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Public Workshops

Join our expert-led public workshops and learn alongside sales professionals from diverse industries. Network, share experiences, and accelerate your sales performance.

Core Program

Winning Complex Sales™

Enterprise-grade selling for modern GTM and revenue teams

  • 2 Days
  • 10–20 Participants

Program Overview

Complex B2B deals require more than persuasion. They demand precision, structure, and the ability to navigate multiple stakeholders through a high-stakes decision.

Winning Complex Sales™ is a two-day, hands-on workshop designed for sales and GTM teams who operate in long-cycle, high-value, multi-stakeholder environments. Participants learn a repeatable process for diagnosing customer challenges, differentiating value, and driving predictable pipeline outcomes without discounting or sales pressure.

This is the foundation workshop in the SalesPerformance System™, used globally to build enterprise-grade sales capability within mid-market and scale-up organisations.

Program Overview

  • Account Executives, BDMs, and Account Managers managing complex sales cycles
  • Sales Leaders and Enablement Managers seeking a unified GTM language and framework
  • Marketing and Customer Success teams who influence deal strategy or renewal growth

What You'll Learn

1. Diagnose Customer Business Challenges

Develop deeper, higher-value discovery conversations that uncover financial, operational, and strategic impact.

• Identify the drivers of urgency and risk behind customer initiatives
• Ask layered, insight-driven questions that reveal what truly matters
• Align discovery outcomes to measurable business metrics

2. Develop and Expand Needs

Turn customer interest into motivation by connecting problems to impact.

• Help buyers quantify what inaction costs them
• Create emotional and financial urgency for change
• Build alignment across the buying group around a shared definition of success

3. Present Solutions with Business Impact

Shift from "feature dumps" to executive-level business discussions.

• Present tailored solutions tied to measurable outcomes
• Communicate value in terms that resonate with finance and C-level stakeholders
• Use customer data and ROI logic to elevate credibility

4. Differentiate in Competitive Markets

Stand out without racing to the bottom on price.

• Link differentiation to business outcomes, not just features
• Address competitor comparisons confidently
• Demonstrate strategic value and risk reduction that justify premium positioning

5. Manage the Buying Process and Drive Commitment

Guide complex deals to decision through clarity and control.

• Understand and manage the customer’s internal approval process
• Coach internal champions to advocate effectively
• Build mutual action plans that maintain momentum and close gaps between intent and action

Workshop Format

This is a highly interactive, applied learning experience built on the principle that learning is doing.

Participants work on their own live opportunities using case studies, structured exercises, and peer collaboration. Each session introduces one key concept, immediately reinforced through discussion, simulation, and coaching.

Learning Activities Include:

  • Scenario-based case studies drawn from participants' industries
  • Team strategy sessions and deal planning templates
  • Practical tools for discovery, differentiation, and commitment management

Outcomes

At the end of Winning Complex Sales™, participants will be able to:

  • Lead discovery conversations that uncover business and personal impact
  • Build customer urgency and differentiate through value, not price
  • Present compelling, ROI-backed solutions at the executive level
  • Navigate complex buying groups with structure and confidence
  • Manage deals to close with reduced friction and faster velocity

Why It Works

The program blends research-backed sales behaviour with modern GTM enablement, producing measurable results in deal conversion, forecast accuracy, and revenue velocity. It’s practical, collaborative, and directly tied to real pipeline opportunities — not theory.

Delivered globally as both public workshops and in-company programs, Winning Complex Sales™ establishes the foundation for every other component of the SalesPerformance System™ — creating a shared sales language, rhythm, and standard for excellence.

Winning Complex Sales™ — Where methodology meets execution, turning complex deals into predictable wins.

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Specialised Modules

Targeted one-day workshops designed to deepen specific capabilities within the SalesPerformance System™

The Discovery Advantage™

Uncover the Truth Behind Customer Needs

Reset how salespeople approach early-stage conversations — replacing guesswork with a structured, evidence-based process that builds credibility and insight from the first meeting.

  • Coming Soon
  • 1 Day
  • 10-20 Participants

Key Topics:

  • Understanding the psychology of change: why customers buy and what they fear
  • Planning for discovery: researching context, defining hypotheses, and mapping conversation flow
  • Mastering the five layers of questioning: situational, problem, consequence, value, and priority
  • Validating and summarising insights to confirm alignment and urgency
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The Qualification Edge™

Focus Effort Where It Matters

Introduce a disciplined, objective approach that ensures every opportunity meets defined standards before it consumes time or resources.

  • Coming Soon
  • 1 Day
  • 10-20 Participants

Key Topics:

  • The economics of qualification: cost of pursuit vs. probability of win
  • Defining key indicators of deal quality (motivation, fit, influence, risk)
  • Mapping decision processes and buying dynamics
  • Building and using a simple Opportunity Scorecard for forecasting accuracy
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The Value Map Experience™

Connect Solutions to Measurable Business Value

Give salespeople the tools and confidence to quantify impact, create executive-ready business cases, and position their offer as a catalyst for measurable improvement.

  • Coming Soon
  • 1 Day
  • 10-20 Participants

Key Topics:

  • Identifying and articulating the customer's definition of success
  • Converting technical features into business and financial outcomes
  • Estimating tangible and intangible value using credible logic
  • Presenting business impact summaries that accelerate approval
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The Mobilisation Masterclass™

Help Buyers Build Consensus and Move Forward

Equip sellers to navigate complex decision networks and guide buyers toward collective commitment in today's buying environment.

  • Coming Soon
  • 1 Day
  • 10-20 Participants

Key Topics:

  • Understanding organisational politics and buying group behaviour
  • Identifying decision roles: advocate, influencer, gatekeeper, approver
  • Coaching champions to communicate value and mitigate resistance
  • Creating mutual action plans that drive accountability and timelines
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The Coaching Catalyst™

Turn Process into Performance

Transform front-line managers into performance leaders who drive behaviour change, build confidence, and create accountability long after the workshop ends.

  • Coming Soon
  • 1 Day
  • 10-20 Participants

Key Topics:

  • The difference between management, mentoring, and coaching
  • Structuring a high-impact coaching conversation
  • Asking questions that promote self-diagnosis and accountability
  • Embedding a coaching rhythm that aligns with sales cycles
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Additional Workshops

The Persuasive Presenter™

Communicate with Impact and Influence

  • 2 Day
  • 10-20 Participants

Great ideas fail when they're poorly presented. This highly practical two-day workshop equips participants to deliver structured, persuasive messages that land with credibility and impact.

Participants learn how to simplify complex information, tell compelling business stories, and handle audience questions with authority.

What We Cover:

  • Crafting a clear, concise message using audience-centric structure
  • Using storytelling, data visualization, and framing techniques to capture attention
  • Building executive presence — voice, posture, tone, and energy
  • Managing nerves and maintaining composure under pressure
  • Handling objections, difficult questions, and group dynamics with confidence
  • Designing visuals that support, not distract from, your message

Tools & Templates:

  • Presentation Planning Canvas™
  • Storyline Framework
  • Slide Design Checklist
  • Audience Engagement Playbook

Outcomes:

  • Deliver presentations that influence decisions and inspire action
  • Communicate complex ideas simply and confidently
  • Build personal credibility and executive presence in high-stakes settings
  • Develop a repeatable process for preparing and rehearsing efficiently
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The Consultative Edge™

Elevating Technical Conversations to Drive Commercial Outcomes

  • 2 Day
  • 10-20 Participants

Technical experts and solution consultants are often the most trusted voices in the buying process — yet many struggle to convert technical insight into commercial value.

Over two days, participants learn the mindset and methods of consultative influence, blending sales psychology, questioning frameworks, and customer business acumen.

What We Cover:

  • Understanding the modern buying journey and where technical experts add the most value
  • Building credibility through insight, empathy, and business acumen
  • Asking the right diagnostic questions to uncover real customer impact
  • Translating technical capabilities into measurable business outcomes
  • Collaborating with sales teams to qualify and advance opportunities
  • Managing internal and customer conversations with confidence and control

Tools & Templates:

  • Technical Discovery Framework™
  • Value Translation Map
  • Collaborative Account Plan Template
  • Pre-Sales Engagement Checklist

Outcomes:

  • Shift from 'technical advisor' to 'trusted commercial partner'
  • Increase win rates by connecting technical features to executive value
  • Improve alignment and handover between technical and sales functions
  • Build confidence to engage senior stakeholders in business-level dialogue
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Why Attend Our Public Workshops?

Expert-Led Training

Learn from seasoned sales professionals with decades of experience across multiple industries.

Networking Opportunities

Connect with sales professionals from diverse backgrounds and build your professional network.

Practical Application

Engage in hands-on exercises and role-plays that you can immediately apply in your role.

Certificate of Completion

Receive a professional certificate upon completion to showcase your professional development.

Ready to Transform Your Sales Skills?

Contact us to learn more about upcoming workshop dates and secure your place.

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