How to lead better conversations, win more deals and expand your accounts by mastering outcome delivery
How to develop your increasingly high-performing sales team and deliver predictable revenue
How to transform your organisation's ability to deliver customer outcomes and growth
How to develop your coaching mindset and skills to enable customers to clarify the outcomes they need
How to work collaboratively with your customers to develop increasingly compelling proposals
How to finish every conversation with clearly agree next actions to maintain momentum with no surprises
How to identify and engage with all key stakeholders to ensure their priorities are sufficiently well understood
How to plan for and manage all aspects of structured negotiation so that everybody wins
How to maintain a balanced pipeline of opportunities at all times to avoid "feast and famine"
How to deliver reliable sales results by forecasting with increasing accuracy
How to understand and develop the values and mindsets of customer success selling
How to plan for success both for yourself and for your customers
How to ensure you always have enough prospects and opportunities at the start of your sales pipeline
How to prioritise delivering measurable customer success in all of your selling activity
How to forecast accurately and close business that renews, expands and generates referrals
Sales KPIs and compensation increasingly linked to customer outcomes, not just quota achievement
How to articulate measurable customer outcomes clearly before commitments are made
How to orchestrate agreement across customer contacts, internal colleagues and external partners
How to capture and use evidence that customer outcomes are being achieved
How to build deliberate practice and continuous improvement into daily work
