OPTION A. For Business Owners and Sales leaders:
Course of 5 x 1 Hour webinars covering each SPEAR pillar and sub-pillar, to help you set up and manage a modern sales function. Matures your sales function to close any gaps uncovered by the Sales Moderniser Assessment Report HERE
Strategy: Setting the sales direction and sharpening market focus. Introduces the Master G.R.I.P. Map™, a simple but powerful strategic framework that validates your business Goals, Resource requirements, Ideal Client Profile and Value Propositions.
Plan: Turns your strategy into an operational system. Uses the S.P.R.I.N.G. Management System™ to develop the six components required to create a scalable sales engine - Structure, Process, Recruitment, Incentives, Nurture and Governance.
Engage: Summarises the steps and skills needed to connect, qualify, advance and win deals consistently. Through the P.L.A.N.N.E.D. Pursuit Playbook™, sales leaders will receive guidance and templates to help them coach their teams to deliver sales success.
Assist: The enablement engine of a sales organisation. Uncovers the Transformational T.A.C.T. Toolkit™ which provides sales leaders with the tools, skills and collateral that a modern sales team needs.
Refine: Provides the framework for continuous improvement. The Fine-Tuning Feedback L.O.O.P.™ provides the frameworks to orchestrate, improve and optimise your whole revenue function.
Course Fee: £1000 for 5 modules
Option B: For salespeople/deal leaders wanting help on a specific opportunity:
A facilitated deal workshop, using enterprise-grade structuring and planning tools, to advise you in the strategy and tactics needed to win a key opportunity you are pursuing.
Output is a clear “win-plan” - with actionable steps, compelling proposition, stakeholder mapping, negotiation position and an outline Mutual Action Plan to close.
Workshop fee: c.£500
Option C. For salespeople wanting to improve lead generation, maximise average order values, increase win rates and reduce sales cycle time. The skills taught will close any gaps identified in the Sales Skills Scorecard HERE :
Module 1: PREPARE - Foundation module for high-impact engagement. Sellers learn how to focus their time on the right customers, with a clear understanding of who they should sell to, why those customers should care and what types of opportunities are worth pursuing.
Module 2: LEAD GENERATION – Creating pipeline and opening conversations with clarity and value. Generate pipeline that is relevant and actionable, moving beyond activity-based outreach to insight-led engagement that creates genuine connection with prospects.
Module 3: ASSESS & QUALIFY - Identify real, best-fit opportunities. Topics include qualification frameworks (BANT and MEDDPICC), Discovery Mastery (SPIN & Sandler) and identifying functional, operational and business impact.
Module 4: NURTURE - Progressing deals across a multi-threaded buying group. Topics include Stakeholder Management, Value Communication, Cost of Inaction and handling objections and resistance to change.
Module 5: NEGOTIATE & EXECUTE - Close with integrity and increase win rates. Includes value-based negotiation, modern closing techniques, business case & commercial justification and de-risking and accelerating decisions.
Module 6: DELIVER & DEVELOP - expanding and strengthening customer value. Topics include lessons learned, benefits proof-point creation and creating expansion opportunities.
Course fee: £1500.00 per person for 6 modules
