Posts by kscanlon@sacarvi.com

Coaching We greatly value and appreciate the trust our clients put in us when we are given the privilege ‘to coach’. This coaching occurs on three levels: CEO, Sales Leaders, Sales Professionals. With CEOs and Sales Leaders we often hear statements like these, “This is great. There is no one else for me to talk…

A common question sales leaders ask whenever they engage outside resources to help them improve the effectiveness of their sales team is, “How do we get this ‘stuff’ to stick? How do we get beyond just a training experience and get the team to use the approaches on which we trained them?” One of the…

We help clients with complex sales to businesses and to other large organizations. We do not train sales professionals who sell to consumers nor do we focus on highly transactional sales. We have had the privilege of training over 5,000 sales professionals across the continuum of sales experience shown below. We customize the training specifically…

Playbooks or Sales Guides are common sales tool used by selling teams. We use a specific process for developing client playbooks that has been continually refined since 1997 and used for the development of over 1,000 playbooks. This process is designed provide great clarity in three foundational areas: The Ideal Customer for each solution –…

These are some of the messaging obstacles we have the privilege of helping clients traverse: How do you prepare the sales team to effectively differentiate our solution from other alternatives? How do you prepare the sales team to handle specific competitive messaging threads? How do you establish the buying criteria in a way that increases…

Many of our clients have determined that they want, “The way we sell to be as much as an asset as what we sell.” We have the privilege of helping clients make the way they sell as key asset in the following ways: Developing their people, Implementing high impact sales processes, Enhancing situational specific sales…