B2B Sales Training

Helping sales teams align with today’s buyers to drive greater win rates.

The Mindset (& Underlying Skillsets) of High-Performing JOLT Sellers

Active Judgment

  • Putting customer outcomes as the north star to enable buyer’s agency & focus on ICP

  • Actively listening for explicit objections; working to uncover unspoken customer objections

  • Bringing value-based (FOMO) and risk-based (FOMU) lenses to objections

  • Consistently applying judgment to customer fit, ability to buy, and ability to decide

Proactive Recommendations

  • Strategic and prescriptive discovery to align with customer beliefs and build a case for change

  • Recommending the best path to the outcome to create greater customer value and differentiate

  • Recommending the best solution to help customers manage tradeoffs between upside, risk, and resource constraints

  • Delivering proposals with advocacy – what is right for the buyer and what is wrong for the buyer

Targeted De-Risking

  • Bringing a mindset & expertise from “I’ve sold this many more times than the customer has purchased it”

  • Empathetically guiding customers on the next step to outcome success

  • Orchestrating alignment on the outcome, best path, & timing

  • Helping customers arrive at the point where they feel they’re a fully informed purchaser

Owns Expertise

  • Understanding that any change has inherent risk and leaning into it

  • Building multiple champions by de-risking the act of being a champion

  • Reducing FOMU by proactively raising and overcoming customer fears and risks of failure

  • Finding ways to de-risk the deal, de-risk the change for key stakeholders & the organization

Overcome Buyer Indecision: JOLT Sales Training

We Can Bring JOLT Skills to your Organization at Different Levels of Depth to Match Your Needs

Build JOLT High Performer Mindset & Skillset

Skip the motivational speaker at your next SKO. Our JOLT Effect research and data reinvigorates sellers and leaders by turning them into students of the game. We inspire sellers by sharpening their sales game and giving them practical tools to win more deals.

Develop Great Seller and Sales Leader Habits

No one wants to be lectured. The time we spend with your team is a mix of learning from our research, learning from applying the concepts in activities and to current deals, and learning from each other. Spacing out the learning helps your sellers and leaders get in the habit of applying high performance behaviors.

Embed High Performance Selling into your Workflows

Today’s sellers and leaders are awash in data, processes, and tools that are designed to drive efficiency, not effectiveness. We can build high performance selling into your processes and your system of record to drive high performance selling.

Modes of Delivery

  • Leverage our self-paced e-learning modules, embed them into your LMS, or work with us to build custom e-learning modules for your team.

    Our e-learning is bite-sized, has reflection exercises, activities to apply concepts to deals, and leverages assessment and certification to ensure learning outcomes.

  • Our content leverages data and storytelling to engage audiences during learning in an interactive format.

    Group discussion, exercises, and time to apply strategies to deals make our trainings practical and actionable.

    We can deliver our sessions in-person, virtually, or a hybrid of both.

    Training can be done in a large chunk for an in-person event or can be spaced out over a longer duration. Spacing out training allows the learners to apply the strategies they’ve built in the classroom to actual deals and build upon that learning. That way, time in the classroom isn’t time away from selling.

  • Giving leaders and managers a chance to apply newly learned skills to deals they’re actively working means that time training is actually time selling.

  • Our seller trainings are paired with manager coaching modules to ensure leaders are prepared to coach sellers on newly acquired skills.