Courses we Offer

We specialize in training inside salespeople to do a better job selling technologically sophisticated products over the telephone. We train six categories of individuals involved in the inside sales dynamic:

1) Inside Sales and Lead Qualification personnel 2) Inside Sales Managers 3) Maintenance Renewal Representatives 4) Inside Salespeople Selling Software Development Tools to Enterprise Accounts 5) Field Sales People, who qualify their prospects via the telephone 6) Non US-based Inside Sales Representatives, who sell their solutions via telephone, to North American prospects.
	Every participant receives a 60-80 page coursebook for ongoing reinforcement

Please click on the above category to see a list of available courses, and select a course that meets the needs of your team.

Here are just a few of the elements that make our training unique:

• Telephone-specific. Most courses given to telesales people are based on field-based sales concepts, because they're written by former outside salespeople. Many of these (e.g. defining different behavioral types,) are of little use on the phone. We understand inside and outside sales models, and their differences.
• Customized, stress-tested curriculum. We strive to fully understand the interaction between your field sales force, your resellers, and your inside group, and will design your course to satisfy the needs of all channels. Our level of customization is truly unique to the industry, and is based on 10 years of selling high technology products such as software development tools, in-circuit emulators, and communications gateways over the telephone. As our successful customers will tell you, these ideas work
• Single point training. I design the program, write the customized manual, and teach the course. In many training companies, those functions are separate, which means that their trainer may not know your company, and may not have used the techniques that he or she is teaching, which undermines the credibility of the instructor. In my twenty years of selling, I have used every technique I teach, and I've heard virtually everything else during my two years as a buyer. When your people ask questions during the training, I'll provide real-world answers from both a salesperson's and a buyer's perspective.
• We train at all levels. Inside Sales departments are growing so fast that first-level managers are often hired from the ranks. Our Inside Sales Management course deals with issues related to people who are managing others for the first time in an Inside Sales, business-to-business environment. The Accelerating the Sales Cycle foundation course is designed for beginning and mid-level inside account reps, and is applicable to Lead Qualification personnel as well. Our Negotiation Skills course is specific to Inside selling, and we do not teach negotiation practices that are only of benefit in a face-to-face environment. Do your inside people work with your outside team to close accounts.
• Continual evolution. The world changes. Since every class is customized, our curriculum reflects trend changes in prospect mindsets, the evolving culture of the prospect community, and sales tactics, which must adjust to changing technology. Unlike large training companies that redesign course material every five to ten years, we refuse to become dated, and continually update the curriculum to meet the changing high technology marketplace.