Stop pitching features and start diagnosing pain. We get your teams out of their seats and into live combat scenarios to master value-based selling, objection handling, and executive readouts.
Solutions must solve something. If there is nothing the client wants to solve, there is no value to the proposed solution. We train teams to navigate the conversation through tactical pain and tactical gain.
You cannot present to a CEO the same way you present to an IT Director. We train your teams to read the room using the DISC behavioral framework and adapt their pitch on the fly.
Driven, Determined, Competitive, Results-driven.
Open, Friendly, Emotion based, People-focused.
Calming, Loyal, Status-Quo.
Detail, Practical, Task-oriented.
An objection is a reason or argument presented in opposition; something that is in the way of getting to YES. You need a technique to handle it well.
Demonstrate a complete willingness and fearlessness to address the concern. Empathy not agreement. You are slowing down for the yellow light.
Identify the true nature of the resistance and what the resolution would be. Understand what happens if you do or do not resolve the issue.
Work towards a mutual resolution to the genuine issues. Reframe perceptions, change the relative importance, or examine and improve logic.
We don't do passive learning. We execute live "Day-in-the-Life" presales scenarios requiring real-time discovery, sizing, and executive board-level presentations.
Live conference call with 3 customer personas. Must take place at least one day before the onsite presentation. Uncover the "Why Buy Anything?" and "Why Buy Now?".
Take what was learned in discovery, and apply that in a live presentation and demonstration. Cold turkey — stand up and deliver it!
30 minute executive interview followed by final discussions. Whiteboard the architecture and defend the business value.
"This is less about how to do it, and more about why to do it! - from a business and value perspective."
Before stepping into the room, teams are trained to leverage 18 places to research, including:
The 9 essential components we instill in your Go-To-Market teams to ensure their presentations capture attention, establish credibility, and make the pitch memorable.
Make it memorable, impactful and personal. Then write it down and PRACTICE.
Bring your message to life! Make it tangible, tactile, and immediately relevant to the audience.
Engage your audience, stimulate the brain, and grab their attention through strategic phrasing.
Make your content stand out and easy to digest! A quick and fun way to relay core differentiators.
Utilize captivating, high-resolution imagery to set the emotional tone of the room.
Tell your customer's journey using video and showcase your solutions and the art of the possible.
Create non-linear, 3D presentations using modern, next-generation presentation software.
Interact with your audience! Visuals and videos are recalled 6X more than words. Keep it simple and have fun.
Don't forget about our final customer touchpoint! Leave your messaging and customer journey using a memorable leave-behind.
Stop the bleeding in your pipeline. Train your team to navigate objections, align with executives, and deliver undeniable value.
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