What drives a winning account strategy? Accurate Inside Information
And that inside information comes from coaches. Learn the strategies top sales executives, relationship managers, and consultants use to build client coaches at all levels and win more often.
In this course, you'll learn a step-by-step process to develop and best utilize coaches at technical, operational and executive levels...
...to create the right strategy for each sales situation. You can use what you've learned immediately with each of your accounts, and, even better, with all of your accounts for the rest of your sales career.
Enroll NowComplex sales are really tough when you don't have a coach.
You end up guessing or assuming...
- The informal, invisible power structure in the client organization
- What the competition is doing
- What each evaluation committee member said in a private meeting when discussing options
- What each stakeholder really cares about
- What's really holding them back from moving forward
But, with multiple coaches, you'll know…
- What other projects are competing for limited funds
- Important changes (restructuring, potential mergers) that are brewing
- Priorities of stakeholders you haven't met
- Who is for you, against you, or neutral
- Whether you're winning, slightly behind or just column fodder
You'll learn all this and more in Building Multiple Coaches at Multiple Levels.
THE NEW, IMPROVED
Building Multiple Coaches at Multiple Levels
Wouldn't it be nice to know what's going on behind the scenes?
This 2-hour mini-course will teach how to master the skill of building coaches throughout an organization. You’ll learn:
- When and how to ask for inside information
- Strategies to build multiple coaches and what to say
- Ways to identify fake coaches and what to do with them
With solid inside information received from your coaches, you can be much more confident in what you should do next.
What's Included In This Course...
MODULE 1
Fundamentals
In this 1st module, you'll quickly learn the basics of what a coach is, how they compare to other roles, why they're essential to complex sales strategy, what they get from giving you inside information, and where to find potential coaches. Here are a few of the specifics:
- What is a coach & why you need them
- What needs to happen for them to give you inside info
- Characteristics of good & bad coaches
You’ll finish this module grounded in the concept and ready to develop you first coach.
MODULE 2
Building 1st Coaches
You not only need to learn the skill of building coaches but a deliberate strategy. In this lesson, you’ll learn:
- When are the best times to first ask for coaching?
- What questions do you ask/how do you get it rolling?
- How do you respond if you get push-back?
- 4 simple strategies to develop your 1st coach
You’ll finish this module knowing multiple ways to build a coach from scratch in each of your accounts.
MODULE 3
Developing Additional Coaches
Having one coach is definitely better than none. But, the best way to ensure success is by developing multiple coaches in different areas and levels of the client organization. Here's what you’ll learn in Module 3:
- How to build coaches in areas you're less comfortable
- How to compare and verify info from multiple coaches
- 4 strategies for building a 2nd, 3rd, or even more coaches
You’ll finish this module knowing how to add additional coaches to your list of assets in an account.
MODULE 4
Situational Strategies
You'll often run into fake coaches and anti-coaches. We'll show you what to do with them. And there's times when you need to coach your coach on what to do. We'll tell you how.
- How to handle fake coaches and anti-coaches
- How to coach your coach
- How to protect and take care of your coach
- How you can help another team member build a coach
By the end of this module you'll know exactly what to do in a variety of situations involving coaches.
You also get...
- Tools to help speed up the learning
- Exercises & role plays to build your skills
- Ways to measure success as you apply this to your accounts
- Two group coaching calls where all your questions are answered
- A 25-minute one-on-one private coaching session with Bob
- An iron-clad money back guarantee
NICE TO MEET YOU
I'm Bob LaBarbera
I look forward to personally working with you. For over 25 years I've been helping professionals who sell complex, tech-based solutions with systems, strategies and skills.
It's really important to me that every course I teach or coaching I provide is crafted to be easy to understand, easy to implement, and lead to quick results.
“60 minutes of real world examples for coaching. Pre-work was beneficial & directly related to the material.”
- Arden S.
“Bob, I have attended several of your training sessions & have always found them to be valuable, interesting & engaging.”
- Kim C.
“Really liked the section on ‘fake’ coaches. Made me realize I have a few of those & need to be careful how they are handled vs. my true coaches.”
- Debra S.
“I have hired Bob for sales training with 2 different companies. The sales training for complex sales engagements and consultative selling style was the most effective sales training I have seen in my career (and I've been through many programs.”
- Scott Z.
“I had the good fortune of working with Bob on several occasions. He is an excellent coach & has a simple, direct approach that produced great results. Bob provided coaching to my team & myself & years later I still use the strategy & tools Bob taught me. I highly recommend him. ”
- Cindy H.
“I contracted with Bob multiple times with 3 firms with very different sales teams & sales challenges. Each time Bob immediately earned the respect of a seasoned/skeptical sales group. We utilized his sales approach/tactics at each organization & was a great contributor to the successes we achieved.”
- Jeff W.
JOIN US!
Developing Multiple Coaches at Multiple Levels
OUR 30-DAY "SATISFIED-OR-MONEY-BACK" GUARANTEE
We're very confident that you'll get a great return on your investment which is why we can offer the following guarantee: If you aren’t completely satisfied with Developing Multiple Coaches at Multiple Levels, if you don't think it was worth the investment, let us know within the first 30-days of the course start date. We'll work with you until you are satisfied or if you prefer, refund your money. The choice is yours.