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Pipeline Discipline – Sales Process Training for Businesses

Help your CFO to sleep easy again

Whether it’s shoddy deal management, forecasts shrouded in hope or the dreaded end-of-month deal slippage, pipeline discipline is simply a non-negotiable for high-performing sales organisations. We’ll help your team instil the right level of discipline, rigour and mindset to successfully run your team’s pipeline and improve sales productivity and predictability.

A collection of sales process training modules for motivated teams

Empower your sales professionals with a robust, tailored sales process. Our comprehensive sales process training modules will equip your team with the frameworks and tools to navigate every stage of the buyer’s journey. Your sales teams will learn the art of building rapport, qualifying leads effectively, and delivering value-driven messaging that resonates. Our sales process courses will instil a customer-centric sales methodology that fosters long-term relationships, and positions your sellers as industry leaders.

Opportunity Qualification

Would you rather chase 10 deals and later find out only 2 are winnable? Or find 2 winnable deals early on? Sales targets are hit or missed due to a team’s ability to qualify effectively – and the knock-on effect is profound. Having a “common language” around pipeline is critical as it significantly improves sales conversion, efficiency and predictability:

  • What qualification is – and why mastering it is essential for sales success
  • What, When and How should we qualify?
  • Why our prospects and customers also get immense value from qualifying
  • Introduction to MEDDIC principles and methods
  • Using the MEDDIC deal scorecards to supercharge your pipeline
Opportunity qualification training to help your team improve their conversion rates:

Opportunity Qualification

Pipeline Management

Forecasting

Effective Pipeline Management

A large part of successful selling is being able to manage a pipeline effectively. Yet many sellers still lack the know how, discipline or necessary hygiene required to manage the ever-changing set of opportunities they’re juggling. So much time is wasted trying to progress opportunities that will never convert, so pipeline management best-practice is simply non-negotiable:

  • What is a sales pipeline and why should we care?
  • Explore the chain reaction across a business of having a poor pipeline
  • Common pipeline management mistakes and how to mitigate them
  • What mindset should we have when thinking about our pipeline
  • 8 key tips for maintaining an effective pipeline
Sales pipeline management training to build your team’s confidence and performance:

Pipeline Management

Opportunity Qualification

Forecasting

Learn how we can design the right program for you

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Forecasting with Accuracy & Confidence

Critical commercial decisions are made based on the assumptions made about revenue coming into the business. Without a robust set of forecasting methods and practices, your sales team is flying blind and leaving your business open to risk. Revenue predictability and consistency are the hallmarks of high-performing sales organisations – and it all starts with forecasting:

  • What is sales forecasting and why is it so important?
  • Top down vs Bottom up forecasting
  • Forecast criteria and stages – removing subjectivity from your forecast
  • Who is accountable for a forecast?
  • Spotting and mitigating risk in your forecast
Training in sales forecasting to help deliver accurate results with confidence:

Forecasting

Pipeline Management

Opportunity Qualification

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