15 Things Checklist
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🔸Ideal Customer Profile (ICP)
– Work with the right people. Disqualify early, focus where it matters.
🔸Value Proposition
– Connect pain to prize. Make it about the customer, not just your offer.
🔸Messaging
– Relevance is king. Cut through the noise with targeted, thoughtful communication.
🔸Account Plan
– Strategy beats luck. SMART objectives, stakeholder mapping, and competitive analysis.
🔸Change Drivers
– Know the forces driving decisions (Regulatory, Economic, Social, etc.).
🔸Customer Value
– Value is a mystery... help your customer uncover it.
🔸Insight
– Bring fresh perspectives, not just a sales pitch.
🔸Questions
– Open, probing, summary, and high-gain questions fuel meaningful conversations
🔸Meeting Structure
– Follow AIDA (Attention, Interest, Desire, Action) for better engagement
🔸Proposal
– Make it about them: Background, Need, Solution, Differentiation, Price
🔸Presentation
– Stop leading with “About Us.” Start with their challenges and goals
🔸Storytelling
– The customer is the hero; you’re the guide
🔸Outcomes
– Sell results, not products
🔸Reviews
– Focus on quarterly value reviews, not stale QBRs
🔸Relationship Building
– Be a partner, not a vendor
Outcomes
Our training is based on the VALUE Framework
Each module is designed with specific results to be achieved to based on applying learning that will inform an improved way of selling while driving results~
Use these to drive your sales success Â
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Collaboration
Validate
Align
Leverage
Underpin
Evolve
Speed to competence
Use this link to see outcome summary and calculate time to results
Improved performance - faster and smoother
Scorecard
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Use this link to take a test to see how you are currently performing with a Collaborative Selling approachÂ
Answer questions to get a FREE report produced for you
Share with teamÂ
Kickstarter
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Resources curated to help start your collaborative selling journey
Includes:
- Daily videos
 - 'Classic' Selling book
- Summit recordings
Start building your sales habit today!
Brindis Bots
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The Brindis Bots have been created to support all elements of a collaborative selling process
Used independently or in order they deepen a salesperson's understanding which in turn can be passed on to the customer
They have been built to power up the VALUE FrameworkÂ
Access for FREE
Easy as ABC
Ready to invest in yourself/your team?
Let's make it easy for youÂ
Three options depending on your needÂ
Which suits you best?
A. B. C.
Our 'introduction' packages
- Activator
- Blueprint Live
- Coaching
🔶 Activator
- 1 day
- Ideal for sales teams of all sizes to reset and refresh activities and align to what works best today
🔶 Blueprint Live
- 6 x 60 mins
- Ideal for sales teams to progress live opportunities by applying business winning tactics in real time
🔶 Coaching
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- 6 x 1:1
- Ideal for sales leaders, business owners and ambitious individuals to refine their approach by reviewing and adjusting real life actions
Each option is ÂŁ2500Â
All based around the VALUE Framework (as used in the full on Collaborative Selling Accelerator)Â
All focusing on implementation over informationÂ
All designed to make a fast start an easy choice
Donation
We support B1G1 giving projects
For every participant we will make a donation do that a less privileged person can also learnÂ
Imagine if you could change lives every day just by doing what you do…
