Training Program
The New Consultative Seller
Get the necessary skills to excel within the changing B2B buying environment!
Get started
If you want to learn more about the program, please call us at
+45 40410043
What
Consultative sales skills for B2B professionals and teams
Format
6 modules over 12 weeks: e-learning, virtual training & 1-1 coaching
Time requirements/month
2,5 hours – 1 for virtual training, 30 min for 1:1 coaching, 30 min for e-learning/self-study, 30 min for homework
“B2B buyers are increasingly in need of support and guidance during more complex purchases as product complexity is increasing, and the wealth of information available is abundant.”
Michael Snerling
CCO, DIS/CREADIS
“The fact that the program focuses on creating real behavioral change and is fully digital and scalable has been a key differentiator in our leadership team’s selection process. Kvadrant Consulting has delivered, and I can highly recommend the program if you need to upskill your sales team.”
Lars Frederiksen
Sales Manager, RelyOn Nutec
“Our Scandinavian sales team have completed the digital sales program “The New Consultative Seller”. The sessions have been engaging and contextual and has equipped our sales team with best practice and the consultative capabilities needed to ensure sustained results. The program is scalable and has been highly relevant to us. I have no hesitation recommending the virtual sales training program.”
Michael Bladt
CEO, HASLE Refractories
“The New Consultative Seller” has effectively built the most important sales capabilities needed to support our growth ambitions. The training has helped us build a common commercial language and supporting skills anchored in a deep understanding of the buyer journey. I can highly recommend the program to anyone looking to upskill their sales organization within key skills necessary to win as a B2B commercial organization.”
Maximize development impact and lower cost, through bite-sized and 100% digital and virtual sales development program
Module 1 (week 1-2)
Value-Based Selling
Create more sales conversations, win more deals and command price premium by leading customer engagement with value
Module 2 (week 3-4)
Social Selling
Take advantage of new digital platforms for customer engagement, to prospect more effectively and strengthen your professional network
Module 3 (week 5-6)
Virtual Selling
Improve your ability to resonate and create traction with prospects and customers through effective and efficient virtual interactions
Module 4 (week 7-8)
Proposal Writing
Learn to write engaging and effective proposals balancing content and structure to improve proposal win-rates and ability to justify buyer investment
Module 5 (week 9-10)
Negotiation Tactics
Capture value and create win-win situations through structured negotiation planning and execution
Module 6 (week 11-12)
Account Management
Learn to manage and grow accounts to maximize value through a proactive approach to account management and a trusted advisor role
Outcome
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Shared sales methodology and capability to ensure not only a consistent buyer experience, but also a shared worldview for your commercial team
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Ability to convert business strategy & priorities into winning sales initiatives face-to-face and virtually
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Ability to navigate complex buying processes and multi-stakeholder committees
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Ability to effectively gather the right information required to develop & execute successful sales dialogues with insights and value to quantify the case for buying
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Ability to develop customer relationships for mutually beneficial value maximation & customer retention
Why you need consultative sellers
A new way to develop your sales team
100% digital & virtual training with personal 1:1 subject-matter expert led coaching
E-learning, quiz & pre-study
Videos, pre-read and tests through the course platform to prepare for virtual training sessions
Instructor led virtual training
Instructor led 2-hour virtual training sessions in small teams of 8-10 people, through mix of teaching & exercises
Homework, tools & tasks
Putting tools to practice on customers after each session to embed learning into daily operations
1:1 coaching sessions
Personal guidance through virtual 1:1 calls between sessions to discuss barriers to overcome and actions to do so
Download The Course Program
Your program convenor
Thomas Børve-Jørgensen
Managing Partner
+45 40410043
tbj@kvadrant.dk