Sales EQ is our signature, foundational master class that develops selling skills. This powerful course gives sellers the tools to effectively engage prospects, qualify opportunities, control sales conversations, effectively deliver insight and present solutions, advance the opportunity through the sales process, and close the sale.

This acclaimed sales methodology, developed from Jeb Blount’s international best seller, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal, integrates easily into your existing sales process.

This course gives sellers a powerful set of human influence and persuasion frameworks and teaches them how to deploy these frameworks across the breadth of the sales process.

Participants will develop sales specific emotional intelligence and the competencies required to effectively manage the sales process, increase pipeline velocity, and improve deal win probability.

Sales EQ is a comprehensive sales skills course for sales professionals and account executives responsible for multi-call, complex sales cycles. Sales EQ is sales process agnostic. It is designed to seamlessly integrate into your current sales system.


COURSE LENGTH

Course length may expand or contract depending on modules covered, and customization for you unique situation.

In-Classroom: Two to three days (depending on modules covered). The in-classroom course is heavy on experiential learning and includes exercises, role-plays, group break-outs, practice cases, and hands-on instructor coaching.

Virtual Classroom: Thirteen One Hour Live Sessions + Two Hours of Self Directed Work Weekly

Online Self-Directed: Approximately 26 Hours

COMPETENCIES DEVELOPED

  • Sales Specific Emotional Intelligence
  • Emotional Self-Control
  • Mastering Human Influence Frameworks
  • Effective Qualifying
  • Pipeline Management
  • Complex Sales Strategy Mapping and Call Planning
  • Aligning the Sales Process, Buying Process, and Decision Process
  • Navigating the Complex Sales Process
  • Dual Process and Controlling the Sales Conversation with Effective Agendas
  • Relationship Building, Development, and Anchoring
  • Flexing to Buyer Personas
  • Stakeholder Mapping
  • Engaging Buyers With Insight
  • Challenging the Status Quo
  • Effective Discovery Questions
  • Listening Skills
  • Advancing the Sale Through Micro-Commitments
  • Delivering Effective Demos, Presentations, and Proposals
  • Effective Sales Messaging
  • Asking and Closing Skills
  • Objection Handling

COURSE MATERIALS

  • Participant Workbook
  • Self-Directed Video Based Modules
  • Access to the Sales Gravy University Online Learning Platform (ask about our custom branded learning portals)
  • Coaching Guides for Sales Leaders
  • Four One-Hour, Post Course, Anchor Sessions with a Master Trainer in our Virtual Classroom

Flexes to Adult Learning Preferences

The training media, educational design, and delivery flexes to adult learning preferences and are responsive to multigenerational learning styles.

We employ an active learning methodology that blends interactive instruction with experiential learning elements, practice cases, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.

We offer multiple delivery options that flex to your organizational needs, training budget, learners, and learning preferences. All training programs are delivered by our master certified trainers or may be licensed and delivered by your learning and development team.


IN-CLASSROOM

Because Objections is highly interactive and skills are developed through role plays, practice cases, group discussions, exercises, and one to one coaching, our clients gain the highest ROI on the training investment when this course is delivered in a classroom environment.


REMOTE INSTRUCTOR FACILITATED VIRTUAL CLASSROOM

When your team is remote, spread-out, or the expense of taking them out of the field for classroom training is too high, RIFVC may be a cost effective choice for your group. Our remote course is delivered over thirteen live one hour sessions (usually 13 weeks) by our Master Trainer and supplemented with video-based, self-directed modules and off-line exercises and assessments.


SELF-DIRECTED ONLINE LEARNING

We offer a comprehensive self-directed,  e-learning course that includes training videos, visual learning elements, reading, audio, off-line assignments, and assessments. The online, self-directed coursework may be used as a supplement for classroom based learning or as a stand-alone. Learners may access the online course on the Sales Gravy University platform, on a private, branded learning portal we build for you, or on your company LMS (we provide you with the SCORM package).


LICENSING

Should you have in-house trainers and prefer that your own team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.

WHO SHOULD ATTEND

This course is designed for sales professionals and account executives who operate in short to long cycle complex, multi-call, sales environments. This course is appropriate for and flexes to both field sales professionals and inside sales account executives. We recommend that sales leaders audit the course.

This course may be fully customized for your company, learner segment, and defined sales process. Modules may be grouped, adjusted, or removed as needed. Call 1-844-447-3737 for more information on curriculum customization.


WE BUILD THE CURRICULUM AROUND YOUR COMPANY

Most training companies deliver generic training out of an off-the-shelve box. They expect every company to fit neatly into this generic box. This is why participants don’t find the training content (or facilitators) credible, training often fails to deliver the outcomes you expect, concepts don’t stick, behaviors don’t change, and you don’t get a fair return on your training investment

At Sales Gravy, we are known for our ability to speak our customers’ language and customize and shape training around each client’s unique situation and culture.

When training curriculum is developed in your language, integrates into your defined sales process, and addresses your unique challenges and go-to-market strategies, participants are more engaged, assimilate the training content faster, and skills stick over the long haul.

The Results:

  • Engaged learners
  • Long-term behavior change
  • Significantly higher return on your training investment
  • Increased sales, fast
  • Measurable business outcomes you can count on

OUR PROVEN PROCESS

To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.

Sales Gravy Proven Process for Sales Training Curriculum Customization

Assess: Our process begins with deep discovery to gain an understanding of your unique situation, culture, sales process, go-to-market strategies, customer base, industry norms, challenges, desired future state, metrics that matter, and measurable business outcomes. With this information we begin the design process and collaborate with you to develop a Business Success Plan that defines outcomes, expectations, and targets.

Design: Next we design and customize the training curriculum, content, workbooks, exercises, practice cases, and coaching guides specific to your organization. The learning path is aligned with the Business Success Plan. Media, workbooks, training decks, videos, and tools are customized with your organization’s branding.

Implement: Leveraging a blended learning methodology that connects with adult learners and generational learning styles, we deliver the training to your team and/or train and certify your in-house learning and development professionals to deliver the coursework.

Operationalize: ROI occurs when training sticks over the long-haul. Through post-training anchor sessions, online modules, and coaching guides we help participants turn new skills into habits. We then work with your leadership team to integrate new skills into your processes, systems, and sales automation stack.

Optimize: Working in concert with your team, we analyze performance data and iterate the program to improve outcomes and accelerate performance.

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