Workshop In a Box

Bring sales training to your team. Not vice versa!

Watch a Sample Module

Now you can bring a highly engaging and unique learning experience to sales teams of any size – anywhere in the world – at fraction of the cost of traditional training modalities. Workshop in a Box delivers a complete classroom learning experience via pre-recorded, full-HD video featuring Sales Excellence founder and president, Bill Stinnett. Participants learn in a self-paced, asynchronous learning environment or assemble in groups of any size.

What’s in the Box

The kit is available in two versions; one for participants and one for facilitators. Each box contains:

Folio
Handy portfolio-style case to keep everything in one easy-to-store and readily accessible package.

Participant Guide
Full-color workbook containing all the slides presented in the workshop as well as all the sales tools used in the small-group exercises and discussions.

DVD Set
Full-HD video of all twelve modules recorded in a live-setting with time for small-group exercises and group discussions built in.

Workshop in a Box

Facilitators Guide
A step-by-step handbook for facilitation including best practices for leading small-group exercises and discussions (Part of the “Facilitator Kit” only.)

Flash Cards
Select content from the workshop with questions to test comprehension and retention of the most actionable elements of the methodology.

Book
Bill Stinnett’s latest paradigm-busting sales philosophies condensed into one book.

Desktop Flipbook
A collection of the most thought-provoking models in an easy-to-see format designed to keep the most important ideas in front of you on a daily basis.

Program Benefits

Provides a high-quality learning experience that is consistent, repeatable, and scalable.

Can be facilitated by local sales managers, L&D professionals, or anyone who can “push play” and lead a group discussion.

Helps drive adoption by getting sales managers involved in teaching and coaching their sales teams.

Enables facilitators to lead small-group discussions in local languages and that are tailored to specific industries, markets, or cultures.

Allows sales leaders or training professionals to lead a learning experience without having to become a certified trainer.

Can save companies as much as 75% of the cost of centralized classroom training and greatly reduce time out of the field.

Module Descriptions

Module Descriptions Overview

  1. Learning to Think Like Your Customer
  2. Selling Business Values and Results
  3. Finding and Creating Sales Opportunities
  4. Expanding Your Relationship Footprint
  5. Facilitating Your Customer’s Buying Process
  6. Qualifying Complex Sales Opportunities
  7. Structuring and Closing Complex Opportunities
  8. Sales Forecasting Pipeline Management
  9. Strategic Prospecting & Business Development
  10. Time Management for Sales Professionals
  11. The “Advanced Basics” of Sales Negotiation
  12. Developing Strategic Accounts

Learning to Think Like Your Customer

  • Learning to think like your customer
  • The Customer Results Model (ABC)
  • Selling results instead of products and services
  • The diagnostic approach to selling
  • Crafting effective diagnostic questions

  • Sales Tool: Targeted Diagnostic Questions

Selling Business Value and Results

  • The six truths of value
  • The ten major denominations of value
  • Translating capabilities into value
  • How customers perceive value
  • Translating value across the enterprise

  • Sales Tool: Results Inventory Template

Finding and Creating Sales Opportunities

  • Finding sales opportunities when they already exist
  • Creating sales opportunities when they don’t yet exist
  • The art and science of diagnostic questioning
  • Crafting effective diagnostic question sets
  • Quantifying customer problems and desired results

  • Sales Tool: Diagnostic Questioning Templates

Expanding Your Relationship Footprint

  • Why sell higher and wider?
  • Roles involved in a complex buying process
  • The changing dynamics of a buying process
  • Six tactics for selling higher and wider
  • Developing a relationship plan

  • Sales Tool: Relationship Planning Tool

Facilitating Your Customer’s Buying Process

  • The sales process – redefined
  • Selling with specific intent: The four questions
  • Aligning with your customer’s buying process
  • Hypothetical questioning of the buying process
  • Mapping your customer’s buying process

  • Sales Tool: Buying Process Mapping Tool

Qualifying Complex Sales Opportunities

  • Understanding the seven action drivers
  • The ten elements of why customers buy
  • Leveraging the Opportunity Scorecard
  • Evaluating opportunities for forecast probability
  • Forecasting with confidence and integrity

  • Sales Tool: Opportunity Scorecard

Structuring and Closing Complex Opportunities

  • Framing sales opportunities in time
  • Reverse-engineering the buying process
  • Creating a Customer Results Plan
  • The value of using a Customer Results Plan
  • Trouble-shooting sales opportunities

  • Sales Tool: Customer Results Plan

Sales Forecasting Pipeline Management

  • The four metrics of revenue growth
  • Increasing deal quantity
  • Maximizing deal size
  • Accelerating deal velocity
  • Improving deal predictability

  • Sales Tool: Pipeline Performance Planner

Strategic Prospecting & Business Development

  •  Territory marketing vs. strategic prospecting
  • Selecting target accounts and using a revolving list
  • Target account research and preparation
  • Designing a Multi-Pronged Approach Pattern
  • Creating a solid Business Development Plan

  • Sales Tool: 30-Day Business Development Plan

Time Management for Sales Professionals

  • Where are we “investing” our time?
  • Aligning activities to priorities
  • Compartmentalizing your work week
  • Making time for planning and organization
  • Taking control of your work week

  • Sales Tool: Weekly Planning Template

The “Advanced Basics” of Sales Negotiation

  • The precursors of effective negotiation
  • The six “advanced basics” of sales negotiation
  • Trading profit for profit: The “negotiables”
  • Maintaining control of sales negotiations
  • Negotiation planning and preparation

  • Sales Tool: Negotiation Planning Worksheet

Developing Strategic Accounts

  • Taking inventory of your territory and accounts
  • Segmenting your territory and account-base
  • Measuring customer outcomes and results
  • Growing your account share (share of spend)
  • Conducting the Quarterly Business Review

  • Sales Tool: Quarterly Business Review Planner

Our Core Methodology program covers a wide variety of both foundational and advanced selling skills, providing a common language and a powerful set of tools that sales teams can use to dramatically improve the four key metrics of sales:

  1. Opportunity count
  2. Average deal size
  3. Deal velocity
  4. Opportunity win-rate

Download the PDF of the Workshop In A Box brochure below.

Module Descriptions

Our Core Methodology program covers a wide variety of both foundational and advanced selling skills, providing a common language and a powerful set of tools that sales teams can use to dramatically improve the four key metrics of sales:

  1. Opportunity count
  2. Average deal size
  3. Deal velocity
  4. Opportunity win-rate

Download the PDF of the Workshop In A Box brochure below.