TRAINING

Train your reps on the fundamental skills for success in each role.

We specialize in training your sales reps, CSMs, and sales managers in remote selling. We have curriculums and courses for every customer-facing GTM motion.

Remote Selling

Courses

For Remote Selling

Transform Your Team for Remote Selling and Customer Success: This online workshop provides your executive team with a specific roadmap and instructions for how to smoothly and quickly transform your team from enterprise field sales to a remote selling model.

Get more info on this executive workshop here.

Core Skills for Successful Remote Selling: Reps need a specific set of skills for effective Remote Selling, including new ways of facilitating stakeholder conversations, conducting customer impact reviews, running demos, and more.

View Course Curriculum

– Review challenges with the current GTM framework for remote selling
– Insights and best practices of online Sales and Success
– Specific applications to Account Based Marketing, Sales, and Customer Success
– How to create an action plan to kickstart your company’s transformation to remote sales

View Course Curriculum

  • Setup of your remote work environment
  • Leveraging online tools
  • How to conduct a perfect remote discovery meeting
  • How to develop relationships online
  • How to run an online demo 
  • How to perform an online stakeholder meeting
  • How to build a proposal in an online world
  • How to run effective remote team meetings

Pricing and a complete course description can be found here.

For SDRs

Prospecting for SDRs: SDRs learn the key skills needed for success in prospecting, like writing customer-centric emails and running the perfect discovery call

Targeting for ADRs: The fundamentals and key skills needed for account development.

View Course Curriculum

  • The SaaS Sales Methodology
  • Creating Customer-Centric Voicemails and Emails
  • Blueprint for an Effective Unscheduled Call
  • Blueprint of a Perfect Qualification Call
  • Prescribe Through Storytelling
  • Overcome Objections & Rejections

View Course Curriculum

  • Understanding Account-Based Prospecting
  • Sales & Marketing Alignment
  • Identify Stakeholders & Account Planning
  • Account-Based Scoring/Prioritize Accounts
  • How to Do Effective Account Research
  • Advanced Question-Based Selling
  • Orchestrating Internal Resources for ABM
  • Develop Expansion Opportunities

For Account Executives

1-2 Stage Selling: For inside sales reps
Field and Named Account Sales: for Field Sales professionals

View Course Curriculum

  • The SaaS Sales Methodology
  • Effective Communication
  • Discovery Call
  • Question-Based Selling
  • Driving Impact & Urgency
  • Storytelling
  • How to Prescribe with a Demo
  • Trade vs. Negotiate

View Course Curriculum

  • Strategic Selling Method
  • Develop the Right Accounts
  • Choreograph a Plan
  • Opportunity Management
  • Organizational Selling
  • Determine the Decision Criteria
  • Run a Stakeholder Meeting
  • The PoC Process

For CSMs and Account Managers

Customer Success: For Customer Success Managers & Account Managers
Account Management: For Customer Success Managers and Account Managers

View Course Curriculum

  • The SaaS Sales Methodology
  • The Science of Effective Communication
  • Interactions: Meetings, Email, Phone Call, Video
  • SPICED Handoffs
  • Impact Orchestration
  • Storytelling
  • Impact Reviews
  • Time Management: The math of productivity and where to focus
  • Difficult Conversations
  • Trade

View Course Curriculum

  • The SaaS Sales Methodology
  • The Science of Effective Communication
  • SPICED Handoff
  • Blueprint of a Perfect Discovery Call 
  • How to Diagnose with Question-Based Selling
  • Uncovering More Impact & Critical Events 
  • Impact Orchestration
  • Prescribe through Storytelling 
  • Impact Reviews
  • How to Prescribe with a Demo 
  • Customer Centric Sequences
  • Difficult Conversations 
  • Organizational Selling and Proposals 
  • Trade for Expansion Sales

For Sales Managers and CS Managers

Manager to Coach for Sales & CS Managers: Managers learn how drive sustainable growth by coaching reps rather than managing metrics; for Front Line Managers

View Course Curriculum

  • From Manager to Coach: Pillars of a Coaching culture
  • How to Execute Role plays for Skill Building
  • Structuring a Coaching Cadence
  • Performing Weekly Call Reviews
  • How to Structure 1:1s (REKS)
  • Questions Great Coaches Ask
  • How to Handle Candid Conversations
  • How to Run Meetings for Skill Development

Course format options

Remote Custom Courses

Train your team with courses taught by our expert trainers via Zoom video conference

Open Courses for the Public

Join one of our Open Courses that are offered to the public each month

In-Person Custom Courses

We have experts located around the world to deliver trainings in-person

Core Skills for Successful Remote Selling: Reps need a specific set of skills for effective Remote Selling, including new ways of facilitating stakeholder conversations, customer impact reviews, running demos, and more.

View Course Curriculum

Curriculum:

  • The SaaS Sales Methodology
  • Creating Customer-Centric Voicemails and Emails
  • Blueprint for an Effective Unscheduled Call
  • Blueprint of a Perfect Qualification Call
  • Prescribe Through Storytelling
  • Overcome Objections & Rejections
Prospecting for SDRs: SDRs learn the key skills needed for success in prospecting, like writing customer-centric emails and running the perfect discovery call

View Course Curriculum

Curriculum:

  • The SaaS Sales Methodology
  • Creating Customer-Centric Voicemails and Emails
  • Blueprint for an Effective Unscheduled Call
  • Blueprint of a Perfect Qualification Call
  • Prescribe Through Storytelling
  • Overcome Objections & Rejections
Executive Workshop: Transform Your Team for Remote Selling & Success: This online workshop provides your executive team with a roadmap for smoothly and quickly transitioning your team from enterprise field sales to remote sales.

View Course Curriculum

Curriculum:

  • The SaaS Sales Methodology
  • Creating Customer-Centric Voicemails and Emails
  • Blueprint for an Effective Unscheduled Call
  • Blueprint of a Perfect Qualification Call
  • Prescribe Through Storytelling
  • Overcome Objections & Rejections
The SaaS Sales Method for AEs: AEs learn how to have more effective conversations, use best practices in discovery and demo, and orchestrate late-stage conversations to close.

 

View Course Curriculum

Curriculum:

  • The SaaS Sales Methodology
  • Creating Customer-Centric Voicemails and Emails
  • Blueprint for an Effective Unscheduled Call
  • Blueprint of a Perfect Qualification Call
  • Prescribe Through Storytelling
  • Overcome Objections & Rejections
Manager to Coach for Sales & CS Managers: Managers learn how drive sustainable growth by coaching reps rather than managing metrics

View Course Curriculum

Curriculum:

  • The SaaS Sales Methodology
  • Creating Customer-Centric Voicemails and Emails
  • Blueprint for an Effective Unscheduled Call
  • Blueprint of a Perfect Qualification Call
  • Prescribe Through Storytelling
  • Overcome Objections & Rejections

Regions & Languages

  • All training sessions can be delivered across North America, Europe, AsiaPac, and Latin America
  • We can train your team in six different languages: English, Spanish, Portuguese, Mandarin, French and Flemish/Dutch

Format

  • Courses are delivered via Zoom video conference
  • Courses typically run over four weeks, with one two-hour live session via Zoom each week
  • Includes exclusive access to blueprints, videos, and exercises via our learning management platform

Certification

Industry-recognized certification provided to all students after a certification exam
WbD Certificate Mastership in Sales Org Design

Key Principles

Front Line Managers are key to success when training go-to-market teams. We enable and empower them at every step.

Active Role Play: Role play helps participants develop confidence and identifies areas that need attention and energy.

We believe that training is most effective with the
70:20:10 learning model:
70% on-the-job experience, simulated through role plays
20% learning from peers, via two-way coaching and mentoring
10% classroom-style training, courses, and reading

Continuous Learning: We train over several weeks using an interactive learning format— teaching one or two key components per week, with call reviews and reinforcement throughout the week.

1.

Front Line Managers  are key to success when training go-to-market teams. We enable and empower them at every step.

2.

Active Role Play:  Role play helps participants develop confidence and identifies areas that need attention and energy.

3.

We believe that training is most effective with the 70:20:10 learning model:
70% on-the-job experience, simulated through role plays
20% learning from peers, via two-way coaching & mentoring
10% classroom-style training, courses, and reading

4.

Continuous Learning: We train over several weeks using an interactive learning format— teaching one or two key components per week, with call reviews and reinforcement during the week.