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Acclivus R3 Curriculum

Acclivus R3 Solutions leads the industry with the most comprehensive, highly validated, fully-integrated performance development curriculum designed to arm your entire Sales, Service, and Support teams and their managers with a proven and consistent approach to partnering with your customers and clients.

Because we know that nothing is learned until it is applied, implementation goes beyond the “classroom”. Our systematic Follow Through program ensures that behaviors are fully adopted, and skills translate into measurable business results.

The Acclivus Curriculum can be delivered in-classroom or as Virtual Instructor-led Training (VILT). Acclivus will work with you to customize the delivery to best suit your unique situation.

Our Custom Modules provide a selection of highly interactive 60- to 90-minute sessions, each of which presents a timely and important topic for sales professionals who must achieve personal and team goals working in a virtual environment. Each session can stand alone or be combined with others to create a custom solution.

Acclivus can facilitate or train someone from your organization to lead the R3 Curriculum. Please ask us about our Train-The-Trainer (T3) model.

Scroll down for a full list of our course descriptions

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Targeted Audience:

Sales professionals, consultants, and managers responsible for business development, account management, and development of long-term customer relationships.

The Learning Process:

  • R3 Sales Excellence Workshop: Two-and-one-half days – 12 to 20 participants
  • R3 Sales Excellence 12-week Follow Through
  • R3 Sales Excellence Mastery Workshop: One day – 12 to 20 participants

R3 Sales Excellence is the most highly validated communication program in the industry and is based on contemporary and comprehensive research involving more than 500,000 sales professionals in over 80 countries. The Consultative Approach® to Business-with-Business® selling—a proven approach for understanding and influencing the decision process at multiple levels in the most complex client organizations.

Performance Objectives:

Upon successful completion of the R3 Sales Excellence workshop, a sales professional should be able to:

  • Prepare for each client meeting by establishing a valuable and measurable objective and strategy for achieving the objective
  • Open the meeting in a way that establishes a positive and productive tone and direction
  • Guide and focus the sales dialogue in a way that strengthens the relationship and implements the meeting strategy
  • Utilize the Consultative Approach to develop insight into client goals and problems and then identify relevant and significant client needs
  • Thoroughly qualify each sales opportunity
  • Recommend approaches that influence perceptions and advance the decision process
  • Present solutions that clearly solve problems, meet needs, and help the client achieve goals
  • Effectively manage customer skepticism, misperceptions, and concerns
  • Gain client commitment and complete the sale
  • Close each meeting with a mutual plan for future action

“Our entire team has a heightened sense of the value of developing and improving relationships with our customers. We are now better prepared, more attuned to and understanding of the customers’ needs, and more confident in building customer business.”

- Corporate Sales Manager
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Targeted Audience:

R3 Sales is intended for sales representatives whose job responsibilities require them to conduct sales calls both face-to-face and by telephone.

The Learning Process:

  • R3 Sales Workshop: Two days – 12 to 20 participants
  • R3 Sales 12-week Follow Through
  • R3 Sales Excellence Mastery Workshop: One day – 12 to 20 participants

R3 Sales® is a structured, consultative approach to Business-with-Business® selling that is designed to enable and inspire participants to achieve strong RELATIONSHIPS, optimal RESULTS, and profitable REVENUE by continually elevating their level of performance.

Performance Objectives:

Upon successful completion of R3 Sales, a sales professional should be able to:

  • Prepare for sales calls by establishing concrete, measurable objectives and strategies
  • Open the call in a way that establishes a positive and productive tone and direction
  • Establish, maintain, and focus the sales dialogue
  • Develop insight into client goals and problems and then identify relevant and significant client needs
  • Thoroughly and fully qualify each sales opportunity
  • Recommend approaches that influence perceptions and advance the decision process
  • Present solutions that clearly solve problems, meet needs, and help the client achieve goals
  • Effectively manage customer skepticism, misperceptions, and concerns
  • Close each call with a mutual plan for future action
  • Close sales by connecting the benefits of the solutions to identified customer needs

“The R3 Sales approach has heightened the value of developing and bettering relationships with our customers. We are now more prepared to sustain customer loyalty during the economic downturn.”

- Sales Director
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Targeted Audience:

This program is intended for inside sales representatives whose job responsibilities include generating sales through outbound – as well as inbound – calls. Inside R3 Sales is ideally suited to salespeople who, in addition to managing customer transactions, must also support the development of long-term customer relationships.

The Learning Process:

  • Inside R3 Sales Workshop: Two days – 12 to 20 participants
  • Inside R3 Sales 12-week Follow Through
  • Inside R3 Sales Mastery Workshop: One day – 12 to 20 participants

Inside R3 Sales® is The Consultative Approach® adapted for sales professionals whose primary selling tools are telephone and e-mail. Participants learn the skills of R3 Sales Excellence but apply them in the fast-paced environment of inside sales.

Performance Objectives:

Upon successful completion of Inside R3 Ss, an inside sales professional should be able to:

  • Prepare for sales calls by establishing concrete, measurable objectives and strategies
  • Open every outbound and inbound sales call in a way that sets a positive and productive tone and direction for the call
  • Establish, maintain, and focus the sales dialogue
  • Identify relevant and significant customer goals, problems, and needs
  • Thoroughly qualify each sales opportunity
  • Recommend approaches that influence perceptions and advance the decision process
  • Present solutions that will help the customer solve their problems, meet their needs, and achieve their goals
  • Effectively manage customer skepticism, misperceptions, and concerns
  • Close each inbound or outbound call with a mutual plan for future action
  • Close sales by connecting the benefits of the solutions to identified customer needs
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Targeted Audience:

Acclivus Sales Negotiation is intended for sales, support, and service professionals, managers, and executives.

The Learning Process:

  • Acclivus Sales Negotiation Workshop: Two days – 12 to 20 participants
  • Acclivus Sales Negotiation 12-Week Follow Through
  • Acclivus Sales Negotiation Part II—Mastery: One day – 12 to 20 participants

Acclivus Sales Negotiation® is the most highly validated approach to Business-with-Business® negotiation. The program enables professionals to achieve revenue objectives and strengthen customer relationships while preserving their own credibility, the integrity of their products and services, and the profitability of their organizations.

Performance Objectives:

Through the principles and techniques of Acclivus Sales Negotiation, participants learn how to effectively:

  • Prepare for each negotiation by establishing a plan and strategy that will ensure optimal return for both parties
  • Identify, understand, and respond to negotiating challenges and opportunities in a way that empowers the participant’s negotiating position
  • Manage customer expectations during the decision process in order to eliminate tension and stress traditionally associated with negotiation
  • Elevate negotiations—and relationships—from the competitive level to the more productive cooperative and collaborative levels
  • Fully understand the needs driving customer demands so that customer needs can be met even if demands cannot
  • Avoid entering into negotiations that are not likely to produce favorable outcomes for your organization or one in which you are not fully prepared
  • Support and protect the interests and policies of the participants’ organizations
  • Adhere to standards of personal integrity and succeed without misleading customers
  • Apply the techniques of the Acclivus Negotiation Framework to positively influence the tone and substance of negotiations and guide them toward mutually beneficial outcomes
  • Produce favorable results within a negotiation while strengthening customer relationships

“We are seeing significant results in decreased giveaways in negotiating, stronger mutually beneficial terms, and overall more strategic relationships with our customers.”

“The successful achievement of our goals, our common business language, much improved professionalism, and improved parts and service revenues can all be attributed to the implementation of the Acclivus approach.”

- Vice President, Operations
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Targeted Audience:

Acclivus Coaching® is intended for sales, services, and support managers at all organizational levels.

The Learning Process:

A 2-day workshop that allows for 12 to 20 leaders per session. A 10-week Field Implementation and Reinforcement process will follow completion of the workshop.

Acclivus Coaching® provides sales, services, and support managers with the skills, techniques, and approaches necessary to produce consistently superior results as developers of both people and performance.

Performance Objectives:

Acclivus Coaching® provides a proven approach that allows leaders to have a positive impact on both the performance and development of their people by:

  • Identifying clear and relevant standards for performance
  • Developing a coaching culture in which performance-related dialogue is expected and valued
  • Establishing a plan for reviewing performance and setting the stage for coaching
  • Implementing the coaching plan with all team members
  • Reviewing performance of both observed and unobserved sales or service calls and providing positive feedback
  • Working with teams to co-create a climate for high performance based on high expectations

“The training was incredible and exceeded my team’s expectations. We now have a foundation to motivate our management team on their ability to drive superior results with their teams.”

- Vice President, Global Sales
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Targeted Audience:

All salespeople and lead generation teams who have responsibility for new business development – and their managers.

The Learning Process:

A one day workshop with 12 to 20 professionals per Acclivus facilitator to ensure optimal results.

A proven process for preparation and a powerful model for contacting prospects using the phone, voicemail, email, social media and traditional mail. Participants learn to maximize vocal impact, create and deliver targeted, relevant messages as they prepare for and practice making calls with their own prospecting opportunities.

Performance Objectives:

  • Leverage mail, voice mail, email social media to initiate customer relationships
  • Create and deliver messages that hit the target
  • Maximize vocal power – tone, pace, and inflection to create more impact in making calls
  • Network to identify key players and develop advisers and advocates
  • Strategic focus on managing resistance by prospects and gatekeepers
  • Leverage the most up-to-date social selling techniques to create “awareness campaigns”
  • Make more calls and get more meetings

PREREQUISITE – Each participant must bring to the workshop completed prospect profiles for three sales opportunities that will serve as the basis for practice and application. Following the workshop, these opportunities will be pursued.

“This new focus has resulted in an increased number of face-to-face sales calls, better alignment with our prospects and customers, and an increase in our ability to create true value.”

- Sales Manager
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R3 Strategic Sales Presentations™ provides the skills and techniques necessary to prepare and deliver clear messages to multiple levels within organizations with the impact necessary to inspire customers to take action.

Extensive research reveals that effective sales presentations in today’s business environment have these five factors in common:

  1. They inspire customers to take action. While effective business presentations involve and inform, successful sales presentations also inspire customers to action.
  2. They are strategic. Building on account strategies as they evolve throughout the buying and selling process, effective sales presentations communicate strategic messages.
  3. They take two distinctly different forms. Capabilities presentations are typically used early in the selling process to build credibility and gain the customer’s cooperation in identifying specific needs. Solution presentations are used later to relate specific features and benefits to the customer’s identified goals, problems, and needs.
  4. They are highly targeted. By developing and applying insight through skillful preparation, presentations can be targeted in order to influence perceptions and impact behavior. The preparation process involves preparing the presentation, the presenter, and the participants.

They are delivered skillfully to hit their targets with impact.  Skillful delivery involves maximizing the verbal, vocal, and visual impact of the presentation.

Targeted Audience:

Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.

The Learning Process:

Two-and-one-half-day workshop with 6 to 10 participants.

R3 Strategic Sales Presentations® focuses on the skills and techniques necessary to prepare and deliver strategic capabilities and solution presentations to advance the customer’s decision process. Participants focus on their delivery of targeted and impactful messages necessary to inspire customers to take action.

Performance Objectives:

SSP is a performance–based program that provides proven the skills, techniques, and approaches to effectively:

  • Initiate new sales opportunities with existing or prospective customers
  • Position or reposition your value and approach with customers
  • Utilize a proven 10-step process for preparing presentations that involve, inform, and inspire customers to action
  • Develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations
  • Open every presentation in a way that sets the desired tone and focus for the presentation
  • Deliver solution presentations that inspire immediate action and differentiate your organization in competitive situations
  • Manage interactivity and Q&A during and after the presentation
  • Use a range of presentation media
  • Develop proposals that complement and support presentation objectives

“…A course that provides the tools to improve your preparedness for meetings and presentations . End result is clear understanding of rules of engagement. Leads to faster closure and improved relationships.”

- Regional Sales Manager
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Targeted Audience:

MAPS is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

MAPS is a two-day workshop. We recommend that each workshop involve a maximum of 20 professionals per Acclivus facilitator to ensure optimal results.

Major Account Planning & Strategy™ is a partnering approach to develop and retain irreplaceable clients. Account managers and teams develop and implement strategic plans to measurably increase presence and influence decision-making in the account, elevate competitive position, create leveraged client results, and generate profitable revenue.

Performance Objectives:

This approach was quite enlightening for us. We now have the ability to build highly defined account and implementation strategies. Our team is empowered with a common language and consistent approach to account relationship development with our most strategic clients.”

- Senior Director
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Targeted Audience:

Territory Planning & Management is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

Two days – 12 to 20 participants (participation by salespeople and their managers together is highly recommended)

Territory Planning & Management™ enables sales professionals to create strategic territory business plans that include approaches to expand customer base, increase market share, and build competitive barriers. Through Territory Planning & Management, sales organizations gain insight, the power to see beyond the obvious; and leverage, the ability to produce greater results with less effort.

Performance Objectives:

Territory Planning & Management provides sales organizations with the strategies and approaches necessary to proactively set in motion a chain of events that will lead to the achievement of goals and objectives. Territory Planning & Management includes the following:

  • Analyze sales territory from the perspective of awareness, perception, attitude, and current customer buying behavior
  • Identify and target strategic influencers within the territory
  • Develop a proactive approach to territory planning that strengthens customer awareness, perception, attitude, and buying behavior
  • Assess current competitive position with territory and formulate strategies for strengthening a competitive position in the territory
  • Assess current prospecting, qualifying, and closing ratios within pipelines and prepare plans for strengthening these ratios
  • Formulate strategies for maintaining a healthy pipeline with a steady and continuous flow of opportunities
  • Build prospecting plans for new projects within existing and new customers as required
  • Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure

“Our sales professionals have evolved into sales strategists working smarter because they think, plan, and act strategically.”

- Regional Sales Director
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Targeted Audience:

R3 TOP is intended for all salespeople and managers who have responsibility for new business development.

The Learning Process:

R3 TOP is a one-day session. We recommend that each workshop involve 10 to 20 professionals per Acclivus facilitator to ensure maximum results.

R3 TOP® (R3 Time & Opportunity Planning) is a strategy program to help ensure the success of sales professionals. R3 TOP provides the principles, skills, and tools necessary to create and implement a strategic business plan. It also provides managers and coaches with a framework for supporting their teams. R3 TOP begins with each salesperson developing specific strategies for pursuing current opportunities and for meeting current business challenges.

Performance Objectives:

Participants of the R3 TOP program learn how to:

  • Develop business goals and a plan for achieving them
  • Make smarter time-investment decisions
  • Calculate the return on investment for each sales opportunity
  • Fully qualify each sales opportunity and accurately predict the probability of winning
  • Formulate strategies to increase the probability of winning each sales opportunity
  • Create a factored forecast of sales opportunities
  • Build and maintain a healthy, flowing sales pipeline
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Selling To The C-Suite is designed for experienced sales professionals, consultants and leadership who are responsible for building strong customer/client relationships at executive levels while significantly growing sales.

Participants are given multiple opportunities to engage with – and perform for – real C-Level or business executives who in turn provide unfiltered, objective and relevant feedback.

Selling To the C-Suite can be applied to numerous customer/client situations including approaching a new prospect, selling additional products/services within existing accounts, increasing the impact and relevance of value propositions, as well as effectively networking at industry events.

Acclivus applies our proprietary research to curate a tailored panel of C-Level executives. Facilitators bring years of experience of coaching professionals on career-making accounts and opportunities. Participants walk away with a new skillset – and mindset – to engage at the executive level with measurably more confidence and competence.

“The participants gained confidence and will be able to bring more revenue and identify the opportunities easily and close them faster.”

- SVP of Sales
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Targeted Audience:

All business professionals and leaders who must support and collaborate with each other or with customers to be maximally effective and valuable.

The Learning Process:

R3 Collaboration provides every member of the team with a solid foundation of skills, techniques, and approaches to take communication with each other and with customers to a new level.

Performance Objectives:

Upon successful completion of R3 Collaboration, participants should be able to:

  • Begin each meeting, interaction, or project in a way that establishes a positive and productive tone, direction, and focus
  • Guide each dialogue—even when faced with disappointment, frustration, or anger—in a way that ensures optimal results and strengthens the working relationship
  • Probe to understand problems and needs— beyond the obvious—by using a proven, systematic process
  • Effectively manage expectations
  • Keep team members and customers informed and involved
  • Recommend approaches and solutions that lead to optimal results, strengthen the working relationship, and help ensure profitable revenue
  • Effectively address misperceptions, doubts, skepticism, and concerns
  • Respond to demands in a way that strengthens the relationship, strives optimal results and protects the interests of the organization
  • Conclude each interaction in a way that ensures a mutual understanding of what has been accomplished and what commitments have been made
  • Work effectively together with other members of the organization to ensure that commitments are met and objectives are achieved
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Targeted Audience:

Sales and support professionals and managers who are responsible for business development and account management primarily by telephone or within a retail store environment.

The Learning Process:

The R3 transACTION workshop can be presented in a single one-and-a-half day session or in two modules. The 40-day Follow-Through program helps sales representatives apply and “own” what they learned by focusing on a single skill each day.

The program also provides managers with a guide for coaching during the Follow-Through process to ensure a maximum return on the investment.

  • Module One: Diagnosis (5 hours)
  • Module Two: Prescription (5 hours)
  • Follow Through with Coaching (40 days)
  • Profitable Action (Forever)

R3 transACTION® is a sales approach designed to ensure the financial success of a call center or retail business while strengthening customer satisfaction and long-term customer relationships. Participants learn to develop more profitable transactions while serving as much more than order processors.

Performance Objectives:

In R3 transACTION a sales representative will learn the skills necessary to:

  • Open each sales interaction in a way that establishes a positive tone and productive direction for the customer interaction
  • Take charge of the customer interaction and guide the sales dialogue
  • Identify relevant and significant customer needs
  • Thoroughly qualify the sales opportunity
  • Quickly disqualify—and disengage from—“opportunities” that have little potential or probability for success
  • Make recommendations that increase both the potential and the probability of a sale
  • Differentiate the solution based on value rather than on price or giveaways
  • Effectively manage customer resistance
  • Gain customer commitment, as appropriate, and close each customer interaction with a mutual plan for future action
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R3 Service® enables service professionals to take communications with customers to a new level. The skills, techniques and approaches provide a framework for interfacing with customers in field or call center service environments. Participants focus on achieving optimal results with product and service solutions and thereby developing stronger relationships and ongoing profitable revenue.

Targeted Audience:

Service professionals, including field service engineers, telephone support representatives, technical support specialists, installation consultants, supervisors, managers, and executives.

The Learning Process:

  • R3 Service is a two-day workshop with 12 to 20 professionals per Acclivus facilitator to ensure optimal results.
  • R3 Service Follow Through—a 10-week personal implementation plan, a systematic collegial coaching program, and a guide for managers to support and coach service professionals through this learning process.

R3 Service provides a solid foundation of skills, techniques, and approaches to enable service professionals to take communication with customers to a new level. They are better able to diagnose problem`s and identify needs—beyond the obvious. And they are more skilled at guiding customers toward achieving optimal results with your product and service solutions.

Performance Objectives:

Upon successful completion of R3 Service, a service professional should be able to:

  • Begin each customer interaction—whether face-to-face or on the phone—in a way that establishes a positive and productive tone, direction, and focus
  • Guide each service dialogue—even when faced with an irritated customer or emotional situation—in a way that ensures results and strengthens the business relationship
  • Probe to understand problems and needs— beyond the obvious—by using a proven systematic process
  • Effectively manage customer expectations
  • Keep the customer informed and involved
  • Recommend approaches and solutions that lead to optimal results, strengthen the business relationship, and ensure profitable revenue
  • Effectively address customer misperceptions, uncertainties, and concerns
  • Respond to customer demands in a way that strengthens the relationship while protecting the interests of your organization
  • Conclude each customer interaction in a way that ensures that the customer understands what value has been delivered and commits to appropriate future action
  • Work together internally with other members of sales and service to ensure that the appropriate resources are employed to meet the customer’s needs

“Since the R3 Service implementation, we have achieved better customer survey results and are showing great year-over-year growth in all measured criteria. We are confident this trend will continue as we move forward.”

- Business Customer Care Leadership Team
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Targeted Audience:

Customer service, support, and sales representatives who have responsibility for customer interactions and transactions—either face to face or through telephone and other electronic communication. Also the managers of these individuals.

The Learning Process:

R3 INTERACTION begins with five one-hour webinars or a live, one-day workshop. With either delivery method, Acclivus recommends 12 to 20 participants to help ensure lively participation, personal attention from the instructor, and an optimal practice environment.

R3 INTERACTION Follow Through is a 20-day personal implementation plan that connects what participants learned in the working session with their performance on the job. It focuses on one skill set at a time, encouraging full application and self assessment for each skill.

Performance Objectives:

Upon successful completion of R3 INTERACTION, a representative should be able to consistently:

  • Begin each service interaction by gauging the climate, connecting with the customer, and establishing a positive and productive tone and direction
  • Manage the dialogue to ensure complete understanding of customer needs and expectations
  • Probe to find the root causes of customer problems by using a proven, systematic process
  • Identify and manage customer misperceptions, uncertainties, and skepticism
  • Respond to demands in a way that strives to meet the customer’s needs while protecting the interests of the organization
  • Conclude each interaction by summarizing the situation and prescribing the steps that will ensure that the customer achieves their purpose and meets or exceeds their expectations

“Our indirect sales channel is self-reporting that the individuals leveraging Acclivus are outselling their counterparts that aren’t using the skills by 2 to 1.”

- Manager, Regional Distribution Sales
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The Consultative Approach virtual track provides the strategies, skills and approaches that will help sales professionals develop more effective pursuit strategies in order to consistently develop new business, focus more heavily on opportunities that are high-value and high-probability, ensure strong pipelines, attain new logos, effectively manage customer resistance, and differentiate your organization in today’s crowded marketplace.

The Consultative Selling Virtual Training Track includes:

  • Influencing Customer Perception and Behavior throughout the entire Buying Process
  • Preparing and Opening Virtual Meetings that Set the Tone and Direction for the Customer Relationship
  • Qualifying Opportunities While Strengthening Relationships at all Levels of a Customer Organization
  • Managing Resistance in Ways that Build Momentum Toward Closing the Sale  

Targeted Audience:

Sales professionals, consultants, and managers responsible for business development, account management, and development of long-term customer relationships.

The Learning Process:

The Consultative Approach Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • take a principles-based approach to all customer interactions
  • influence customer perception and behavior throughout the entire Buying Process
  • build “real” long-term relationships with customers to accelerate new and ongoing opportunities
  • gain access at multiple levels within an organization to shorten the sales cycle and influence customer buying behavior
  • leverage the consultative approach to powerfully diagnose customer goals, problems and needs before prescribing solutions
  • fully qualify opportunities to determine probability and potential
  • optimize the investment of time and resources
  • make strong recommendations that guide the customer dialogue
  • present solutions that are linked to customers’ goals, problems, and needs
  • manage resistance in ways that gain customer acceptance and advance the buying process
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The Collaborative Negotiation Training Track provides the strategic thinking, processes, and skills that are required for participants to guide customer negotiations in ways that can elevate the level of relationships, accelerate the customer decision process, effectively respond to customer tactics and demands, and manage the entire negotiation process in ways that ensure  mutually rewarding outcomes.

The Negotiation Virtual Training Track includes four modules:

  1. Elevating Levels of Relationship and Negotiation 
  2. Creating Influence and Power throughout the Customer Decision Process 
  3. Managing Customer Tactics to Protect Brand and Margin and Avoid Costly Concessions 
  4. Managing Negotiations in Ways that Create Equity and Balance

Targeted Audience:

Sales, support, and service professionals, managers, and executives.

The Learning Process:

The Consultative Negotiation Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • take a principles-based approach to all customer interactions
  • elevate the level of relationships and negotiation from competitive to cooperative and ultimately to collaborative
  • understand how perceptions drive the way customers approach power in negotiations
  • identify and understand negotiating challenges and opportunities as they occur throughout the customer buying process
  • influence customer perceptions, attitude, and behavior
  • build core and personal power within accounts in advance of contractual negotiations
  • recognize tactics and respond in ways that preserve and elevate the relationship
  • understand the real needs behind customer demands
  • reduce concessions
  • reach agreements with customers that produce equitable or optimal value for both parties
  • support and protect the legitimacy of the organization’s policies and procedures
  • bring business to closure with optimal return for all parties
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Creating a Coaching Space in a Virtual Place provides leaders with a “big picture” view of their role, focusing on the influence they have with their teams and how that influence impacts their organization as a whole. Leaders who embrace their coaching role, and actively work toward the development of their teams, have a positive impact on retention and employee loyalty and set the tone for the organizational culture. They impact bottom-line results in more ways than simply meeting their revenue targets.

Targeted Audience:

Sales, services, and support managers at all organizational levels.

The Learning Process:

Creating a Coaching Space in a Virtual Place is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants in Strategic Presentations you will be able to:

  • Initiate new sales opportunities with existing or prospective customers
  • prepare and open presentations to set the desired tone and focus and gain the customers’ attention
  • deliver high impact presentations (formal or informal) that involve, inform, and inspire customers to action
  • differentiate their organization, its products and services in today’s crowded marketplace
  • create and deliver key strategic messages while telling their organization’s Value-based Story
  • position or reposition the organization’s value and approach with customers
  • develop the verbal, vocal, and visual power necessary for compelling presentations
  • develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations design and deliver solution presentations that inspire immediate action

“We were helped tremendously. The Acclivus Coaching methodology helped change our focus onto the aspects that contribute to achieve goals and objectives. it also aligns well with our culture here!”

- CEO
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A proven process for preparation and a powerful model for contacting prospects using the phone, voicemail, email, social media and traditional mail. Participants learn to maximize vocal impact, create and deliver targeted, relevant messages as they prepare for and practice making calls with their own prospecting opportunities.

The Getting The Meeting Virtual Training Track includes:

  1. Preparation: Gaining Beyond the Obvious Insight
  2. Making the Call®
  3. Working With Gatekeepers
  4. Leveraging Social Selling Techniques for Creating an Awareness Campaign

 

Targeted Audience:

All salespeople and lead generation teams who have responsibility for new business development – and their managers.

The Learning Process:

The Getting THE Meeting Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Performance Objectives:

  • Leverage mail, voice mail, email social media to initiate customer relationships
  • Create and deliver messages that hit the target
  • Maximize vocal power – tone, pace, and inflection to create more impact in making calls
  • Network to identify key players and develop advisers and advocates
  • Strategic focus on managing resistance by prospects and gatekeepers
  • Leverage the most up-to-date social selling techniques to create “awareness campaigns”
  • Make more calls and get more meetings
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The Strategic Presentations Virtual Training Track helps participants develop the skills, confidence and conviction necessary to prepare and deliver highly targeted strategic presentations that involve, inform, and inspire customers to take action. The Strategic Presentations approach enables business professionals to effectively deliver both formal and informal, virtual or in-person presentations to any size group.

The Strategic Presentations Virtual Training Track includes four modules:

  1. Influencing the Customer’s Decision Process through Strategic Presentations
  2. Preparing and Opening Targeted Value-based Stories and/or Solution Presentations
  3. Leveraging Delivery Techniques for Compelling Presentations
  4. Delivering Value-based Stories and/or Solution Presentations that Involve, Inform and Inspire Customers to Take Action

Targeted Audience:

Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.

The Learning Process:

The Strategic Presentations Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants in Strategic Presentations you will be able to:

  • Initiate new sales opportunities with existing or prospective customers
  • prepare and open presentations to set the desired tone and focus and gain the customers’ attention
  • deliver high impact presentations (formal or informal) that involve, inform, and inspire customers to action
  • differentiate their organization, its products and services in today’s crowded marketplace
  • create and deliver key strategic messages while telling their organization’s Value-based Story
  • position or reposition the organization’s value and approach with customers
  • develop the verbal, vocal, and visual power necessary for compelling presentations
  • develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations
  • design and deliver solution presentations that inspire immediate action
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The Strategic Customer Messaging Virtual Training Track provides the strategies, skills and approaches that will help all members of an organization to develop insightful and compelling presentations – whether formal or informal — that inform, involve, and inspire customers to take action.

The Strategic Customer Messaging Virtual Training Track includes:

  1. Influencing Customer Perception and Behavior through Targeted Virtual Presentations
  2. Preparing and Opening Value-based Stories and/or Solution Presentations
  3. Crafting Insightful and Strategic Messages that Inspire Customers to Action
  4. Managing Participant Involvement and the Q&A Process

Targeted Audience:

Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.

The Learning Process:

The Strategic Customer Messaging Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • Deliver high-impact (formal or informal) presentations to customers and colleagues
  • Differentiate their organization and its solutions in today’s competitive marketplace
  • Create positive awareness about specific initiatives and promotions
  • Develop strategic messages, based on solid insight, that positively influence customer perception, attitude, and behavior
  • Create and deliver key strategic messages while telling their Value-based Story
  • Build long-term relationships with customers
  • Position or reposition the value and approach that their organization brings
  • Design and deliver presentations that inspire immediate action and differentiate them in competitive situations
  • Develop confidence and conviction in the delivery of informative presentations that accomplish desired objectives
  • Develop verbal, vocal, and visual power in presentations
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The Major Account Planning & Strategy Virtual Training Track provides the strategic approaches, strategies, and skills needed to effectively manage large, complex accounts. It provides a process for creating and implementing strategic Relationship and MindShare plans to initiate, penetrate, and/or insulate an organization’s position within its most strategic accounts, resulting in more profitable, predictable revenue.

The Major Account Planning & Strategy Virtual Training Track includes:

  1. Creating Influence Strategies to Influence the Behavior of Key Players in your Client Organization
  2. Developing Relationship and Mindshare Account Plans with 30-, 60- and 90-day Goals, Objectives, and Strategies
  3. Assessing and Elevating Your Competitive Position
  4. Qualifying Opportunities and Creating Pursuit Strategies and Strategic Win Themes

Targeted Audience:

The Major Account Planning & Strategy Virtual Training Track is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

The Major Account Planning and Strategy Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • Analyze the client decision process as it pertains to large accounts, and formulate strategies for playing a more valuable and influential role at each stage of the process
  • Calculate current MindShare status by analyzing awareness, perception and attitude at each level of the client organization
  • Maximize revenue through new recommendations (i.e., proprietary, contact center, and consulting services)
  • Identify the key players in the account and determine each key player’s role in the decision process
  • Grow market share within each account by offering new solutions and recommendations
  • Categorize the roles of key-players as Advocate, Advisor, Adversary, Neutral, or Unknown
  • Create a color-coded organization chart as the basis for developing ongoing Relationship Base strategies
  • Formulate key-player influence strategies for leveraging Advocates and Advisors to develop relationships with adversaries and Neutral key players
  • Create objectives and strategies for increasing MindShare and Relationship Base by influencing awareness, perception, and attitude
  • Build 30-, 60-, and 90-day objectives and strategies to increase MindShare and manage and leverage the account relationship map
  • Qualify opportunities and create opportunity pursuit strategies
  • Analyze their organization’s strategic position with the client organization, and create strategic barriers for competitors
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The Territory Planning & Management Virtual Training Track provides the principles, strategies, and skills required to identify, pursue, and win major business opportunities, to better allocate time and resources, to create and implement a strategic business plan and manage a robust sales pipeline.

The Territory Planning & Management Virtual Training Track includes:

  1. Calculating the Value of your Time and Effectively Allocating Resources
  2. Analyzing Five Lenses of Territory Planning and Management
  3. Strategically Growing and Maintaining Your Customer Base while Segmenting into Primary, Secondary and Tertiary Markets
  4. Forecasting the Potential and the Probability and Intensifying Sales Opportunities

 

Targeted Audience:

The Territory Planning & Management Virtual Training Track is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

The Territory Planning & Management Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • Analyze their territory from the perspective of awareness, perception, attitude, and current customer buying behavior
  • Identify and target strategic influencers within their territory
  • Develop a proactive approach to territory planning that strengthens their market influence
  • Assess current competitive position in a territory and formulate strategies for strengthening their competitive position
  • Segment your Territory into Primary, Secondary, and Tertiary Accounts to Strategically Grow and Maintain your Customer Base
  • Assess current prospecting, qualifying, and closing ratios within pipelines and prepare plans for strengthening these ratios
  • Formulate strategies for maintaining a healthy pipeline with a steady and continuous flow of opportunities
  • Strengthen and enhance the perception of value and increase the likelihood for further penetration and retention
  • Build prospecting plans for new projects within existing and new accounts as required
  • Implement strategic events and campaigns to increase customer satisfaction and retention
  • Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure
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Selling To The C-Suite in a Virtual Setting is designed for experienced sales professionals, consultants and leadership who are responsible for building strong customer/client relationships at executive levels while significantly growing sales.

Participants are given multiple opportunities to engage with – and perform for – real C-Level or business executives who in turn provide unfiltered, objective and relevant feedback.

Selling To the C-Suite can be applied to numerous customer/client situations including approaching a new prospect, selling additional products/services within existing accounts, increasing the impact and relevance of value propositions, as well as effectively networking at industry events.

Acclivus applies our proprietary research to curate a tailored panel of C-Level executives. Facilitators bring years of experience of coaching professionals on career-making accounts and opportunities. Participants walk away with a new skillset – and mindset – to engage at the executive level with measurably more confidence and competence.

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The R3 Service Virtual Solution provides a solid foundation of skills, techniques, and approaches that enable service professionals to take communication with customers to a new level – without or without the benefit of face-to-face contact. Participant will be better able to diagnose problems and identify needs – beyond the obvious.  And they will be more skilled at guiding customers toward achieving optimal results with your product and service solutions.

The R3 Service virtual solution includes these four modules:

  1. Building and Strengthening Customer Relationships
  2. Preparing and Conducting Effective Service Calls, both on-site and remotely
  3. Involving and Informing Customers
  4. Upsolving®

Targeted Audience:

Service professionals, including field service engineers, telephone support representatives, technical support specialists, installation consultants, supervisors, managers, and executives.

The Learning Process:

The R3 Service virtual solution is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Upon successful completion of R3 Service, a service professional should be able to:

  • Begin every service interaction in a way that establishes a positive and productive tone, direction, and focus
  • Guide each service dialogue in a way that ensures results and strengthens the business relationship
  • Effectively manage customer expectations
  • Keep the customer informed and involved throughout the service interaction
  • Recommend approaches and solutions that lead to optimal results
  • Effectively address customer misperceptions, uncertainties, and concerns
  • Conclude each service interaction in a way that ensures that the customer understands what was accomplished and what value was delivered
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Participants learn the importance of understanding the customer’s decision process and knowing where the customer is in the process. They learn to influence customer perception, attitude, and behavior throughout their interactions with customers. They learn to create perception strategies that drive customer attitude and influence customer buying behavior.

Based on a thorough understanding of how perception drives attitude and ultimately drives buying behavior, participants will learn to analyze and leverage the “customer treat/regard spiral.”

The Learning Process:

Influencing the Decision Process in a Virtual Selling Environment can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn the four components that are essential for building strong, lasting relationships.

Participants learn how to identify a customer’s positional and personal needs, and how to leverage this insight to help solidify relationships. And they learn to take a disciplined and strategic approach to meeting customers’ personal needs when working virtually.

The Learning Process:

Building and Strengthening Strategic Customer Relationships can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn what the seven sources of power are and why they are necessary for successful negotiations. Emphasis is placed on building core power within an account: the power of insight, the power of legitimacy, the power of relationship, and the power of need/solution.

The Learning Process:

Building Power for Competitive Advantage can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn the three levels of relationships and negotiation, emphasizing typical customer driving perceptions at each level. They learn that each level is driven by the customer’s perception of needs, motivation, trust, and their approach to power.

They learn to elevate relationships from the competitive level to the cooperative level and finally to the collaborative level.

The Learning Process:

Elevating Levels of Relationships can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to prepare for meetings by researching accounts and setting objectives that are valuable, measurable, and achievable. They also learn to prepare strategies that enable them to achieve their objectives for the meeting and the opportunity.

Participants learn a validated six-step process for effectively guiding the opening of meetings – especially virtual meetings – in a way that sets a productive tone, direction, and focus while also effectively meeting the personal needs of everyone involved.

Participants learn that when opening a virtual meeting, it is critical to include and involve everyone in the meeting from the start.

The Learning Process:

Preparing and Opening Meetings That Advance the Sales Process can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to use The Consultative Approach® to get beyond the obvious when diagnosing customer goals, problems, and needs. They learn that the power of the Consultative Approach comes from the sales professional having the insight needed to recommend approaches and solutions that connect to each individual’s personal and positional needs.

Participants learn to gain the insight they need through effective probing and listening techniques. They learn specific skills for guiding a customer dialogue – even a difficult dialogue – to help a customer justify the decision to work with them. They learn that these skills are especially critical in virtual meetings because they are the verbal means for communicating listening and that what the customer is saying is important. Because these skills serve to meet the personal needs of a customer or prospect, participants learn powerful ways to continue strengthening the customer relationship, even without the benefit of a face-to-face meeting.

The Learning Process:

Leveraging the Consultative Approach® can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to fully qualify new and existing opportunities to help them prioritize their time and resources so that they focus most heavily on those opportunities that have the greatest potential and probability.

Participants learn to effectively probe for a customer’s goals, problems and needs, as well as decision process, financial factors, and competition for the opportunity – and timing as it relates to each factor. They learn to use the insight gained in qualifying to identify and overcome competitive challenges, determine a solution that fits with the customer’s budget, make the best use of their time, and ensure that all relevant decision makers are included in a presentation.

Participants learn to create relationships at multiple levels in a customer organization in order to refine their insight, increase opportunities, and expand and insulate their position within the account. They learn to work effectively with gatekeepers. Participants learn how to be even more deliberate and strategic with their qualifying techniques when confined to a virtual meeting platform.

The Learning Process:

Qualifying the Potential and Probability of All Opportunities can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn that responding to resistance (or objections) quickly and appropriately helps to more quickly advance the decision process and move toward the close of the sale. They learn to identify the three specific types of resistance: misperceptions, skepticism, and concerns. And they learn the most effective approach for responding to each type of resistance.

The Learning Process:

Responding to Resistance can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to recommend approaches for direction and for solutions that clearly tie the features, functions, and benefits of their products/services to identified customer goals and problems. They learn to present their products and services in the most succinct manner possible, always keeping the focus on what is of value to the customer.

Participants learn to close the sale in ways that reaffirm how the solution supports the customer’s goals and needs. They learn to be sure the customer agrees before proposing next steps. Participants learn to be disciplined in probing for acceptance verbally when they do not have the advantage of visual cues.

The Learning Process:

Recommending and Closing the Sale can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to craft and deliver a customized Value-based Story to influence the customer’s or prospect’s decision process. They learn that Value-based Stories are most effective when the team member has gained significant insight into the account and can make the connections between customer goals, problems, and needs and the proposed solutions.

The Learning Process:

Delivering Your Value-based Story can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn how the Framework for Negotiation relates to their customer situations. They learn to listen for the personal need behind the demand or request.

They learn to acknowledge the customer demand/request, clarify to test their understanding, and to identify the need behind the demand. Participants learn to slow the conversation down, rather than making “knee-jerk” responses, and to provide themselves time to think through both the short- and long-term implications of whatever decision they make in response to the customer.

Participants learn to gain insight, clearly explain items they will not negotiate on, and defer issues as needed. They learn to test and clarify to ensure alignment with the customer.

The Learning Process:

Managing Negotiations – Staying Above the Line can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to manage concessions and non-concessions, the importance of providing strong rationales for their decisions, and responding with appropriate counter-demands. They learn to do all of this in ways that preserve – and can elevate – the level of relationship.

Participants learn to align with their customer throughout the entire negotiation process.  They learn specific skills to Align, Adapt, Assert, and Assure throughout the process, in order to bring equity and balance to the negotiation and the relationship.

The Learning Process:

Managing Negotiations – Working Below the Line can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to recognize and neutralize negotiation tactics. They gain an understanding of how tactics can be prevented through the development of power prior to negotiation.  And they learn to use specific counter‐tactics which can neutralize a tactic in a way that strengthens and elevates the relationship and moves the decision process forward.

The Learning Process:

Managing Tactics and Utilizing Counteractions can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to deliver compelling presentations of their proposed solutions. They learn to explore differences in messages targeted for different levels (executive, departmental, project/user) in a client organization. They learn to link goals/problems/needs to specific solution features/functions by creating powerful and relevant benefit statements. And they learn to assess the reactions of their audience when presenting virtually.

The Learning Process:

Preparing Targeted Solution Presentations can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Even the most confident sales professionals can experience anxiety and frustration when prospecting for new business – especially cold calling. And this new, almost entirely virtual business environment requires that the sales professional now approach their prospects with even more skill, insight and conviction than just a year ago.  Business leaders may feel more reluctant to buy products and services today; they are not more reluctant to gain insight, receive expert counsel, and invest in assurance.

Getting the Meeting® delivers a proven process for preparation and a powerful model for connecting with prospects while clearly and concisely communicating relevant and meaningful value – not just in their products and services, but in the time spent meeting altogether.

During the workshop, participants shift their mindset from “seller” to “value-creating partner,” and learn how to develop and implement effective messaging campaigns tailored to the individual they are calling on. They also prepare for and practice making actual calls with their own prospecting opportunities. Getting the Meeting provides the principles, skills, and techniques necessary to initiate new sales opportunities. The session is an exciting, intensive, and fun-filled hour focused on:

  • Embracing the challenge and opportunity of prospecting.
  • Mastering a proven and validated communication model for Getting the Meeting.
  • Managing resistance and differentiating value

Targeted Audience:

The Learning Process:

Performance Objectives:

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Participants learn techniques and strategies for preparing well-organized, targeted presentations. They learn the importance of setting objectives for their presentations – objectives that are measurable, valuable, and achievable. They also learn to ensure that what they present is clearly tied to specific client goals and needs.

The Learning Process:

Preparing and Delivering Compelling Presentations can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Targeted Audience:

Sales professionals, consultants, and managers responsible for business development, account management, and development of long-term customer relationships.

The Learning Process:

  • R3 Sales Excellence Workshop: Two-and-one-half days – 12 to 20 participants
  • R3 Sales Excellence 12-week Follow Through
  • R3 Sales Excellence Mastery Workshop: One day – 12 to 20 participants

R3 Sales Excellence is the most highly validated communication program in the industry and is based on contemporary and comprehensive research involving more than 500,000 sales professionals in over 80 countries. The Consultative Approach® to Business-with-Business® selling—a proven approach for understanding and influencing the decision process at multiple levels in the most complex client organizations.

Performance Objectives:

Upon successful completion of the R3 Sales Excellence workshop, a sales professional should be able to:

  • Prepare for each client meeting by establishing a valuable and measurable objective and strategy for achieving the objective
  • Open the meeting in a way that establishes a positive and productive tone and direction
  • Guide and focus the sales dialogue in a way that strengthens the relationship and implements the meeting strategy
  • Utilize the Consultative Approach to develop insight into client goals and problems and then identify relevant and significant client needs
  • Thoroughly qualify each sales opportunity
  • Recommend approaches that influence perceptions and advance the decision process
  • Present solutions that clearly solve problems, meet needs, and help the client achieve goals
  • Effectively manage customer skepticism, misperceptions, and concerns
  • Gain client commitment and complete the sale
  • Close each meeting with a mutual plan for future action

“Our entire team has a heightened sense of the value of developing and improving relationships with our customers. We are now better prepared, more attuned to and understanding of the customers’ needs, and more confident in building customer business.”

- Corporate Sales Manager
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Targeted Audience:

R3 Sales is intended for sales representatives whose job responsibilities require them to conduct sales calls both face-to-face and by telephone.

The Learning Process:

  • R3 Sales Workshop: Two days – 12 to 20 participants
  • R3 Sales 12-week Follow Through
  • R3 Sales Excellence Mastery Workshop: One day – 12 to 20 participants

R3 Sales® is a structured, consultative approach to Business-with-Business® selling that is designed to enable and inspire participants to achieve strong RELATIONSHIPS, optimal RESULTS, and profitable REVENUE by continually elevating their level of performance.

Performance Objectives:

Upon successful completion of R3 Sales, a sales professional should be able to:

  • Prepare for sales calls by establishing concrete, measurable objectives and strategies
  • Open the call in a way that establishes a positive and productive tone and direction
  • Establish, maintain, and focus the sales dialogue
  • Develop insight into client goals and problems and then identify relevant and significant client needs
  • Thoroughly and fully qualify each sales opportunity
  • Recommend approaches that influence perceptions and advance the decision process
  • Present solutions that clearly solve problems, meet needs, and help the client achieve goals
  • Effectively manage customer skepticism, misperceptions, and concerns
  • Close each call with a mutual plan for future action
  • Close sales by connecting the benefits of the solutions to identified customer needs

“The R3 Sales approach has heightened the value of developing and bettering relationships with our customers. We are now more prepared to sustain customer loyalty during the economic downturn.”

- Sales Director
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Targeted Audience:

This program is intended for inside sales representatives whose job responsibilities include generating sales through outbound – as well as inbound – calls. Inside R3 Sales is ideally suited to salespeople who, in addition to managing customer transactions, must also support the development of long-term customer relationships.

The Learning Process:

  • Inside R3 Sales Workshop: Two days – 12 to 20 participants
  • Inside R3 Sales 12-week Follow Through
  • Inside R3 Sales Mastery Workshop: One day – 12 to 20 participants

Inside R3 Sales® is The Consultative Approach® adapted for sales professionals whose primary selling tools are telephone and e-mail. Participants learn the skills of R3 Sales Excellence but apply them in the fast-paced environment of inside sales.

Performance Objectives:

Upon successful completion of Inside R3 Ss, an inside sales professional should be able to:

  • Prepare for sales calls by establishing concrete, measurable objectives and strategies
  • Open every outbound and inbound sales call in a way that sets a positive and productive tone and direction for the call
  • Establish, maintain, and focus the sales dialogue
  • Identify relevant and significant customer goals, problems, and needs
  • Thoroughly qualify each sales opportunity
  • Recommend approaches that influence perceptions and advance the decision process
  • Present solutions that will help the customer solve their problems, meet their needs, and achieve their goals
  • Effectively manage customer skepticism, misperceptions, and concerns
  • Close each inbound or outbound call with a mutual plan for future action
  • Close sales by connecting the benefits of the solutions to identified customer needs
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Targeted Audience:

Acclivus Sales Negotiation is intended for sales, support, and service professionals, managers, and executives.

The Learning Process:

  • Acclivus Sales Negotiation Workshop: Two days – 12 to 20 participants
  • Acclivus Sales Negotiation 12-Week Follow Through
  • Acclivus Sales Negotiation Part II—Mastery: One day – 12 to 20 participants

Acclivus Sales Negotiation® is the most highly validated approach to Business-with-Business® negotiation. The program enables professionals to achieve revenue objectives and strengthen customer relationships while preserving their own credibility, the integrity of their products and services, and the profitability of their organizations.

Performance Objectives:

Through the principles and techniques of Acclivus Sales Negotiation, participants learn how to effectively:

  • Prepare for each negotiation by establishing a plan and strategy that will ensure optimal return for both parties
  • Identify, understand, and respond to negotiating challenges and opportunities in a way that empowers the participant’s negotiating position
  • Manage customer expectations during the decision process in order to eliminate tension and stress traditionally associated with negotiation
  • Elevate negotiations—and relationships—from the competitive level to the more productive cooperative and collaborative levels
  • Fully understand the needs driving customer demands so that customer needs can be met even if demands cannot
  • Avoid entering into negotiations that are not likely to produce favorable outcomes for your organization or one in which you are not fully prepared
  • Support and protect the interests and policies of the participants’ organizations
  • Adhere to standards of personal integrity and succeed without misleading customers
  • Apply the techniques of the Acclivus Negotiation Framework to positively influence the tone and substance of negotiations and guide them toward mutually beneficial outcomes
  • Produce favorable results within a negotiation while strengthening customer relationships

“We are seeing significant results in decreased giveaways in negotiating, stronger mutually beneficial terms, and overall more strategic relationships with our customers.”

“The successful achievement of our goals, our common business language, much improved professionalism, and improved parts and service revenues can all be attributed to the implementation of the Acclivus approach.”

- Vice President, Operations
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Targeted Audience:

Acclivus Coaching® is intended for sales, services, and support managers at all organizational levels.

The Learning Process:

A 2-day workshop that allows for 12 to 20 leaders per session. A 10-week Field Implementation and Reinforcement process will follow completion of the workshop.

Acclivus Coaching® provides sales, services, and support managers with the skills, techniques, and approaches necessary to produce consistently superior results as developers of both people and performance.

Performance Objectives:

Acclivus Coaching® provides a proven approach that allows leaders to have a positive impact on both the performance and development of their people by:

  • Identifying clear and relevant standards for performance
  • Developing a coaching culture in which performance-related dialogue is expected and valued
  • Establishing a plan for reviewing performance and setting the stage for coaching
  • Implementing the coaching plan with all team members
  • Reviewing performance of both observed and unobserved sales or service calls and providing positive feedback
  • Working with teams to co-create a climate for high performance based on high expectations

“The training was incredible and exceeded my team’s expectations. We now have a foundation to motivate our management team on their ability to drive superior results with their teams.”

- Vice President, Global Sales
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Targeted Audience:

All salespeople and lead generation teams who have responsibility for new business development – and their managers.

The Learning Process:

A one day workshop with 12 to 20 professionals per Acclivus facilitator to ensure optimal results.

A proven process for preparation and a powerful model for contacting prospects using the phone, voicemail, email, social media and traditional mail. Participants learn to maximize vocal impact, create and deliver targeted, relevant messages as they prepare for and practice making calls with their own prospecting opportunities.

Performance Objectives:

  • Leverage mail, voice mail, email social media to initiate customer relationships
  • Create and deliver messages that hit the target
  • Maximize vocal power – tone, pace, and inflection to create more impact in making calls
  • Network to identify key players and develop advisers and advocates
  • Strategic focus on managing resistance by prospects and gatekeepers
  • Leverage the most up-to-date social selling techniques to create “awareness campaigns”
  • Make more calls and get more meetings

PREREQUISITE – Each participant must bring to the workshop completed prospect profiles for three sales opportunities that will serve as the basis for practice and application. Following the workshop, these opportunities will be pursued.

“This new focus has resulted in an increased number of face-to-face sales calls, better alignment with our prospects and customers, and an increase in our ability to create true value.”

- Sales Manager
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R3 Strategic Sales Presentations™ provides the skills and techniques necessary to prepare and deliver clear messages to multiple levels within organizations with the impact necessary to inspire customers to take action.

Extensive research reveals that effective sales presentations in today’s business environment have these five factors in common:

  1. They inspire customers to take action. While effective business presentations involve and inform, successful sales presentations also inspire customers to action.
  2. They are strategic. Building on account strategies as they evolve throughout the buying and selling process, effective sales presentations communicate strategic messages.
  3. They take two distinctly different forms. Capabilities presentations are typically used early in the selling process to build credibility and gain the customer’s cooperation in identifying specific needs. Solution presentations are used later to relate specific features and benefits to the customer’s identified goals, problems, and needs.
  4. They are highly targeted. By developing and applying insight through skillful preparation, presentations can be targeted in order to influence perceptions and impact behavior. The preparation process involves preparing the presentation, the presenter, and the participants.

They are delivered skillfully to hit their targets with impact.  Skillful delivery involves maximizing the verbal, vocal, and visual impact of the presentation.

Targeted Audience:

Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.

The Learning Process:

Two-and-one-half-day workshop with 6 to 10 participants.

R3 Strategic Sales Presentations® focuses on the skills and techniques necessary to prepare and deliver strategic capabilities and solution presentations to advance the customer’s decision process. Participants focus on their delivery of targeted and impactful messages necessary to inspire customers to take action.

Performance Objectives:

SSP is a performance–based program that provides proven the skills, techniques, and approaches to effectively:

  • Initiate new sales opportunities with existing or prospective customers
  • Position or reposition your value and approach with customers
  • Utilize a proven 10-step process for preparing presentations that involve, inform, and inspire customers to action
  • Develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations
  • Open every presentation in a way that sets the desired tone and focus for the presentation
  • Deliver solution presentations that inspire immediate action and differentiate your organization in competitive situations
  • Manage interactivity and Q&A during and after the presentation
  • Use a range of presentation media
  • Develop proposals that complement and support presentation objectives

“…A course that provides the tools to improve your preparedness for meetings and presentations . End result is clear understanding of rules of engagement. Leads to faster closure and improved relationships.”

- Regional Sales Manager
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Targeted Audience:

MAPS is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

MAPS is a two-day workshop. We recommend that each workshop involve a maximum of 20 professionals per Acclivus facilitator to ensure optimal results.

Major Account Planning & Strategy™ is a partnering approach to develop and retain irreplaceable clients. Account managers and teams develop and implement strategic plans to measurably increase presence and influence decision-making in the account, elevate competitive position, create leveraged client results, and generate profitable revenue.

Performance Objectives:

This approach was quite enlightening for us. We now have the ability to build highly defined account and implementation strategies. Our team is empowered with a common language and consistent approach to account relationship development with our most strategic clients.”

- Senior Director
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Targeted Audience:

Territory Planning & Management is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

Two days – 12 to 20 participants (participation by salespeople and their managers together is highly recommended)

Territory Planning & Management™ enables sales professionals to create strategic territory business plans that include approaches to expand customer base, increase market share, and build competitive barriers. Through Territory Planning & Management, sales organizations gain insight, the power to see beyond the obvious; and leverage, the ability to produce greater results with less effort.

Performance Objectives:

Territory Planning & Management provides sales organizations with the strategies and approaches necessary to proactively set in motion a chain of events that will lead to the achievement of goals and objectives. Territory Planning & Management includes the following:

  • Analyze sales territory from the perspective of awareness, perception, attitude, and current customer buying behavior
  • Identify and target strategic influencers within the territory
  • Develop a proactive approach to territory planning that strengthens customer awareness, perception, attitude, and buying behavior
  • Assess current competitive position with territory and formulate strategies for strengthening a competitive position in the territory
  • Assess current prospecting, qualifying, and closing ratios within pipelines and prepare plans for strengthening these ratios
  • Formulate strategies for maintaining a healthy pipeline with a steady and continuous flow of opportunities
  • Build prospecting plans for new projects within existing and new customers as required
  • Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure

“Our sales professionals have evolved into sales strategists working smarter because they think, plan, and act strategically.”

- Regional Sales Director
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Targeted Audience:

R3 TOP is intended for all salespeople and managers who have responsibility for new business development.

The Learning Process:

R3 TOP is a one-day session. We recommend that each workshop involve 10 to 20 professionals per Acclivus facilitator to ensure maximum results.

R3 TOP® (R3 Time & Opportunity Planning) is a strategy program to help ensure the success of sales professionals. R3 TOP provides the principles, skills, and tools necessary to create and implement a strategic business plan. It also provides managers and coaches with a framework for supporting their teams. R3 TOP begins with each salesperson developing specific strategies for pursuing current opportunities and for meeting current business challenges.

Performance Objectives:

Participants of the R3 TOP program learn how to:

  • Develop business goals and a plan for achieving them
  • Make smarter time-investment decisions
  • Calculate the return on investment for each sales opportunity
  • Fully qualify each sales opportunity and accurately predict the probability of winning
  • Formulate strategies to increase the probability of winning each sales opportunity
  • Create a factored forecast of sales opportunities
  • Build and maintain a healthy, flowing sales pipeline
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Selling To The C-Suite is designed for experienced sales professionals, consultants and leadership who are responsible for building strong customer/client relationships at executive levels while significantly growing sales.

Participants are given multiple opportunities to engage with – and perform for – real C-Level or business executives who in turn provide unfiltered, objective and relevant feedback.

Selling To the C-Suite can be applied to numerous customer/client situations including approaching a new prospect, selling additional products/services within existing accounts, increasing the impact and relevance of value propositions, as well as effectively networking at industry events.

Acclivus applies our proprietary research to curate a tailored panel of C-Level executives. Facilitators bring years of experience of coaching professionals on career-making accounts and opportunities. Participants walk away with a new skillset – and mindset – to engage at the executive level with measurably more confidence and competence.

“The participants gained confidence and will be able to bring more revenue and identify the opportunities easily and close them faster.”

- SVP of Sales
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Targeted Audience:

All business professionals and leaders who must support and collaborate with each other or with customers to be maximally effective and valuable.

The Learning Process:

R3 Collaboration provides every member of the team with a solid foundation of skills, techniques, and approaches to take communication with each other and with customers to a new level.

Performance Objectives:

Upon successful completion of R3 Collaboration, participants should be able to:

  • Begin each meeting, interaction, or project in a way that establishes a positive and productive tone, direction, and focus
  • Guide each dialogue—even when faced with disappointment, frustration, or anger—in a way that ensures optimal results and strengthens the working relationship
  • Probe to understand problems and needs— beyond the obvious—by using a proven, systematic process
  • Effectively manage expectations
  • Keep team members and customers informed and involved
  • Recommend approaches and solutions that lead to optimal results, strengthen the working relationship, and help ensure profitable revenue
  • Effectively address misperceptions, doubts, skepticism, and concerns
  • Respond to demands in a way that strengthens the relationship, strives optimal results and protects the interests of the organization
  • Conclude each interaction in a way that ensures a mutual understanding of what has been accomplished and what commitments have been made
  • Work effectively together with other members of the organization to ensure that commitments are met and objectives are achieved
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Targeted Audience:

Sales and support professionals and managers who are responsible for business development and account management primarily by telephone or within a retail store environment.

The Learning Process:

The R3 transACTION workshop can be presented in a single one-and-a-half day session or in two modules. The 40-day Follow-Through program helps sales representatives apply and “own” what they learned by focusing on a single skill each day.

The program also provides managers with a guide for coaching during the Follow-Through process to ensure a maximum return on the investment.

  • Module One: Diagnosis (5 hours)
  • Module Two: Prescription (5 hours)
  • Follow Through with Coaching (40 days)
  • Profitable Action (Forever)

R3 transACTION® is a sales approach designed to ensure the financial success of a call center or retail business while strengthening customer satisfaction and long-term customer relationships. Participants learn to develop more profitable transactions while serving as much more than order processors.

Performance Objectives:

In R3 transACTION a sales representative will learn the skills necessary to:

  • Open each sales interaction in a way that establishes a positive tone and productive direction for the customer interaction
  • Take charge of the customer interaction and guide the sales dialogue
  • Identify relevant and significant customer needs
  • Thoroughly qualify the sales opportunity
  • Quickly disqualify—and disengage from—“opportunities” that have little potential or probability for success
  • Make recommendations that increase both the potential and the probability of a sale
  • Differentiate the solution based on value rather than on price or giveaways
  • Effectively manage customer resistance
  • Gain customer commitment, as appropriate, and close each customer interaction with a mutual plan for future action
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R3 Service® enables service professionals to take communications with customers to a new level. The skills, techniques and approaches provide a framework for interfacing with customers in field or call center service environments. Participants focus on achieving optimal results with product and service solutions and thereby developing stronger relationships and ongoing profitable revenue.

Targeted Audience:

Service professionals, including field service engineers, telephone support representatives, technical support specialists, installation consultants, supervisors, managers, and executives.

The Learning Process:

  • R3 Service is a two-day workshop with 12 to 20 professionals per Acclivus facilitator to ensure optimal results.
  • R3 Service Follow Through—a 10-week personal implementation plan, a systematic collegial coaching program, and a guide for managers to support and coach service professionals through this learning process.

R3 Service provides a solid foundation of skills, techniques, and approaches to enable service professionals to take communication with customers to a new level. They are better able to diagnose problem`s and identify needs—beyond the obvious. And they are more skilled at guiding customers toward achieving optimal results with your product and service solutions.

Performance Objectives:

Upon successful completion of R3 Service, a service professional should be able to:

  • Begin each customer interaction—whether face-to-face or on the phone—in a way that establishes a positive and productive tone, direction, and focus
  • Guide each service dialogue—even when faced with an irritated customer or emotional situation—in a way that ensures results and strengthens the business relationship
  • Probe to understand problems and needs— beyond the obvious—by using a proven systematic process
  • Effectively manage customer expectations
  • Keep the customer informed and involved
  • Recommend approaches and solutions that lead to optimal results, strengthen the business relationship, and ensure profitable revenue
  • Effectively address customer misperceptions, uncertainties, and concerns
  • Respond to customer demands in a way that strengthens the relationship while protecting the interests of your organization
  • Conclude each customer interaction in a way that ensures that the customer understands what value has been delivered and commits to appropriate future action
  • Work together internally with other members of sales and service to ensure that the appropriate resources are employed to meet the customer’s needs

“Since the R3 Service implementation, we have achieved better customer survey results and are showing great year-over-year growth in all measured criteria. We are confident this trend will continue as we move forward.”

- Business Customer Care Leadership Team
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Targeted Audience:

Customer service, support, and sales representatives who have responsibility for customer interactions and transactions—either face to face or through telephone and other electronic communication. Also the managers of these individuals.

The Learning Process:

R3 INTERACTION begins with five one-hour webinars or a live, one-day workshop. With either delivery method, Acclivus recommends 12 to 20 participants to help ensure lively participation, personal attention from the instructor, and an optimal practice environment.

R3 INTERACTION Follow Through is a 20-day personal implementation plan that connects what participants learned in the working session with their performance on the job. It focuses on one skill set at a time, encouraging full application and self assessment for each skill.

Performance Objectives:

Upon successful completion of R3 INTERACTION, a representative should be able to consistently:

  • Begin each service interaction by gauging the climate, connecting with the customer, and establishing a positive and productive tone and direction
  • Manage the dialogue to ensure complete understanding of customer needs and expectations
  • Probe to find the root causes of customer problems by using a proven, systematic process
  • Identify and manage customer misperceptions, uncertainties, and skepticism
  • Respond to demands in a way that strives to meet the customer’s needs while protecting the interests of the organization
  • Conclude each interaction by summarizing the situation and prescribing the steps that will ensure that the customer achieves their purpose and meets or exceeds their expectations

“Our indirect sales channel is self-reporting that the individuals leveraging Acclivus are outselling their counterparts that aren’t using the skills by 2 to 1.”

- Manager, Regional Distribution Sales
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The Consultative Approach virtual track provides the strategies, skills and approaches that will help sales professionals develop more effective pursuit strategies in order to consistently develop new business, focus more heavily on opportunities that are high-value and high-probability, ensure strong pipelines, attain new logos, effectively manage customer resistance, and differentiate your organization in today’s crowded marketplace.

The Consultative Selling Virtual Training Track includes:

  • Influencing Customer Perception and Behavior throughout the entire Buying Process
  • Preparing and Opening Virtual Meetings that Set the Tone and Direction for the Customer Relationship
  • Qualifying Opportunities While Strengthening Relationships at all Levels of a Customer Organization
  • Managing Resistance in Ways that Build Momentum Toward Closing the Sale  

Targeted Audience:

Sales professionals, consultants, and managers responsible for business development, account management, and development of long-term customer relationships.

The Learning Process:

The Consultative Approach Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • take a principles-based approach to all customer interactions
  • influence customer perception and behavior throughout the entire Buying Process
  • build “real” long-term relationships with customers to accelerate new and ongoing opportunities
  • gain access at multiple levels within an organization to shorten the sales cycle and influence customer buying behavior
  • leverage the consultative approach to powerfully diagnose customer goals, problems and needs before prescribing solutions
  • fully qualify opportunities to determine probability and potential
  • optimize the investment of time and resources
  • make strong recommendations that guide the customer dialogue
  • present solutions that are linked to customers’ goals, problems, and needs
  • manage resistance in ways that gain customer acceptance and advance the buying process
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The Collaborative Negotiation Training Track provides the strategic thinking, processes, and skills that are required for participants to guide customer negotiations in ways that can elevate the level of relationships, accelerate the customer decision process, effectively respond to customer tactics and demands, and manage the entire negotiation process in ways that ensure  mutually rewarding outcomes.

The Negotiation Virtual Training Track includes four modules:

  1. Elevating Levels of Relationship and Negotiation 
  2. Creating Influence and Power throughout the Customer Decision Process 
  3. Managing Customer Tactics to Protect Brand and Margin and Avoid Costly Concessions 
  4. Managing Negotiations in Ways that Create Equity and Balance

Targeted Audience:

Sales, support, and service professionals, managers, and executives.

The Learning Process:

The Consultative Negotiation Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • take a principles-based approach to all customer interactions
  • elevate the level of relationships and negotiation from competitive to cooperative and ultimately to collaborative
  • understand how perceptions drive the way customers approach power in negotiations
  • identify and understand negotiating challenges and opportunities as they occur throughout the customer buying process
  • influence customer perceptions, attitude, and behavior
  • build core and personal power within accounts in advance of contractual negotiations
  • recognize tactics and respond in ways that preserve and elevate the relationship
  • understand the real needs behind customer demands
  • reduce concessions
  • reach agreements with customers that produce equitable or optimal value for both parties
  • support and protect the legitimacy of the organization’s policies and procedures
  • bring business to closure with optimal return for all parties
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Creating a Coaching Space in a Virtual Place provides leaders with a “big picture” view of their role, focusing on the influence they have with their teams and how that influence impacts their organization as a whole. Leaders who embrace their coaching role, and actively work toward the development of their teams, have a positive impact on retention and employee loyalty and set the tone for the organizational culture. They impact bottom-line results in more ways than simply meeting their revenue targets.

Targeted Audience:

Sales, services, and support managers at all organizational levels.

The Learning Process:

Creating a Coaching Space in a Virtual Place is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants in Strategic Presentations you will be able to:

  • Initiate new sales opportunities with existing or prospective customers
  • prepare and open presentations to set the desired tone and focus and gain the customers’ attention
  • deliver high impact presentations (formal or informal) that involve, inform, and inspire customers to action
  • differentiate their organization, its products and services in today’s crowded marketplace
  • create and deliver key strategic messages while telling their organization’s Value-based Story
  • position or reposition the organization’s value and approach with customers
  • develop the verbal, vocal, and visual power necessary for compelling presentations
  • develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations design and deliver solution presentations that inspire immediate action

“We were helped tremendously. The Acclivus Coaching methodology helped change our focus onto the aspects that contribute to achieve goals and objectives. it also aligns well with our culture here!”

- CEO
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A proven process for preparation and a powerful model for contacting prospects using the phone, voicemail, email, social media and traditional mail. Participants learn to maximize vocal impact, create and deliver targeted, relevant messages as they prepare for and practice making calls with their own prospecting opportunities.

The Getting The Meeting Virtual Training Track includes:

  1. Preparation: Gaining Beyond the Obvious Insight
  2. Making the Call®
  3. Working With Gatekeepers
  4. Leveraging Social Selling Techniques for Creating an Awareness Campaign

 

Targeted Audience:

All salespeople and lead generation teams who have responsibility for new business development – and their managers.

The Learning Process:

The Getting THE Meeting Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Performance Objectives:

  • Leverage mail, voice mail, email social media to initiate customer relationships
  • Create and deliver messages that hit the target
  • Maximize vocal power – tone, pace, and inflection to create more impact in making calls
  • Network to identify key players and develop advisers and advocates
  • Strategic focus on managing resistance by prospects and gatekeepers
  • Leverage the most up-to-date social selling techniques to create “awareness campaigns”
  • Make more calls and get more meetings
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The Strategic Presentations Virtual Training Track helps participants develop the skills, confidence and conviction necessary to prepare and deliver highly targeted strategic presentations that involve, inform, and inspire customers to take action. The Strategic Presentations approach enables business professionals to effectively deliver both formal and informal, virtual or in-person presentations to any size group.

The Strategic Presentations Virtual Training Track includes four modules:

  1. Influencing the Customer’s Decision Process through Strategic Presentations
  2. Preparing and Opening Targeted Value-based Stories and/or Solution Presentations
  3. Leveraging Delivery Techniques for Compelling Presentations
  4. Delivering Value-based Stories and/or Solution Presentations that Involve, Inform and Inspire Customers to Take Action

Targeted Audience:

Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.

The Learning Process:

The Strategic Presentations Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants in Strategic Presentations you will be able to:

  • Initiate new sales opportunities with existing or prospective customers
  • prepare and open presentations to set the desired tone and focus and gain the customers’ attention
  • deliver high impact presentations (formal or informal) that involve, inform, and inspire customers to action
  • differentiate their organization, its products and services in today’s crowded marketplace
  • create and deliver key strategic messages while telling their organization’s Value-based Story
  • position or reposition the organization’s value and approach with customers
  • develop the verbal, vocal, and visual power necessary for compelling presentations
  • develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations
  • design and deliver solution presentations that inspire immediate action
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The Strategic Customer Messaging Virtual Training Track provides the strategies, skills and approaches that will help all members of an organization to develop insightful and compelling presentations – whether formal or informal — that inform, involve, and inspire customers to take action.

The Strategic Customer Messaging Virtual Training Track includes:

  1. Influencing Customer Perception and Behavior through Targeted Virtual Presentations
  2. Preparing and Opening Value-based Stories and/or Solution Presentations
  3. Crafting Insightful and Strategic Messages that Inspire Customers to Action
  4. Managing Participant Involvement and the Q&A Process

Targeted Audience:

Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.

The Learning Process:

The Strategic Customer Messaging Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • Deliver high-impact (formal or informal) presentations to customers and colleagues
  • Differentiate their organization and its solutions in today’s competitive marketplace
  • Create positive awareness about specific initiatives and promotions
  • Develop strategic messages, based on solid insight, that positively influence customer perception, attitude, and behavior
  • Create and deliver key strategic messages while telling their Value-based Story
  • Build long-term relationships with customers
  • Position or reposition the value and approach that their organization brings
  • Design and deliver presentations that inspire immediate action and differentiate them in competitive situations
  • Develop confidence and conviction in the delivery of informative presentations that accomplish desired objectives
  • Develop verbal, vocal, and visual power in presentations
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The Major Account Planning & Strategy Virtual Training Track provides the strategic approaches, strategies, and skills needed to effectively manage large, complex accounts. It provides a process for creating and implementing strategic Relationship and MindShare plans to initiate, penetrate, and/or insulate an organization’s position within its most strategic accounts, resulting in more profitable, predictable revenue.

The Major Account Planning & Strategy Virtual Training Track includes:

  1. Creating Influence Strategies to Influence the Behavior of Key Players in your Client Organization
  2. Developing Relationship and Mindshare Account Plans with 30-, 60- and 90-day Goals, Objectives, and Strategies
  3. Assessing and Elevating Your Competitive Position
  4. Qualifying Opportunities and Creating Pursuit Strategies and Strategic Win Themes

Targeted Audience:

The Major Account Planning & Strategy Virtual Training Track is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

The Major Account Planning and Strategy Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • Analyze the client decision process as it pertains to large accounts, and formulate strategies for playing a more valuable and influential role at each stage of the process
  • Calculate current MindShare status by analyzing awareness, perception and attitude at each level of the client organization
  • Maximize revenue through new recommendations (i.e., proprietary, contact center, and consulting services)
  • Identify the key players in the account and determine each key player’s role in the decision process
  • Grow market share within each account by offering new solutions and recommendations
  • Categorize the roles of key-players as Advocate, Advisor, Adversary, Neutral, or Unknown
  • Create a color-coded organization chart as the basis for developing ongoing Relationship Base strategies
  • Formulate key-player influence strategies for leveraging Advocates and Advisors to develop relationships with adversaries and Neutral key players
  • Create objectives and strategies for increasing MindShare and Relationship Base by influencing awareness, perception, and attitude
  • Build 30-, 60-, and 90-day objectives and strategies to increase MindShare and manage and leverage the account relationship map
  • Qualify opportunities and create opportunity pursuit strategies
  • Analyze their organization’s strategic position with the client organization, and create strategic barriers for competitors
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The Territory Planning & Management Virtual Training Track provides the principles, strategies, and skills required to identify, pursue, and win major business opportunities, to better allocate time and resources, to create and implement a strategic business plan and manage a robust sales pipeline.

The Territory Planning & Management Virtual Training Track includes:

  1. Calculating the Value of your Time and Effectively Allocating Resources
  2. Analyzing Five Lenses of Territory Planning and Management
  3. Strategically Growing and Maintaining Your Customer Base while Segmenting into Primary, Secondary and Tertiary Markets
  4. Forecasting the Potential and the Probability and Intensifying Sales Opportunities

 

Targeted Audience:

The Territory Planning & Management Virtual Training Track is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

The Learning Process:

The Territory Planning & Management Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • Analyze their territory from the perspective of awareness, perception, attitude, and current customer buying behavior
  • Identify and target strategic influencers within their territory
  • Develop a proactive approach to territory planning that strengthens their market influence
  • Assess current competitive position in a territory and formulate strategies for strengthening their competitive position
  • Segment your Territory into Primary, Secondary, and Tertiary Accounts to Strategically Grow and Maintain your Customer Base
  • Assess current prospecting, qualifying, and closing ratios within pipelines and prepare plans for strengthening these ratios
  • Formulate strategies for maintaining a healthy pipeline with a steady and continuous flow of opportunities
  • Strengthen and enhance the perception of value and increase the likelihood for further penetration and retention
  • Build prospecting plans for new projects within existing and new accounts as required
  • Implement strategic events and campaigns to increase customer satisfaction and retention
  • Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure
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Selling To The C-Suite in a Virtual Setting is designed for experienced sales professionals, consultants and leadership who are responsible for building strong customer/client relationships at executive levels while significantly growing sales.

Participants are given multiple opportunities to engage with – and perform for – real C-Level or business executives who in turn provide unfiltered, objective and relevant feedback.

Selling To the C-Suite can be applied to numerous customer/client situations including approaching a new prospect, selling additional products/services within existing accounts, increasing the impact and relevance of value propositions, as well as effectively networking at industry events.

Acclivus applies our proprietary research to curate a tailored panel of C-Level executives. Facilitators bring years of experience of coaching professionals on career-making accounts and opportunities. Participants walk away with a new skillset – and mindset – to engage at the executive level with measurably more confidence and competence.

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The R3 Service Virtual Solution provides a solid foundation of skills, techniques, and approaches that enable service professionals to take communication with customers to a new level – without or without the benefit of face-to-face contact. Participant will be better able to diagnose problems and identify needs – beyond the obvious.  And they will be more skilled at guiding customers toward achieving optimal results with your product and service solutions.

The R3 Service virtual solution includes these four modules:

  1. Building and Strengthening Customer Relationships
  2. Preparing and Conducting Effective Service Calls, both on-site and remotely
  3. Involving and Informing Customers
  4. Upsolving®

Targeted Audience:

Service professionals, including field service engineers, telephone support representatives, technical support specialists, installation consultants, supervisors, managers, and executives.

The Learning Process:

The R3 Service virtual solution is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Upon successful completion of R3 Service, a service professional should be able to:

  • Begin every service interaction in a way that establishes a positive and productive tone, direction, and focus
  • Guide each service dialogue in a way that ensures results and strengthens the business relationship
  • Effectively manage customer expectations
  • Keep the customer informed and involved throughout the service interaction
  • Recommend approaches and solutions that lead to optimal results
  • Effectively address customer misperceptions, uncertainties, and concerns
  • Conclude each service interaction in a way that ensures that the customer understands what was accomplished and what value was delivered
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Even the most confident sales professionals can experience anxiety and frustration when prospecting for new business – especially cold calling. And this new, almost entirely virtual business environment requires that the sales professional now approach their prospects with even more skill, insight and conviction than just a year ago.  Business leaders may feel more reluctant to buy products and services today; they are not more reluctant to gain insight, receive expert counsel, and invest in assurance.

Getting the Meeting® delivers a proven process for preparation and a powerful model for connecting with prospects while clearly and concisely communicating relevant and meaningful value – not just in their products and services, but in the time spent meeting altogether.

During the workshop, participants shift their mindset from “seller” to “value-creating partner,” and learn how to develop and implement effective messaging campaigns tailored to the individual they are calling on. They also prepare for and practice making actual calls with their own prospecting opportunities. Getting the Meeting provides the principles, skills, and techniques necessary to initiate new sales opportunities. The session is an exciting, intensive, and fun-filled hour focused on:

  • Embracing the challenge and opportunity of prospecting.
  • Mastering a proven and validated communication model for Getting the Meeting.
  • Managing resistance and differentiating value

Targeted Audience:

The Learning Process:

Performance Objectives:

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Participants learn the importance of understanding the customer’s decision process and knowing where the customer is in the process. They learn to influence customer perception, attitude, and behavior throughout their interactions with customers. They learn to create perception strategies that drive customer attitude and influence customer buying behavior.

Based on a thorough understanding of how perception drives attitude and ultimately drives buying behavior, participants will learn to analyze and leverage the “customer treat/regard spiral.”

The Learning Process:

Influencing the Decision Process in a Virtual Selling Environment can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn the four components that are essential for building strong, lasting relationships.

Participants learn how to identify a customer’s positional and personal needs, and how to leverage this insight to help solidify relationships. And they learn to take a disciplined and strategic approach to meeting customers’ personal needs when working virtually.

The Learning Process:

Building and Strengthening Strategic Customer Relationships can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn what the seven sources of power are and why they are necessary for successful negotiations. Emphasis is placed on building core power within an account: the power of insight, the power of legitimacy, the power of relationship, and the power of need/solution.

The Learning Process:

Building Power for Competitive Advantage can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn the three levels of relationships and negotiation, emphasizing typical customer driving perceptions at each level. They learn that each level is driven by the customer’s perception of needs, motivation, trust, and their approach to power.

They learn to elevate relationships from the competitive level to the cooperative level and finally to the collaborative level.

The Learning Process:

Elevating Levels of Relationships can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to prepare for meetings by researching accounts and setting objectives that are valuable, measurable, and achievable. They also learn to prepare strategies that enable them to achieve their objectives for the meeting and the opportunity.

Participants learn a validated six-step process for effectively guiding the opening of meetings – especially virtual meetings – in a way that sets a productive tone, direction, and focus while also effectively meeting the personal needs of everyone involved.

Participants learn that when opening a virtual meeting, it is critical to include and involve everyone in the meeting from the start.

The Learning Process:

Preparing and Opening Meetings That Advance the Sales Process can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to use The Consultative Approach® to get beyond the obvious when diagnosing customer goals, problems, and needs. They learn that the power of the Consultative Approach comes from the sales professional having the insight needed to recommend approaches and solutions that connect to each individual’s personal and positional needs.

Participants learn to gain the insight they need through effective probing and listening techniques. They learn specific skills for guiding a customer dialogue – even a difficult dialogue – to help a customer justify the decision to work with them. They learn that these skills are especially critical in virtual meetings because they are the verbal means for communicating listening and that what the customer is saying is important. Because these skills serve to meet the personal needs of a customer or prospect, participants learn powerful ways to continue strengthening the customer relationship, even without the benefit of a face-to-face meeting.

The Learning Process:

Leveraging the Consultative Approach® can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to fully qualify new and existing opportunities to help them prioritize their time and resources so that they focus most heavily on those opportunities that have the greatest potential and probability.

Participants learn to effectively probe for a customer’s goals, problems and needs, as well as decision process, financial factors, and competition for the opportunity – and timing as it relates to each factor. They learn to use the insight gained in qualifying to identify and overcome competitive challenges, determine a solution that fits with the customer’s budget, make the best use of their time, and ensure that all relevant decision makers are included in a presentation.

Participants learn to create relationships at multiple levels in a customer organization in order to refine their insight, increase opportunities, and expand and insulate their position within the account. They learn to work effectively with gatekeepers. Participants learn how to be even more deliberate and strategic with their qualifying techniques when confined to a virtual meeting platform.

The Learning Process:

Qualifying the Potential and Probability of All Opportunities can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn that responding to resistance (or objections) quickly and appropriately helps to more quickly advance the decision process and move toward the close of the sale. They learn to identify the three specific types of resistance: misperceptions, skepticism, and concerns. And they learn the most effective approach for responding to each type of resistance.

The Learning Process:

Responding to Resistance can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to recommend approaches for direction and for solutions that clearly tie the features, functions, and benefits of their products/services to identified customer goals and problems. They learn to present their products and services in the most succinct manner possible, always keeping the focus on what is of value to the customer.

Participants learn to close the sale in ways that reaffirm how the solution supports the customer’s goals and needs. They learn to be sure the customer agrees before proposing next steps. Participants learn to be disciplined in probing for acceptance verbally when they do not have the advantage of visual cues.

The Learning Process:

Recommending and Closing the Sale can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to craft and deliver a customized Value-based Story to influence the customer’s or prospect’s decision process. They learn that Value-based Stories are most effective when the team member has gained significant insight into the account and can make the connections between customer goals, problems, and needs and the proposed solutions.

The Learning Process:

Delivering Your Value-based Story can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn how the Framework for Negotiation relates to their customer situations. They learn to listen for the personal need behind the demand or request.

They learn to acknowledge the customer demand/request, clarify to test their understanding, and to identify the need behind the demand. Participants learn to slow the conversation down, rather than making “knee-jerk” responses, and to provide themselves time to think through both the short- and long-term implications of whatever decision they make in response to the customer.

Participants learn to gain insight, clearly explain items they will not negotiate on, and defer issues as needed. They learn to test and clarify to ensure alignment with the customer.

The Learning Process:

Managing Negotiations – Staying Above the Line can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to manage concessions and non-concessions, the importance of providing strong rationales for their decisions, and responding with appropriate counter-demands. They learn to do all of this in ways that preserve – and can elevate – the level of relationship.

Participants learn to align with their customer throughout the entire negotiation process.  They learn specific skills to Align, Adapt, Assert, and Assure throughout the process, in order to bring equity and balance to the negotiation and the relationship.

The Learning Process:

Managing Negotiations – Working Below the Line can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to recognize and neutralize negotiation tactics. They gain an understanding of how tactics can be prevented through the development of power prior to negotiation.  And they learn to use specific counter‐tactics which can neutralize a tactic in a way that strengthens and elevates the relationship and moves the decision process forward.

The Learning Process:

Managing Tactics and Utilizing Counteractions can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn to deliver compelling presentations of their proposed solutions. They learn to explore differences in messages targeted for different levels (executive, departmental, project/user) in a client organization. They learn to link goals/problems/needs to specific solution features/functions by creating powerful and relevant benefit statements. And they learn to assess the reactions of their audience when presenting virtually.

The Learning Process:

Preparing Targeted Solution Presentations can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Participants learn techniques and strategies for preparing well-organized, targeted presentations. They learn the importance of setting objectives for their presentations – objectives that are measurable, valuable, and achievable. They also learn to ensure that what they present is clearly tied to specific client goals and needs.

The Learning Process:

Preparing and Delivering Compelling Presentations can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.

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Even the most confident sales professionals can experience anxiety and frustration when prospecting for new business – especially cold calling. And this new, almost entirely virtual business environment requires that the sales professional now approach their prospects with even more skill, insight and conviction than just a year ago.  Business leaders may feel more reluctant to buy products and services today; they are not more reluctant to gain insight, receive expert counsel, and invest in assurance.

Getting the Meeting® delivers a proven process for preparation and a powerful model for connecting with prospects while clearly and concisely communicating relevant and meaningful value – not just in their products and services, but in the time spent meeting altogether.

During the workshop, participants shift their mindset from “seller” to “value-creating partner,” and learn how to develop and implement effective messaging campaigns tailored to the individual they are calling on. They also prepare for and practice making actual calls with their own prospecting opportunities. Getting the Meeting provides the principles, skills, and techniques necessary to initiate new sales opportunities. The session is an exciting, intensive, and fun-filled hour focused on:

  • Embracing the challenge and opportunity of prospecting.
  • Mastering a proven and validated communication model for Getting the Meeting.
  • Managing resistance and differentiating value

Targeted Audience:

The Learning Process:

Performance Objectives:

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