• Identification of historical sales best practice relevant today
• Understanding of best sales tactics to use
• Recognition of characteristics of ideal salesperson for industry
• Understanding own ‘partnering intelligence’ (PQ)
• Plan to develop own PQ
• Introduction to tools to support learning
  • Boxxstep
  • Digital
  • Community
  • Rocky
  • Podcasts

• Profiling of accounts to spend time with
• Understanding and creation of value proposition
• Generation of prospecting/land and expand activity
• Development of email templates
• Appreciation of using video messaging

• Prepare a plan to understand account
  • Define objective for sales growth
  • Map decision making unit
  • Conduct SWOT and MegaSWOT
  • Survey competitive landscape
  • Plan actions
• Refine value proposition (based on ‘Value Pyramids’)
• Consider market change drivers as potential for new business
• Begin to build ‘Personal Brand’ as go-to individual in the sector

• Use structure to prepare and undertake effective meetings
• Develop questioning skills to facilitate better discussions
• Provide insight and perspective to help customers to think
• Understand the tools and techniques to sell virtually

.

• Prepare more effective proposal documents
• Design more interesting and stimulating presentations
• Use visual aides more effectively
• Capture the power of story telling
• Position the customer as ‘hero’
• Develop messages to reduce fear, uncertainty and doubt
• Handle objections elegantly

• Understand principles of negotiation
• Learn how to prepare to negotiate
• Trade variables to achieve mutually beneficial outcomes
• Develop a contact plan to strengthen relationships
• Use Quarterly Value Review to grow business

The digital element is all about how you can learn about the VALUE Framework, how you can take your experience and be able to start to apply that using the ideas that we set out in videos and other documents and templates to help you apply this more modern way od working.

Everything is prepared with an 'action orientation' to encourage doing the things that will make a difference.

The live element is an important part, so we run these on a weekly basis.

We can start to give training. 
We can answer questions.
We can run accountability.
We can get guest speakers in.

We can support salespeople in developing in a form many prefer.

The community is a key way of helping to apply the learning. 

It is frustrating when people are left to their own devices. 
They need people to speak to about what they are doing surrounding yourself with people on the same journey and having that ability to ask for help makes a  huge difference. 

We have also got challenges to push people outside their comfort zone and to really start to make a difference 

Get off to a flyer!

25 videos to inspire reflection on how you sell delivered to your inbox every day

Start to build the habit to think about what makes, and how you can make, a difference

Awesome material from awesome keynote speakers who came together to promote Collaborative Selling 

Includes

Why Collaborative Selling? – Conquer the challenges of modern selling (Fred Copestake)​​

Scale Your Sales - Master the art of the Trusted Advisor (Janice B Gordon)

Personal Branding – Maximising your impact using technology (Alexander Low)​

The Other Side of Sales – Think like a buyer (Mark Schenkius)​

Sales Stereotypes - How they help and hinder (Suchi Pathak)

KEYNOTE Flt LT Zane Sennett - RAF Red Arrows

Sell With Insight: Using scorecards to discover and share value (Daniel Priestley)

Video in Selling - The modern buyer requires a modern seller (Mario Martinez Jr)​​

Psyche to Sell - Beat the bots (Anita Nielsen)

The Perfect Close – The secret to winning more deals (James Muir)​

Brindis supports B1G1 giving projects

For every participant we will make a donation do that a less privileged person can also learn 

Imagine if you could change lives every day just by doing what you do…

About B1G1

In 2007, a group of small-business owners had an idea. They asked, “What would happen if we all gave back just by doing the things we do every day?” It was a question that deeply inspired them.

Three years and a great undertaking later, they were able to design the systems and processes necessary to make it work, and their dream is now a reality. The initiative was originally called 'Buy1Give1', backed by the idea that companies would create a specific giving impact with each designated business transaction. Today, the B1G1 initiative brings together more than 2,600 businesses from around the world — each making significant impacts in their own ways.

Today B1G1 is run by a social enterprise (registered company in Singapore) and non-profit organization (501(c)3 registered in the US) with a mission to create a world that's full of giving. Unlike conventional giving models, B1G1 specifically helps businesses achieve more social impact by embedding giving activities into everyday business operations and creating unique giving stories. Every business transaction can help improve lives for as little as just one cent. 

A place to share the unique challenge sales leaders face today

Discuss with peers the ways to work with teams to help them be the best they can

This section is in addition to the rest of the Academy offer

Some things you might want to keep 'on house' so this is a space for those discussions about your business and your customers

This section is in addition to the rest of the Academy offer

To encourage participation!

We want to share Collaborative Selling as widely as possible to promote sales as a noble profession

This is what customers are demanding and offering a way of making this accessible to as many salespeople as possible is part of the mission of having 'Good people doing good thing in a good way'

The price may increase as we add more the Academy but you will be 'locked in' at the price you sign up for