Ascendent announces Lead, Team, Challenge! Enabling the insight sale through development of high performing consulting and sales teams

Pensive young man

What research is telling us about the purchase of complex solutions:

  • Complex solution purchases are increasingly consensus decisions
  • Sellers must tailor key messages to each participant in the buying process
  • Buyers are completing 60% of their process before first consulting sales
  • More than half of buying preference is based on the buying experience
  • Success requires addressing both the logic and the emotions of the buyers
  • Insight (challenger) reps make up more than half of high performing reps selling complex solutions
  • Relationship builder reps are the least likely to be high performers in this type of opportunity

What participants take away from this program:

  • An industry leading Emotional Intelligence assessment, a one hour private confidential coaching session with a certified coach, and a personal development plan
  • Enhanced leadership skills to enable each team member to lead powerfully in their specific selling role and area of expertise
  • Team effectiveness approaches to create a high performing extended sales team
  • Critical thinking skills to synthesize market, customer and solution  information into powerful, differentiating  insights for the customer
  • Ability to understand and drive customer emotional engagement to accelerate a commitment
  • Five quick reference guides to accelerate adoption from concept to practicing the skills with live opportunities

About the program:

  • One year program of active learning,  individual and group coaching to foster full adoption
  • Learners register as account teams of up to five professionals, and apply the concepts and methods to a current complex sales opportunity
  • 16 hours of live integrated learning, including 8 hours of team-focused application exercises.  The mix of class room and virtual training is configurable based on customer requirements.
  • Dual facilitators, each a senior sales leader, certified in emotional intelligence and professional coaching
  • Adoption supported by 3 quarterly group coaching sessions for reinforcement, sharing of best practices

Leave a Reply