Executing profitable growth™

An Advanced Negotiation Skills Course

Give your sales managers and reps the skills to respond effectively to dramatic shifts
in the power balance during the sales process, where they need to retake control.

Business Challenge What if you could…

The pressure on your sales team to close profitable business
has never been more intense. According to CSO Insights, 92%
of Fortune 1000 companies have increased their sales reps’
quotas by an average of 16%. Yet 49% of sales managers are
doubtful that their sales reps can hit these higher quotas.
To succeed, they must think, plan and act differently
with customers.
• Embrace the tension to regain power in your conversations
with customers, in a way that elevates and not alienates?
• Overcome resistance in a way that not only moves the
sales forward but also increases the momentum?
• Get out of the commodity conversation and provoke
a conversation that creates value, urgency and
differentiation that wasn’t there before?

In Executing Profitable Growth (EPG™), experienced sales

professionals learn to exchange value instead of give it away.
They identify Pivotal Agreements that can change the course of
Customer Success
their deals, and learn how to overcome resistance. Chevron Energy Solutions faced a rapidly
growing, highly competitive renewable energy
TS marketplace, where adding value throughout
REEMEN A
AL AG A the sales process was a key to success. They
PIVOT Creating Value
A introduced the EPG execution methodology
A to get sales and operations to think, act and
manage differently. The results:
Creating Value?
• Increased relationship size with improved ability to
uncover unconsidered customer needs and expand
Giving Away Value solutions offered.
• More effective, focused sales management in an
environment of rapid account growth and complex
And Executing Profitable Growth helps your sales team get
projects with multiple stakeholders.
out of their comfort zone to uncover unconsidered needs, then
drive the conversation toward those Unconsidered Needs by • Improved customer satisfaction and marketplace
asking Provocative Questions. differentiation.

“The results have been outstanding…we’ve seen improvements in

CUSTOMER the size and nature of our engagements, which tells us that we’ve
NEEDS UNCONSIDERED NEEDS
been able to understand customer needs more effectively, and
therefore deliver more value.”

—Vice President, Sales

UNCONSIDERED
Identified CAPABILITIES
Wants

Specified YOUR CAPABILITIES

“COMFORT ZONE”

2200 Larkspur Landing Circle | Larkspur, CA 94939 | 1.800.360.SELL (US only) | 1.415.464.4400
www.corporatevisions.com | Copyright © 2014 Corporate Visions® Inc. All rights reserved.
If you’ve... Hands-on Practice
Given your sales team a process (perhaps supported by a CRM Apply your new skills to specific sales opportunities at your
system), but they still: in-person event. Work on deals currently in your pipeline, under
expert guidance and peer coaching.
• Get trapped in commodity conversations.
• Feel as if they have no power. Two-day agenda:
• Don’t know how to overcome resistance.
• Have the same conversations as their competitors, over Day 1 – Regain Power in your conversations
and over again. • Regain your Power: the Principles
• Framing your value
• Pivotal Agreements:
Then… • Overcome Resistance
You need Executing Profitable Growth, an advanced • Exchange Value
negotiation skills course that shows your team how to regain • Application: Developing, Practicing, and Refining
Power in their customer conversations; identify and make Your Strategy
Pivotal Agreements to improve their outcomes; and uncover
Unconsidered Needs and drive the conversation toward their Day 2 – Managing Value in your sales process
unconsidered capabilities. • The trap of the commodity conversation
• Embracing Tension
What you gain • Counterintuitive conversations
• Unconsidered Needs
• Your team gets practical, “how-to” skills and tools for • Provocative Questions
regaining control and Power, along with their personal
• Expand the opportunity
confidence in customer conversations.
• Differentiate your offering
• Your salespeople execute Pivotal Agreements early and
• Application: Developing, Practicing, and Refining
throughout the selling cycle by exchanging, rather than
Your Strategy
giving away, value.
• Your team wins more competitive business because they
are skilled at provoking a compelling conversation about Just-In-Time Reinforcement
their customers’ unconsidered needs, and meeting them
with their own unconsidered capabilities. Executing Profitable Growth
training doesn’t end when the workshop
is over. Your sales team receives
What it is ongoing reinforcement and coaching
using the 100minutes™ process, which
Executing Profitable Growth uses a blended learning challenges them in weekly video-based
approach to achieve the most effective learning. It combines assignments to apply new skills to
eLearning, in-person coaching and training, plus reinforcement current account situations.
after the event.
ROI Assessment
Knowledge Transfer 90-day after-training assessment
to track adoption, behavior change
eLearning Course and business impact in partnership
with Beyond ROI, a leading
Provides a pre-event training performance
knowledge transfer of measurement company.
the skills you’ll be putting
into practice.

2200 Larkspur Landing Circle | Larkspur, CA 94939 | 1.800.360.SELL (US only) | 1.415.464.4400
www.corporatevisions.com | Copyright © 2014 Corporate Visions® Inc. All rights reserved.