SALES TRAINING

We equip B2B Revenue Operations (RevOps) teams with high-ticket sales strategies to tackle the complexities of technology sales. Our fractional CRO services deliver more than just sales training—they foster a mindset shift tailored to the dynamic challenges faced by tech sales professionals today. By blending proven methodologies like Solution Selling, Challenger Selling, GAP Selling, SPIN Selling, and MEDDPICC framework, we enhance your RevOps team’s business acumen, and provide the essential skills to navigate various sales situations effectively. Companies implementing our comprehensive sales strategies see at least a 35% increase in sales productivity, and a 40% improvement in close rates. Our track record shows that Account Executives who fully embrace our approach consistently earn President’s Club accolades, with over 60% achieving improvement in their sales performance within six months. Our tailored approach ensures that your RevOps team evolves into a high-performing powerhouse, ready to excel in today’s competitive tech sales landscape.

Unlock your hypergrowth potential with high-ticket sales mastery

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Our Sales Approaches

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SOLUTION SELLING

Developed by Mike Bosworth, this sales methodology focuses on understanding your prospect's unique challenges and positioning your solution as the ideal fit. Your team moves beyond transactional selling to become trusted advisors, diagnosing issues and delivering tailored, value-driven solutions. Instead of pushing products, they’ll build strong relationships and position every upsell and cross-sell as part of the prospect’s broader business goals, thus driving larger deals and maximizing value.

Developed by Jim Keenan, this problem-centric approach focuses on identifying the gap between a prospect's current state and ideal future. By understanding the obstacles hindering your prospects' goals, your team can position tailored solutions as the bridge to close that gap. This insight drives sales conversations by highlighting future benefits and streamlining upsell and cross-sell opportunities, ultimately increasing customer lifetime value (CLV).

GAP SELLING

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CHALLENGER SELLING

Jointly developed by Matthew Dixon and Brent Adamson, this sales model empowers your team to lead with fresh insights, challenge prospects' existing methods, and create urgency for change. Through strategic discussions, your team will differentiate your solutions, highlight their unique value, and take a strong stance in negotiations. As proactive change agents, your team will position your solutions as the most strategic choice, guiding prospects to rethink their status quo.

MEDDPICC

Initially developed by Dick Dunkel as MEDDIC, MEDDPICC expands the original framework with additional elements: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. This enhanced approach helps B2B sales teams qualify and manage complex sales cycles by ensuring a deep understanding of their customers' buying processes and key stakeholders. Mastering MEDDPICC accelerates sales velocity, minimizes risks, and increases deal predictability.

Illustrated explanation of the acronym SPIN in SPIN Selling, detailing the meaning of each letter with brief descriptions.

Developed by Neil Rackham, this sales probing framework helps teams uncover prospects' needs through targeted questioning. SPIN, which stands for Situation, Problem, Implication, and Need Payoff, guides conversations to highlight the cost of inaction (COI) and create buying urgency. By focusing on the customer, this probing approach will help your team build trust, position themselves as trusted advisors, and accelerate purchasing decisions for stronger sales outcomes and long-term client relationships.

SPIN SELLING

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Results You Can Expect

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Accelerate Sales Velocity
Increase the speed at which prospects move through your sales funnels for shorter sales cycles and quicker conversions.

New Prospect Development
Excel in generating and qualifying quality leads, nurturing prospects, and evaluating sales potential to achieve faster wins.

Multithreading Mastery
Tactfully engage key stakeholders at all levels within your prospect's organization to accelerate full alignment and deal closure.

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Increase Win & Close Rates
Boost win rates and accelerate deal closures with advanced sales strategies that refine lead qualification and engagement.

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Increase Average Deal Size
Enhance upselling and cross-selling skills to achieve higher total contract values and boost annual recurring revenue.

Customer Profiling & Targeting
Sharpen your skills in refining ideal customer profiles and key value propositions to enhance sales outreach and drive differentiation.

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Sales Forecasting Accuracy
Achieve more accurate sales forecasts to improve planning, optimize resources, and enhance reporting to key stakeholders.

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Optimize Probing Techniques
Ask insightful questions to uncover client needs and buying motivations, resulting in more effective sales conversations.

Effective Objection Handling
Sharpen your ability to anticipate, address, and overcome objections, turning potential barriers into valuable sales opportunities.