Sales

These trainings are delivered by Tereza Venetsanou.

Sales Coaching Fundamentals (1 day)

Sustained sales performance requires managers who coach with consistency and data—not sporadic inspection. Micromanage and you crush ownership; stay hands-off and mediocrity hardens. This workshop equips your sales leaders to run Data-Driven Accounts, Opportunity, and Pipeline Conversations using PACE (Prepare · Ask · Calibrate · Execute), structure Coaching with GROW, and prepare with Data and KPI packs that make every session focused and repeatable. They’ll apply ACE (Amount · Cadence · Economics) to assess Pipeline Health, run high-impact Checkpoints that turn insights into actions. They will lock in a Coaching Plan with clear commitments and a predictable cadence. Delivered via a modular framework tailored to your operating model, CRM, segments, and approval flows, this workshop builds a coaching culture that lifts win rates, shortens cycles, and improves forecast quality.

Crafting your Sales Methodology (2 days)

Winning with today’s customers demands consultative curiosity anchored in a clear, repeatable process—one that adapts to how your business actually sells and operates, whether SMB, mid-market, or enterprise. Push product too hard and you lose trust; rely only on rapport and deals drift. This workshop equips your salespeople to align with the buyer’s journey, plan engagements with a Deal Strategy Map, qualify rigorously with an Opportunity Qualification Brief, map and influence the buying committee, run discovery that quantifies impact, craft Customer-Specific Value Case, run deal reviews, handle objections, and close with confidence—all delivered via a modular framework tailored to your operating model, industry, sales stages, approval flows, partner channels, and CRM/reporting cadence. The result is a disciplined, customer-centric motion that fits your business, lifts conversion, shortens cycles, and strengthens forecast accuracy

Negotiation Mastery (1 day)

In real negotiations, price is never the whole story—Relationships, Trust, and durable Solutions decide the outcome. Push too hard and you fracture rapport; concede too quickly and you give away value. This workshop equips your people to uncover true Motives and Needs, build Trust and Credibility, use Power with Respect (avoiding destructive tension cycles), prepare strategically before they enter the room, and apply practical techniques to secure Win–Win agreements—or confidently call “no deal” when that protects value. Delivered via a modular framework tailored to your industry, deal types, authority levels, and approval flows, it develops confident, principled negotiators who protect margins while strengthening long-term relationships.