B2B Sales Skills
Train your sellers to use the right skills for every sales conversation.
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Most sales skills training programs conveniently ignore one glaring fact: There is no one-size-fits-all message, approach, or salesperson type.
Your buyers are asking different questions at different times as they determine whether or not they will buy from you. And our sales research shows that using the same approach for every conversation will hurt your chances of winning the deal.
Your reps won’t win over your prospects and customers by using the same messages, techniques, and selling skills for every interaction. Instead, you need to enable your team to stay situationally fluent and tailor their approach for each moment in the Customer Deciding Journey.
Science-Backed Sales Training for Every Conversation
Our sales skills development program is based on ongoing academic research from the field of decision science. Using this skills training system, your sales team will be able to articulate value in the most pivotal sales conversations for your business.
Ignite your prospect’s interest and build qualified pipeline.
Why Engage: Captivate new leads and turn them into opportunities.
Why Return: Convince lost customers to give you a second chance.
Break the status quo and differentiate your solutions.
Why Change Defeat status quo bias and persuade your prospects to change.
Why You: Clearly differentiate your solutions from competing alternatives.
Build a more effective business case to justify executive decisions.
Why Invest: Present a powerful business case to justify an executive's time and attention.
Why Now: Generate a sense of urgency so executive decision makers act now.
Maximize the profitability of every deal.
Why Pay: Protect your margins by overcoming pricing pressures.
Why Sign: Drive consensus among disparate decision makers.
Science-backed selling skills and virtual presentation techniques to grab and hold your buyers’ attention and persuade them to take decisive action when you’re not there in person.
Skills and messages that have been rigorously tested in behavioral research studies and shown to work in a fast-moving, high-volume B2B selling environment.
Flexible Learning Options for Your Team
Online Selling Skills Training
Your sellers can self-schedule and complete online modules, then actively apply new skills by reviewing a challenge assignment and rubric. Sellers practice the messages, skills, and techniques they learned and receive personalized coaching to gain proficiency.
Instructor-Led Virtual Training
Sellers can attend a virtual classroom environment with live facilitation and coaching. Sales reps also complete e-learning modules and work in small teams to apply concepts and create slides for their actual accounts and sales opportunities.
Instructor-Led Classroom Training
Sellers first view e-learning content for a pre-event knowledge transfer of the skills they’ll be putting into practice. In the classroom, your sales reps will work in a group to learn and apply concepts to their actual accounts and opportunities, ensuring their readiness in the field when talking to potential buyers.
Ongoing Sales Training
Provide your sellers with automated, ongoing, just-in-time training—powered by TruVoice. Give each seller a personalized coaching experience based on their performance after every deal and train your reps in the key areas that will help them improve win rates immediately.
Close the confidence gap
When you execute your acquisition growth play successfully, you disrupt Status Quo Bias and amp up the urgency for your prospects to change and choose you. And when your acquisition strategies are in sync with the psychology behind your buyers’ decisions, it closes the gap between strategy and results, leading to shorter sales cycles and outsized revenue growth.