Salespeople leave this workshop with a greater understanding of how to read situations and adapt their behavior to get the most out of each event in the sales cycle.

The result is better interaction between the sales team and the prospect or customer.  In the end, enhanced preference building is the goal.

Executive Demand Creation (EDC) is a highly interactive, two-day workshop designed to teach sales professionals a structured, yet flexible process to target high-level executives with a focused campaign over an eight-week period.

The end objective is gaining executive sponsorship for your efforts to solve the buyer's strategic pains.

Winning Early - Winning High focuses on teaching salespeople how to build preference early in the sales cycle by adjusting their behavior based on the buyer’s behavioral style. Demand creation selling has a different, quicker cadence than consultative selling of solutions.

Negotiating is not an event - it's a process. Our Negotiating for Value (NFV) workshop focuses on the five key elements of negotiation: power, time, information, price and style.

Once salespeople understand the process of selling up the food chain of value, they need to strategically apply those skills to craft an effective presentation. An effective presentation is one that links your solution to the pains of the audience, regardless of their level in the organization.

Through our Sales Messaging Playbooks workshop, we help you solve the knowledge transfer problem between marketing and sales.

We teach you how to build a playbook that the salesperson can use to provide buyers with compelling, differentiated messages that are industry-specific and address the key pains of stakeholders and decision-makers.

The Complex Sale has developed a sales methodology uniquely designed for industries with complex selling processes. In our R.A.D.A.R.^® - Winning Opportunity Strategies workshop, we'll teach you the processes and skills you need to initiate, control and win the opportunities you can't afford to lose.

We teach you how to quickly qualify prospects and identify their issues, build competitive preference, determine the decision-making process, identify key players, and develop winning strategies.

The Best Practices Sales Cycle (BPSC) workshop is highly interactive and uses a collaborative framework to help your management team develop a sales cycle unique to your organization, solution, target market and value proposition.

The key to success for BPSC is that the sales managers develop and own the process. In a one-day workshop, with your managers, we identify the critical phases of your sales cycle and specific action items that must be completed in each phase.

Account Management from The Complex Sale

As the market grows, sales teams must tackle the challenge of transitioning from competitive to repetitive selling - from opportunity management to account management.

For you and your sales teams to achieve long-term revenue objectives, you must focus on relationships and referenceability. Account management requires unique strategies, sales talent, techniques and technology to develop and communicate a strategic plan to grow share and leverage loyalty among your most valuable accounts.

The Best Practices Account Management & Segmentation workshop is designed to help sales managers segment accounts based on the objectives of revenue, relationship or referenceability.

The two-day Sales Management Academy from TCS is designed specifically for sales managers and includes not only deal coaching based on our Sales Prophet process, but also includes hiring, interviewing, and on-boarding as well as total performance coaching.

The Sales Management Academy is not only a way to get a new Sales Manager the training that they need to be effective immediately, it is also for any Sales Manager who wants to get their entire sales management team using a common language. This course can be taught on site for just your company where we can help you establish consistent standards, tolerances, expectations and principles so that you can effectively run your management team the way you want.

The Sales Prophet^® deal coaching process is based on 12 coaching questions gathered from the best deal coaches in our customer base and personal networks. Research has shown that effective strategy coaching can increase win rates as much as 20%.

Of course each question of 12 can explode into half a dozen or more other questions based on whether the manager satisfied with that part of the plan. So there are actually over 50 questions but not all are needed every time.

Effective strategy coaching can have an impact of 15-20% in forecast closings based on research from CSO Insights. TCS has built an effective and efficient process that helps sales managers improve the strategies and action items of deals while they're still winnable.

The Sales Prophet^® deal coaching process is based on 12 coaching questions gathered from the best deal coaches in our customer base and personal networks. Research has shown that effective strategy coaching can increase win rates as much as 20%.

Of course each question of 12 can explode into half a dozen or more other questions based on whether the manager satisfied with that part of the plan. So there are actually over 50 questions but not all are needed every time.

Taught by seasoned sales-experienced principals, our ability to relate to the sales reps and coach their deals is unparalleled in the industry.  We conduct strategic account reviews using the TCS M.A.P. software in a virtual remote environment.   We can not only improve the strategies for getting higher and wider in strategic accounts, but also coach the managers and their ability to effectively do this themselves.

One of the challenges in sales training is how to isolate the impact of a course or methodology on actual wins and losses.  TCS has the ability to monitor the deals and accounts that we have coached and measure the impact of the process and strategy coaching sessions in the opinion of the sales reps handling the account.