages of growth and how to optimize your operations to take advantage of them. It’s one of our most popular offers, and is now available in English, German, and Spanish.

If we were to give you any sales tips for 2022, we would say you shouldn’t be afraid of taking the next step. Institute a playbook, put together a sales strategy, and detail the best practices that everyone can follow. That’s the way to really be successful in sales.

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