Sales Training + Workshops

Sales Training Overview

Our team can customize a series of trainings covering all aspects of the sales cycle.

 

 

Workshops

“Show Me You Know Me®” Masterclass 

If we could tattoo the SMYKM® acronym on our foreheads, we would!  Not only is it our staff mantra, it is the proven methodology we base our entire sales operation on. As sales trends come and go, SMYKM is where we find reliable and consistent success…provided it is done correctly!  In this series, we learn the why and master the how of  Show Me You Know Me® by putting it into play. We’ll prove to your team that it is both quick and easy (and well worth their time) to stand out from the sales crowd + improve their response rates.

In this  nine-part series BDRs, AE, and leaders will cover the fundamentals of cold outreach from personalization in the subject line through to the value prop.  After workshopping the concepts as a team, we will cover common objections (because you bet all that great content is going to start getting you some replies!), nurturing a prospect, and getting the most out of referrals as a lead source by using #smykm. 

Part 1 – SMYKM

  • What is it and how to employ it?
  • Personalization vs Personalization-at-scale
  • The Anatomy of the Inbox
  • Connecting the Dots
  • Examples

Part 2 – Finding SMYKMs: How to find information on prospects

  • Where to find SMYKM
  • Workshopping Easy, Medium, and Hard Prospects
  • Team Workshopping (Breakout groups)

Part 3 – Review of Writings as a Group 

 Part 4 – A SMYKM Pitch

  • Messaging Workshop 
  • SMYKM Value Props (persona-based)

Part 5 – Review pre-workshop emails + workshopping new value props

Part 6 – The Perfect First Email

  • Review new emails
  • Redline any emails that aren’t landing 

Part 7 – Nurture

  • What is a nurture campaign?
  • Why are they important?
  • What they should look like?
  • Personal vs Professional 
  • Executing the nurture 
  • Being a connector

Part 8 – Objections

  • Replies to common objections over email
  • Workshopping “I’m happy with my current solution”
  • Workshopping “I use a competitor” (named and unnamed)

Part 9 – Referrals

  • Speed to Lead 
  • Trust is in Referrals 
  • Thank you note?  Thank you gift?
  • Land and Expand (ask for intro, name current buyer) 

 

The Perfect Discovery Call 

Let us show your BDRs and AEs how to unlock the pain points of your prospect with just a few simple techniques. In this series, we will cover the fundamentals that make a great first call + role play (without intimidating bosses around!) + review your latest recorded calls for feedback and active listening tips.

  • Review of Recent Calls – (Gong recordings, etc. can be done 1:1)
  • The Perfect Discovery Call Training
  • Workshop Role Play
  • Review of Recent Calls/Post Training (can also be done 1:1)

 

Cold Calling Workshop 

Like in cold outreach, in order for cold calls to be successful, they need a little warming up. Product knowledge is important but isn’t enough to take the chill off. 

In this four-part workshop, your team will learn our SMYKM® techniques for making “warmer” calls that convert.  We will practice those skills together in mock calls and review real calls post-workshop.

Prep + Review

  • Review Team Cold Calls 
  • Review and Redline Current Cold Call Messaging
  • Feedback on Team Cold Calls

Part 1 – The Anatomy of a Perfect Cold Call

Part 2 – Objection Handling

Part 3 – Live Call Reviews

Part 4 – Team Mock Cold Calls

Post Workshop – 1:1 reviews of cold calls

 

LinkedIn and Social Selling for Modern Sellers

Utilizing LinkedIn is not only a powerful tool in modern-day prospecting, but it’s meeting your buyers where they are. It allows your company and your teams to build personal brands and a network, share thought leadership, and turn reading buyers into inbound leads.

In this six-part series, we will look at how to build the perfect profile, how to comment and connect in a way that follows our Show Me You Know Me® methodology (think no cringe!) as well as how to write a post that works with the LinkedIn algorithm, not against it.  We end the workshop with our own Samantha McKenna sharing her best tips and tricks for prospecting on the platform. 

Part 1 – The Perfect Profile

  • The “About” Section

Part 2 – Below the Fold

  • How to Build Your Network Connecting + Proper Messaging 

Part 3 – Commenting + Posting

  • Engaging and Algorithm Hacks 

Part 4 – Social Selling Breakout

  • Review of Potential Posts

Part 5  – “Ask #samsales Anything” Session 

Part 6 – Sales Navigator Tips and Tricks 

 

Content Writing Workshop 

Modern sales means having a team that can write — and trust us when we say that this skill is often overlooked by leadership and yet one of the highest valued characteristics from your buyers! We aren’t simply talking about the Oxford Comma (pro comma!) or a dangling participle or two, we are seeing paragraph-long run-on sentences, 15 value props in one paragraph, and emails that don’t make sense. In this series, we workshop with your team on how to compose that perfect sales email that captures both your reader and nails that pain point they are experiencing in that first email through the last!

Part 1  – The Fundamentals of Good Content 

Part 2 – The Fundamentals of Good Content (Section Two)

Part 3 – Workshopping/Redlining Current Content

Part 4 – Reviewing New Content

 

Top 10 #samsales Hacks

One of our most-booked trainings!

Choose from more than 40 hacks that are proven to set your sales on fire! This workshop is also available as Top 10 #samsales BDR Hacks!

Examples: Active Listening, The Urgent Bird Gets The Worm, The Question Behind The Question, The Delayed Thank You, Multi-Threading + more!

 

Ask #samsales Anything! 

This workshop is just as it sounds! Book yourself or your team a session to “Ask #samsales Anything!” You can come with ANY questions you want our advice on – sales, leadership, tough conversations, SMYKM, LinkedIn, or anything your team needs!