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Books & Tools

Top sales professionals and sales managers aren’t born as such. It takes the right training, practice, and coaching to become a high performer. Our training programs provide all the information, tools, and support to master the necessary skills. Based on decades of experience with hundreds of sales teams, these resources provide invaluable knowledge.

Sales Assesment Resources

Objective Sales Analysis™ Debriefs

Scientifically-validated assessment methodology provides deep insights into your sales organization, people, and strategies. Great for pre-hire assessment as well as learning how to grow yourself or someone you manage.

Salesperson Comprehensive Debrief

Weeks of content: 2
1:1 Consultations included: 1

The most comprehensive science-based and research-backed analysis of a salesperson’s behaviors, motivation, sales beliefs, talents, skills, and sales competencies available. This analysis starts with 5 online assessments that should take the salesperson about 90 minutes to complete. Outputs include over 100 pages of detailed insights that tell the story how and where a salesperson excels and/or could benefit from coaching.

  • How well does the salesperson hunt, qualify, build trust, present and close?
  • What beliefs and personal tendencies are most inhibiting success?
  • What strengths do they have that are most compatible with your sales environment?
  • How will they respond to your compensation, management and coaching strategies?
  • What blind-spots do they have that are affecting their sales effectiveness?
  • Can and will they sell?

Through a guided debrief of all the most important findings, Michael will provide clear insights on the fit and potential of a salesperson. His analysis, informed by the assessments, will be customized to your market, your company, and your current needs. Managers across the continent have learned to never hire or manage any salespeople without this enhanced vision.

Sales Manager Comprehensive Debrief

Weeks of content: 2
1:1 Consultations included: 1

The most comprehensive science-based and research-backed analysis of a sales manager’s systems, motivation, managerial beliefs, talents, skills, and leadership style available. This analysis starts with 5 online assessments that should take the sales manager about 90 minutes to complete. Outputs include over 100 pages of detailed insights that tell the story how and where a sales manager excels and/or could benefit from development.

  • How well does the sales manager coach, train, mentor, hire and hold salespeople accountable?
  • What beliefs and personal tendencies are most inhibiting success?
  • What strengths do they have that are most compatible with your sales environment?
  • How will they spend their time?
  • What blind-spots with their team and forecast will you experience?
  • Will they be able to produce predictable results?

Through a guided debrief of all the most important findings, Michael will provide clear insights on the fit and potential of a sales manager. His analysis, informed by the assessments, will be customized to your market, your company, and your current needs. Managers across the continent have learned to never hire or develop any sales managers without this enhanced vision.

Anaysis include: 

  • Sales Execution
  • Behavior / Communitcation Style
  • Motivation / Values
  • Personal Skill Competency

Price: $995

Anaysis include: 

  • Sales Management Execution
  • Leadership Capabilities
  • Behavior / Communitcation Style
  • Motivation / Values
  • Personal Skill Competency

Price: $995

Salesperson Comprehensive Debrief

Weeks of content: 2
1:1 Consultations included: 1

The most comprehensive science-based and research-backed analysis of a salesperson’s behaviors, motivation, sales beliefs, talents, skills, and sales competencies available. This analysis starts with 5 online assessments that should take the salesperson about 90 minutes to complete. Outputs include over 100 pages of detailed insights that tell the story how and where a salesperson excels and/or could benefit from coaching.

  • How well does the salesperson hunt, qualify, build trust, present and close?
  • What beliefs and personal tendencies are most inhibiting success?
  • What strengths do they have that are most compatible with your sales environment?
  • How will they respond to your compensation, management and coaching strategies?
  • What blind-spots do they have that are affecting their sales effectiveness?
  • Can and will they sell?

Through a guided debrief of all the most important findings, Michael will provide clear insights on the fit and potential of a salesperson. His analysis, informed by the assessments, will be customized to your market, your company, and your current needs. Managers across the continent have learned to never hire or manage any salespeople without this enhanced vision.

Anaysis include: 

  • Sales Execution
  • Behavior / Communitcation Style
  • Motivation / Values
  • Personal Skill Competency

Price: $995

Sales Manager Comprehensive Debrief

Weeks of content: 2
1:1 Consultations included: 1

The most comprehensive science-based and research-backed analysis of a sales manager’s systems, motivation, managerial beliefs, talents, skills, and leadership style available. This analysis starts with 5 online assessments that should take the sales manager about 90 minutes to complete. Outputs include over 100 pages of detailed insights that tell the story how and where a sales manager excels and/or could benefit from development.

  • How well does the sales manager coach, train, mentor, hire and hold salespeople accountable?
  • What beliefs and personal tendencies are most inhibiting success?
  • What strengths do they have that are most compatible with your sales environment?
  • How will they spend their time?
  • What blind-spots with their team and forecast will you experience?
  • Will they be able to produce predictable results?

Through a guided debrief of all the most important findings, Michael will provide clear insights on the fit and potential of a sales manager. His analysis, informed by the assessments, will be customized to your market, your company, and your current needs. Managers across the continent have learned to never hire or develop any sales managers without this enhanced vision.

Anaysis include: 

  • Sales Management Execution
  • Leadership Capabilities
  • Behavior / Communitcation Style
  • Motivation / Values
  • Personal Skill Competency

Price: $995

For a more in-depth review of OSA™ outputs,

DIY Sales Training Systems

Online Classes and 1:1 Consultations

Client Builder™ Classes

Sales training system with everything needed to help salespeople learn and adopt the ideal mindset and best practices for sales success. Augmented throughout with video learning from many past and present sales thought leaders.

Client Builder™ Core Selling System

Weeks of content: 8
1:1 Consultations included: 3

Modules include: 

  • Advance Agreements
  • Diagnosis
  • Investment
  • Decision Process
  • Closing the Deal
  • Confirmation & Keeping Customers

Absorb sales best practices organized around an easy-to-use selling system. This is no gimmicky sales tactics training. We focus on the strategic process of selling, providing world-class sales techniques and tools for each step along the way. This is the heart and soul of true value-based selling.

 Price: $1995

Client Builder™ Core Selling System

Weeks of content: 8
1:1 Consultations included: 3

Absorb sales best practices organized around an easy-to-use selling system. This is no gimmicky sales tactics training. We focus on the strategic process of selling, providing world-class sales techniques and tools for each step along the way. This is the heart and soul of true value-based selling.

Modules include: 

  • Advance Agreements
  • Diagnosis
  • Investment
  • Decision Process
  • Closing the Deal
  • Confirmation & Keeping Customers

 Price: $1995

Client Builder™ Proactive Prospecting

Weeks of content:  6
1:1 Consultations included: 2

Modules include: 

  • Preparation
  • Proactive Prospecting
  • Preparing to Prospect
  • Creating a Referral Generation Machine
  • Stress-Less Prospecting
  • Cold Calling Made Easier

To truly own your world in sales, you must be a master of attracting and engaging new business. In this course, you’ll discover how to take the “cold” out of cold-calling, leverage social media without becoming a pest, and develop confidence and class for maximum success in prospecting.

 Price: $1495

Client Builder™ Proactive Prospecting

Weeks of content:  6
1:1 Consultations included: 2

To truly own your world in sales, you must be a master of attracting and engaging new business. In this course, you’ll discover how to take the “cold” out of cold-calling, leverage social media without becoming a pest, and develop confidence and class for maximum success in prospecting.

Modules include: 

  • Preparation
  • Proactive Prospecting
  • Preparing to Prospect
  • Creating a Referral Generation Machine
  • Stress-Less Prospecting
  • Cold Calling Made Easier

 Price: $1495

Client Builder™ Advanced Selling Science

Weeks of content: 6
1:1 Consultations included: 2

Modules include: 

  • Building Rapport & Trust
  • Advanced Listening & Questioning Techniques
  • How and Why People Buy
  • Overcoming Resistance

Everyone knows when they meet a truly epic salesperson. There is a certain smoothness and strength that is obvious. Their secrets, built on years of studying how people think and communicate, are shared in this course designed only for the best salespeople that want to reach even higher.

 Price: $1495

Client Builder™ Advanced Selling Science

Weeks of content: 6
1:1 Consultations included: 2

Everyone knows when they meet a truly epic salesperson. There is a certain smoothness and strength that is obvious. Their secrets, built on years of studying how people think and communicate, are shared in this course designed only for the best salespeople that want to reach even higher.

Modules include: 

  • Building Rapport & Trust
  • Advanced Listening & Questioning Techniques
  • How and Why People Buy
  • Overcoming Resistance

 Price: $1495

Client Builder™ Sales Mindset

Weeks of content: 8
1:1 Consultations included: 3

Modules include: 

  • Goal Setting
  • Maintaining Confidence
  • Supportive Beliefs/Habits
  • Social Boldness

They say that success is all in our head. There is no place that statement rings truer than in Sales. Selling appears to be quick thinking while in the moment. Yet, amazingly our mindset and social/ psychological predispositions affect us greatly. This course thoroughly examines these affects and provides strategies and exercises to drive stronger, consistent results.

 Price: $1495

Client Builder™ Sales Mindset

Weeks of content: 8
1:1 Consultations included: 3

They say that success is all in our head. There is no place that statement rings truer than in Sales. Selling appears to be quick thinking while in the moment. Yet, amazingly our mindset and social/ psychological predispositions affect us greatly. This course thoroughly examines these affects and provides strategies and exercises to drive stronger, consistent results.

Modules include: 

  • Goal Setting
  • Maintaining Confidence
  • Supportive Beliefs/Habits
  • Social Boldness

 Price: $1495

Interested in customizing ClientBuilder classes for your team?

Intentional Sales Management™ Classes

Proprietary, gold-standard sales management methodology offering a complete, turnkey framework for generating strong, predictable sales results by putting managers in the driver’s seat of their organization.

Intentional Sales Management™ Core

Weeks of content: 6
1:1 Consultations included: 2

Modules include: 

  • Coaching and Training
  • Mentoring
  • Motivation
  • Accountability Partnership
  • Team Sculpting (Hiring)
  • Meetings Overview
  • And More

Packed with proven techniques, tips, and tricks, this course reveals the core functions of effectively managing salespeople. The resulting improvements in team performance will surprise even the most senior and experienced sales manager.
Note: Some portions of this course are included in other listed courses.

 Price: $1995

Intentional Sales Management™ Core

Weeks of content: 6
1:1 Consultations included: 2

Packed with proven techniques, tips, and tricks, this course reveals the core functions of effectively managing salespeople. The resulting improvements in team performance will surprise even the most senior and experienced sales manager.
Note: Some portions of this course are included in other listed courses.

Modules include: 

  • Coaching and Training
  • Mentoring
  • Motivation
  • Accountability Partnership
  • Team Sculpting (Hiring)
  • Meetings Overview
  • And More

 Price: $1995

Intentional Sales Management™ Meetings

Weeks of content: 8
1:1 Consultations included: 3

Modules include: 

  • Meetings Overview
  • Sales Focused Blueprint
  • Pre-Call Plan
  • Post-Call Debrief
  • Sales Team Meeting
  • 1-1 Mentoring
  • And more

Internal meetings have gotten the reputation of being a waste of time. However, if properly planned and executed, they are an invaluable part of managing a sales team. This course provides the complete process and agendas for the essential eight meetings you should conduct along with a recommended schedule for execution. Managers love how such a simple system can be so comprehensive. Note: Some portions of this course are included in other listed courses.

 Price: $1995

Intentional Sales Management™ Meetings

Weeks of content: 8
1:1 Consultations included: 3

Internal meetings have gotten the reputation of being a waste of time. However, if properly planned and executed, they are an invaluable part of managing a sales team. This course provides the complete process and agendas for the essential eight meetings you should conduct along with a recommended schedule for execution. Managers love how such a simple system can be so comprehensive. Note: Some portions of this course are included in other listed courses.

Modules include: 

  • Meetings Overview
  • Sales Focused Blueprint
  • Pre-Call Plan
  • Post-Call Debrief
  • Sales Team Meeting
  • 1-1 Mentoring
  • And more

 Price: $1995

Intentional Sales Management™ Team Support

Weeks of content: 10
1:1 Consultations included: 4

Modules include: 

  • Pre-Call Plan
  • Out In The Field
  • Onboarding & Delegation
  • Uncovering Beliefs
  • Gamification
  • Compensation
  • And More

Sales is a difficult job, and salespeople constantly run into obstacles. A great sales manager serves as an expert coach and mentor to help their team overcome challenges. This course provides a complete system replete with tools and agendas to help sales manager shift from just deal-quarterbacking to providing each team member what they need to be their best every day. Your salespeople deserve for you to take this course.

 Price: $2495

Intentional Sales Management™ Team Support

Weeks of content: 10
1:1 Consultations included: 4

Sales is a difficult job, and salespeople constantly run into obstacles. A great sales manager serves as an expert coach and mentor to help their team overcome challenges. This course provides a complete system replete with tools and agendas to help sales manager shift from just deal-quarterbacking to providing each team member what they need to be their best every day. Your salespeople deserve for you to take this course.

Modules include: 

  • Pre-Call Plan
  • Out In The Field
  • Onboarding & Delegation
  • Uncovering Beliefs
  • Gamification
  • Compensation
  • And More

 Price: $2495

Intentional Sales Management™ Accountability

Weeks of content:  6
1:1 Consultations included: 2

Modules include: 

  • Accountability Partnerships
  • Sales Focused Blueprint
  • 1-1 Debrief
  • Activity Review
  • Funnel Review
  • Out In The Field
  • Compensation

Great salespeople tend to think they are mini-CEOs of their own company. Unfortunately, so do mediocre salespeople. However, being more planned, disciplined and accountable can drive better success in us all. This course helps managers walk the fine line of instilling accountability while not breaking the spirit of their salespeople and provides a turn-key system to move past excuses into healthy partnership.

 Price: $1495

Intentional Sales Management™ Accountability

Weeks of content:  6
1:1 Consultations included: 2

Great salespeople tend to think they are mini-CEOs of their own company. Unfortunately, so do mediocre salespeople. However, being more planned, disciplined and accountable can drive better success in us all. This course helps managers walk the fine line of instilling accountability while not breaking the spirit of their salespeople and provides a turn-key system to move past excuses into healthy partnership.

Modules include: 

  • Accountability Partnerships
  • Sales Focused Blueprint
  • 1-1 Debrief
  • Activity Review
  • Funnel Review
  • Out In The Field
  • Compensation

 Price: $1495

Interested in customizing ISM™ classes for your team?

Read Michael’s lastest posts on the Sales Compendium Blog

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