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Our Approach

Our Process

The depth and comprehensive nature of our process and the sense of commitment and partnership we bring to our work enable us to facilitate the profound improvements in sales results that we routinely achieve with our clients.

 

Phase 1: Analysis and Prescription

We start by figuring out what is going on now under the surface in terms of strategy, organizational structure, and industry patterns. Through deep analysis of your organization and sales structures and process, we create a customized Sales Action Plan – the roadmap to results.

 

Phase 2: Outfitting the Team

This is about implementing the Sales Action Plan. We provide training for salespeople and managers, help develop sales tools, initiate any needed sales management upgrades, and train for optimal recruitment. By the end of Phase 2, all needed training and organizational change has been delivered.

 

Phase 3: Coaching to Results

This is the time to focus on mastery and execution – getting out of the classroom and into real sales situations where your team can apply the theory to your actual business. Initially, we work alongside your people, providing necessary support to secure important deals while coaching your team along the way. Then we hand over the reigns as competency develops and continued success is ensured.

The Top-Tier Systems that Underpin Our Work

Intentional Sales Management™ (ISM™)

Our proprietary, gold-standard sales management training system, ISM™ is replete with tried and true best practices and advanced tips and tricks gleaned from years of work with hundreds of sales managers in dozens of industries.

 

Many sales managers struggle to feel that they’re really at the helm of their team, driving sales in the right direction. Salespeople tend to be independently minded and resistant to oversight, systems and processes.

 

This is because sales is in many ways an art. We recognize this, and we have designed our training program to preserve this sense of artistry, while providing a systems-based framework of best practices that ensures optimal results, which is what everyone in sales wants.

 

With over 20 available modules, it provides a complete framework for managers to perform all essential functions, from establishing sales plans to account management as well as everything needed for effective leadership of a sales team.

 

It includes comprehensive training for hiring and screening, onboarding, and structuring and managing compensation. Other modules cover coaching, mentoring, and motivating your sales team, as well as elevating accountability.

 

Additionally, ISM™ provides tactical agendas and tools for numerous meeting scenarios, assuring that managers know exactly how to make the best use of their own and their salespeople’s time. Simply put, ISM™ offers a complete, turnkey sales management system that brings order to the chaos of sales, paving the way for strong, predictable results.

Intentional Sales Management™ (ISM™)

Our proprietary, gold-standard sales management training system, ISM™ is replete with tried and true best practices and advanced tips and tricks gleaned from years of work with hundreds of sales managers in dozens of industries.

 

Many sales managers struggle to feel that they’re really at the helm of their team, driving sales in the right direction. Salespeople tend to be independently minded and resistant to oversight, systems and processes.

 

This is because sales is in many ways an art. We recognize this, and we have designed our training program to preserve this sense of artistry, while providing a systems-based framework of best practices that ensures optimal results, which is what everyone in sales wants.

 

With over 20 available modules, it provides a complete framework for managers to perform all essential functions, from establishing sales plans to account management as well as everything needed for effective leadership of a sales team.

 

It includes comprehensive training for hiring and screening, onboarding, and structuring and managing compensation. Other modules cover coaching, mentoring, and motivating your sales team, as well as elevating accountability.

 

Additionally, ISM™ provides tactical agendas and tools for numerous meeting scenarios, assuring that managers know exactly how to make the best use of their own and their salespeople’s time. Simply put, ISM™ offers a complete, turnkey sales management system that brings order to the chaos of sales, paving the way for strong, predictable results.

Client Builder Selling™ (CBS)

 

Great salespeople aren’t born that way—they have to develop intentionally. Unfortunately, the world of sales training has long been plagued by falsities about the nature of sales and persuasion, to the detriment of all parties in a selling situation.

 

Client Builder™ bucks this negative trend by focusing partnership, trust, and creating win-win results for seller and buyer. This is accomplished through a systematic approach to sales as well as by orienting around a set of core principles that bring integrity and honesty into the selling process, such as:

 

  • You must believe in what you sell.
  • Collaboration, not competition, is the appropriate mindset for selling.
  • You can’t “convince” anybody of anything, and
  • Give your prospect the freedom to say “no.”

 

This is our sales process and training methodology for turning good salespeople into true masters, providing a repeatable method for maximizing their chances of closing a deal as quickly and profitably as possible.

 

Emphasizing the psychology of sales performance, we develop the optimal mindset, habits, and skills of salespeople, including their beliefs, communication patterns, ability to read people, and the arts of influence and persuasion.

 

The system includes nearly 30 available modules, covering key topics such as focused prospect targeting, budget discovery, obtaining collaborative agreement, effective quotes, true objection detection, and risk-reversal closing.

 

With a focus on developing long-lasting, mutually beneficial relationships with clients and customers, Client Builder provides a robust framework that can be applied to any sales model to maximize both short- and long-term sales potential.

Client Builder Sales™ (CBS)

Great salespeople aren’t born that way—they have to develop intentionally. Unfortunately, the world of sales training has long been plagued by falsities about the nature of sales and persuasion, to the detriment of all parties in a selling situation.

 

Client Builder™ bucks this negative trend by focusing partnership, trust, and creating win-win results for seller and buyer. This is accomplished through a systematic approach to sales as well as by orienting around a set of core principles that bring integrity and honesty into the selling process, such as:

 

  • You must believe in what you sell.
  • Collaboration, not competition, is the appropriate mindset for selling.
  • You can’t “convince” anybody of anything, and
  • Give your prospect the freedom to say “no.”

 

This is our sales process and training methodology for turning good salespeople into true masters, providing a repeatable method for maximizing their chances of closing a deal as quickly and profitably as possible.

 

Emphasizing the psychology of sales performance, we develop the optimal mindset, habits, and skills of salespeople, including their beliefs, communication patterns, ability to read people, and the arts of influence and persuasion.

 

The system includes nearly 30 available modules, covering key topics such as focused prospect targeting, budget discovery, obtaining collaborative agreement, effective quotes, true objection detection, and risk-reversal closing.

 

With a focus on developing long-lasting, mutually beneficial relationships with clients and customers, Client Builder provides a robust framework that can be applied to any sales model to maximize both short- and long-term sales potential.

Objective Sales Analysis™ (OSA™)

 

When it comes to assessing a company’s sales climate, OSA™ is in a class of its own. Serving as the foundation for our Phase 1 work, OSA™ enables us to conduct a comprehensive analysis of your company’s strategy, market positioning, organizational structure, and team makeup.

 

Since many organizations lack a true, team-wide, consistent execution of sales process, sales management is made unnecessarily difficult. Additionally, when value proposition or positioning aren’t sufficiently keyed in, any changes to sales process or team structure will be far less effective. The good news is that all of these things can be solved once you know what pieces are missing.

 

OSA™ therefore includes a thorough review of your go-to-market strategy, the sales process being used within that strategy, and the competitive landscape that your company is facing.

 

Assessing the structure of the sales department and the people in it then enables us to diagnose any personnel gaps, misalignments, or inadequate systems that may be limiting sales and revenue growth.

 

We also incorporate a battery of premiere psychological and sales-specific assessment tools that provide scientifically verified accuracy for hiring, training, coaching, and managing salespeople and managers.

 

These tools deliver critical insights into the overall talents, motivations, beliefs, communication style, sales strengths and weaknesses, sales skills and challenges, and alignment/compatibility of the individuals on a team. With this information, we can custom prescribe the specific training and coaching needed to enhance performance as well as determine how best to deploy sales team members.

 

All told, OSA™ provides the most comprehensive sales analysis available anywhere.

Objective Sales Analysis™ (OSA™)

When it comes to assessing a company’s sales climate, OSA™ is in a class of its own. Serving as the foundation for our Phase 1 work, OSA™ enables us to conduct a comprehensive analysis of your company’s strategy, market positioning, organizational structure, and team makeup.

 

Since many organizations lack a true, team-wide, consistent execution of sales process, sales management is made unnecessarily difficult. Additionally, when value proposition or positioning aren’t sufficiently keyed in, any changes to sales process or team structure will be far less effective. The good news is that all of these things can be solved once you know what pieces are missing.

 

OSA™ therefore includes a thorough review of the go-to-market strategy, the sales process being used within that strategy, and the competitive landscape that the company is facing.

 

Assessing the structure of the sales department and the people in it then enables us to diagnose any personnel gaps, misalignments, or inadequate systems that may be limiting sales and revenue growth.

 

We also incorporate a battery of premiere psychological and sales-specific assessment tools that provide scientifically verified accuracy for hiring, training, coaching, and managing salespeople and managers.

 

These tools deliver critical insights into the overall talents, motivations, beliefs, communication style, sales strengths and weaknesses, sales skills and challenges, and alignment/compatibility of the individuals on a team. With this information, we can custom prescribe the specific training and coaching needed to enhance performance as well as determine how best to deploy sales team members.

 

All told, OSA™ provides the most comprehensive sales analysis available anywhere.

Ready to intensify your sales results?

Client Feedback

Client Feedback

Explore Our Solutions

Our services comprise four distinct categories, and we encourage you to explore what each of them entails.

Get to know Michael

Learn more about the creator of ISM and what drives him to help companies transform their sales.

Read Michael’s Latest Post

Visit our Sales Compendium Blog, a library of sales resources and thought leadership.

Explore Our Solutions

Our services comprise four distinct categories, and we encourage you to explore what each of them entails.

Get to know Michael

Learn more about the creator of ISM and what drives him to help companies transform their sales.

Read Michael’s Latest Post

Visit our Sales Compendium Blog, a library of sales resources and thought leadership.

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