In most business-to-business sales organizations, you only get one shot to present your value to a client. These are high-stakes meetings and not without big challenges. That’s why our coaching focuses on preparing for and delivering client meetings in ways that give you the highest probability of winning, leading to transformational growth for you and your business.
Sales Engagement Coach℠ teaches the uncommon behavioral skills of top sales executives. Spanning 32 lessons and 100+ techniques, the program is designed around four sales disciplines:
1. Creating a compelling story
2. Preparing for a winning performance
3. Delivering a memorable meeting
4. Ensuring an engaged buyer
The techniques we teach are forged from deep experience and wisdom accrued over 30+ years. They are nuanced, subtle, and sophisticated in their simplicity. And while little-known and rarely applied, they can be learned.
Engagement is at the center of the program because it is what separates top sales professionals from the rest. Everything they do and say is with this one clear goal in mind — to ensure an engaged buyer.
When your client is engaged in a meeting, it strengthens both the mental and emotional connection between you and them. Research has proven that buyers don’t think their way to decisions, they feel their way there, using facts only to justify how they feel. When you strike both chords — thinking and feeling — you exponentially increase your probability of winning and retaining business.
Our approach to coaching is best described as behavioral-based. As work grows more complex and organizations rely on their sales professionals to win increasingly more business, they need to acquire a next-level set of complementary behaviors — behaviors that will build on the skills, talents and abilities they already have. We selectively draw from the Sales Engagement Coach techniques to curate the right program for you. Our priority is to focus on the areas that will propel your sales professionals’ success and drive the greatest return for your organization.
Transformative growth happens at the intersection of the story you tell, the visuals you use to tell that story, and the level of engagement you bring to the meeting.
“Brett MacInnes has an innate ability to make everyone around him better, delivering extraordinary results time and time again!”
– SVP of Sales, Fortune 250 insurance and investment management company