You Can Sell a Widget. Or You Can Sell to the Whole Enterprise.

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Why do technology companies, manufacturers, and professional services firms seeking the best sales training consistently turn to KeyRoad? It comes down to one of two reasons:

  • Scale Up the Performance of Your Sales Organization and Your Salespeople

    If you’re here, the generated revenue is probably good. You might even be happy overall with your sales team. So, what’s the issue?

    You want to take sales up a significant notch or two from where they are, that’s what. It’s time to go beyond selling and upselling on one project. Instead of selling at the project level, you want to inspire your team to sell to the entire enterprise.

    This is no small leap. It requires different skill sets and different processes for different types of engagements. This is going to require a different roadmap for selling, direct from the best sales training you can find.

    The good news is that no firm is better equipped to migrate your team to sell to an enterprise than KeyRoad. Suppose some of your salespeople are severely challenged to go beyond selling at the project leader level. In that case, we will train them to have a series of compelling business-oriented conversations that gain far more traction with the executive suite.

  • Improve the Performance of Your Salespeople

    Here, you have a fair amount of revenue, but it appears that a large part of your revenue is being generated by a small portion of your sales reps – such as 80% of revenue generated by 20% of your reps. This imbalance is causing havoc in your sales forecasting. What now?

    Well, you could get rid of a lot of reps and keep the same revenue, but in many cases, we find the problem with the sales team is fixable.

    That’s because there are typically larger issues in play with more in-depth questions to be asked. If you don’t address those issues, the same problems could keep occurring. KeyRoad changes the behaviors and processes for selling from the ground up.

    As we do, you will be able to pinpoint the trouble areas in your pipeline where prospects have tended to stall and uncover what types of conversations are presently being had – or not had – in those critical timeframes of the prospect’s decision-making process.

    As a greater number of your salespeople improve upon their close rates and shorten their selling cycle length, we’ll then show them how to broaden their impact and up-level their sales per client by prospecting throughout the entire enterprise.

    The Key Road to your success may not be purely winning more accounts. It may be in making profoundly more headway by recognizing a whole range of new sales opportunities with existing accounts.

    Once you’re enlightened to that fact, all you need is guidance from the best sales training around to transform bold plans into bigger performances. Not to worry, KeyRoad Enterprises knows the way forward.

Testimonials

Great course. Vital process changes to help me reach 200%.

OpSource

Chris D’Erico

Excellent program. Learned how lazy and lucky I have been so far.

OpSource

Craig Buda

A fantastic learning experience.

OpSource

Justin Leach

I found [KeyRoad] extremely rewarding & am excited about the direction we are taking as an organization. Craig has already put it in motion & I’ve been on calls already where CCS is in gear. Again, we’re pretty excited here & I thank you (& the coaches) for your time.

Fortiva

Chris Moores

I LOVED it! I tried to write my notes as fast as I could! It is perfect timing as I am in process of strategizing some changes for sales next year.

Media Staffing Network & All About Careers

Laurie Kahn

Great course. Negotiation prep was terrific.

OpSource

Jeff Nelson

Great way of considering & engaging a sales process, very different to what we’re used to.

Sales Director, OpenTV

Pascal Jacquet

An eye opening approach to understanding needs and opportunities.

Delivery Manager, OpenTV

Tim Morgan

Prompters will be very useful to scope & consult on projects. It provides a great structure for selling effectively.

OpSource

David McKensie

This is the way to sell. Even before putting into practice it is clear we can achieve better results through its use.

OpenTV

Amos Manasseh

For once, it’s not a training but a complete new method rethinking selling.

Sales Director, OpenTV

Raffi Gabeyan

Establishing goals/problems, finding the pain, providing rescue, using the project plan to drive decisions, and negotiating skills were terrific. It is a great program and process that will help us improve our processes immediately

SVP Sales, OpSource

Nick Blozan

I enjoyed the training he did for WPO so much that I hired him to advise me on my sales activities. He recently did an internal sales training for all of the staff in my company, & a special session for the managers. Everyone enjoyed the session very much, & I think that his advice has helped me to win several consulting contracts. I respect & admire his “customer centric approach” & highly recommend him to your chapter.

Seifel Consulting

Libby Seifel

It turned on a light.

Sales Director Asia Pacific, OpenTV

Richard Frankland

Phenomenal! Really drives home a process for achievement.

Sales Executive, AtStaff Inc.

John Gonsalves

Awareness that a buying process must be in place to reduce the risk of failure.

VP East Coast VP sales, AtStaff Inc.

Keith Wagstaff

You have not had sales training until you’ve been through CustomerCentric Selling. This is a hands-on tactical approach, not about generating more paperwork. It has open new doors for me. Thanks.

Sales Director UK, OpenTV 

James Strickland

I look forward to implementing more Customer Centric Selling® techniques into other areas of our business, including inside telesales and marketing.

CEO, Skillcheck.com

Jon Haber

Quantifying cost savings starts in phase one of the sell/buy cycle. It has changed the way we sell.

CEO, AtStaff Inc.

Beth Pickard

Very valuable, I’ll recommend anyone to go to a course.

EU Business Development Manager, Netherlands, Quova Inc.

Patrick Hogl

A valued investment.

CEO, Quova Inc.

Marie Alexander

Developing sales ready messages is paramount to supporting sales activities. The course will impact my job immediately. All product managers should attend this training with sales.

VP Product Management, AtStaff Inc.

Kate Nell

The most useful course I have ever taken. After executing the strategies in my every day selling life, I will be much more effective & more successful.

Sales Executive, AtStaff Inc.

Tracy Erickson Berscheid

Every entrepreneur should have an advisor like Philippe. The incredible breadth and depth of his background is invaluable when either starting a business or trying to make an existing business grow. His open and friendly personality makes him very easy work with. His challenges and questions about your business model are never personal, but force you to think and rethink your ideas from a different perspective.

Jeff Olian

Philippe worked with our organization to assess sales, provide training, and act as executive coach. He conducted a thorough assessment of our selling organization that was spot on. He helped us understand that growth required a fundamental process change. He provided the insight and training to show us how we could change our sales model and grow sales.

Mike Pijar

His engaging style and breadth of knowledge helped our organization immensely. He worked with individuals and groups in ways that helped them gain an understanding of the potential that existed by changing. As an executive coach, he helped me elevate my skills. Philippe’s knowledge, skills and abilities will help any organization interested in growing and evolving to higher levels of performance.

Mike Pijar

The best sales training I have had thus far in terms of applicability and ease of use. What I found the most interesting concept to be: make yourself equal, and then make yourself different, otherwise you are just different.

Sales Executive, Quova Inc.

Darrin Marshall

He has a great ability to quickly comprehend a business idea & contribute on all aspects of a start up including initial product/concept development, business plan development, marketing approches, staffing and exit strategy. My wife also loves his French accent.

Jeff Olian

You have earned our confidence. You are reliable, prepared and effective. I have grown to appreciate and depend on you a great deal. Thank you for your help.

CEO, Escend Technologies

Elaine Bailey

I have worked with Philippe since 2000. He is a very effective coach and business partner. He sets high standards and encourages people to reach for their best. As a result of our work with him, we have streamlined the sales management process for our company, resulting in more focus, better prospecting and more predictable results.

President and Co-Founder, MemeWorks, Inc.

Juli Betwee

Philippe works from many years of experience selling and managing the sales process. His approach is grounded in reality, and most importantly, it works!

President and Co-Founder, MemeWorks, Inc.

Juli Betwee

 Highly focused & passionate person that will insure you succeed. Teaches from experience & “walks the walk”. Won’t give up on you, reliable & provides breakout thinking to approach problems from fresh & unique perspectives. A good person to know.

VP ThinkDynamics

Michael Coogan

I have known Philippe for a few years now as a business advisor as well as a friend. While working with Philippe I have been impressed with his abilities to advise and coach entrepreneurs. He works with and helps develop their abilities to create business value from their companies in some times unusual but very effective ways. I have found him to be focused, tenacious, patient, and committed to the success of his clients. On the personal front, I have come to respect and appreciate his integrity, his values, and dedication to what matters like family and friends. Every one that works with him would enjoy and benefit greatly. I highly recommend him.

CFO OnDemand, Acting-USA.com

Henry Dorbes

Whitepapers

Driving the Buying Process

IT Sales Fail to Close

By Gary Walker, Customer Centric Systems


How To Defeat Your Two Biggest Competitors: No Decision & the Relentless March of Time

By Steve Martin


Salespeople Who Engage Customers

By Benson Smith and Tony Rutigliano

How the best reps build special and unique relationships

Negotiation

Why Do Negotiations Fail?

Co-authored by Philippe Lavie

This is the last article in a 4-article series dealing with the Science and Process of Negotiating. After reviewing preparation, tactics, and an example of best practices in the IT world, we look at why negotiations at times can fail. For those of our readers that are looking for an action plan to prepare their sales force to negotiate, we have also highlighted the steps one should or could take to ensure readiness.


The Science And Process of Negotiation

Co-authored by Philippe Lavie

We looked at many of the available materials on negotiation. We did not find one single source presenting the negotiation as a science and a process. This is our attempt to bring some of that to you. Preparation, tactics, an example in the IT world, and why so many negotiations fail are the four segments in this series. This is the entire article as some of you may like to read the entire piece, not just one segment at a time.


Preparing For Negotiations

Co-authored by Philippe Lavie

Negotiation is one of the most important skills salespeople must master to become truly effective in their profession. Negotiation is also a strategy, a science, and a process that will dictate the type of relationship a seller is likely to establish with his prospects and clients. In this 4-article series, we will look at these topics: How to prepare for negotiating, and what tactics are in play, we will illustrate with an IT-centric example, and we will show you why so many fail at negotiation.


Common Buyer Tactics in Negotiations

Co-authored by Philippe Lavie

This is the second article in a series of four. Once you are prepared for negotiations, what tactics may you use? What tactics will you be subjected to and confronted with that will be originated from the buyer? Do you think buyers are being trained to negotiate? Do they have many arrows at their disposal to get you to discount more, give more, and squeeze you more on your offering? Should (or do) all negotiations end up with a deal? Does negotiation have to be a conflict, battle, or arm-twisting exercise?


Best Practices in Negotiations - An IT Case Study

Co-authored by Philippe Lavie

This is the third article in a series of four about the Science and Process of Negotiating. The first two dealt with preparation and tactics. This article brings an IT example to illustrate how negotiation can occur. We look first at purchasing strategies to derive negotiation engagement models within that industry.

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