Our proven
approach

Sales success is reliant on the development of specific skills. Sellabilities® sales training experts help organisations improve salesforce effectiveness and ensure they are ready to have more meaningful customer engagement.

Our customised programs and content are tailored to each client and ensure that participants leave the training equipped to close more deals, integrate a best practice approach, and maximise sales results.

Bespoke training
solutions

  • Dedicated training experts that work with your team
  • Customised programs from our suite of flagship courses designed to meet your business objectives
  • Tailored content that incorporates the end-to-end sales process, skills, capabilities, behaviours, and core competencies necessary to build successful sales teams

Our programs

Selling
Fundamentals™

Develop foundational selling skills for all skill levels

The Selling Fundamentals workshop develops behaviours through theory-based learning which are then reinforced with practical application activities tailored to the participant’s selling environment. The workshop is suitable for both new and experienced salespeople and serves as a hands-on way to learn, practise and reinforce the behaviours that will engage customers and build long-term relationships.

After attending this workshop participants will be able to:

  • Build rapport and credibility in every customer meeting
  • Identify the positive behaviours a successful salesperson requires and the fundamental principles of successful sales calls
  • Understand the benefits that come from helping customers clearly define their problems and prioritise their need to take action to resolve them
  • Show how participants can make a difference to their clients whilst building long-term beneficial relationships
  • Demonstrate the necessary skills to execute effectively all the way through the sales process
  • Effectively progress sales opportunities by gaining commitment in every call
  • Understand and value the pre-call planning process and have an effective tool to use to improve customer interaction and sales outcomes

Pipeline Fundamentals™

Learn  Sales Pipeline logic to enhance selling behaviours

Understanding pipeline logic and pipeline shape is paramount to seller success, yet many new and experienced salespeople don’t have a solid understanding of how their behaviour can impact, both positively and negatively, pipeline health, forecast accuracy and their ability to achieve their budgets.

The Pipeline Fundamentals workshop develops participants understanding of a sales pipeline and how it can be used to identify opportunities to pursue, opportunities to fast fail and opportunities that need resources or assistance to help them progress.

After attending this workshop participants will be able to:

  • Understand pipeline logic and the selling behaviours that impact pipeline velocity
  • Understand how pipeline shape is indicative of seller performance and can help diagnose correct seller behaviours
  • Understand why focussing on prospecting behaviours is important and how they drive a healthy pipeline
  • Review their own pipeline to determine pipeline shape
  • Determine actions required to rectify and/or improve pipeline health

Account Management
Fundamentals™

Effectively manage Key Account relationships

Account Management Fundamentals provides participants with an effective process allowing them to critically analyse their Key Accounts to determine how the relationship is viewed by Key Stakeholders. Additionally, participants will quickly identify strengths and gaps with their relationships, enabling them to build an action plan to rectify and improve where necessary.

After attending this workshop participants will be able to:

  • Quickly assess which accounts need an Account Management Plan (AMP) using an account scorecard
  • Understand the Behavioural Competencies associated with effective account management and assess current proficiency levels
  • Complete a fully actionable one-page AMP that can easily be updated with input from account team members
  • Identify Relationship Stakeholders and determine how they view the relationship with your organisation
  • Identify gaps that may be weakening your position with the account and determine actions to mitigate
  • Develop a set of goals for the account and ensure all actions align to the achievement of those goals
  • Generate a list of questions that need to be asked of the identified Stakeholders
  • Pre-determine and plan the AMP review cycles

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Consulting
Services

Access expertise and strategic advice

At Sellabilities®, we specialise in providing comprehensive consulting services designed to empower your business to thrive in the ever-evolving sales landscape. Our expert team is dedicated to helping you maximise your sales potential and achieve sustainable growth.

Our services encompass a wide range of strategic initiatives to support your sales operations from start to finish. Here’s a glimpse of what we offer:

  • Sales Training: Leveraging our suite of sales training programs, we can upskill your team in the areas they need. From understanding Sales Pipeline logic, how to leverage your CRM, upskilling their selling skills to improve how they consult with prospective customers, to managing your key account relationships. We’ve got you covered for all your sales training needs.
  • Discover and Design Sessions: If needed, we conduct in-depth discovery sessions where we delve into the core of your organisation, identifying key opportunities for sales improvement. Our experienced consultants then collaborate with you to design tailored solutions that align with your specific goals.
  • Sales Process Mapping: To optimise your sales pipeline, a clear and streamlined process is essential. Our consultants excel in mapping out your sales process, identifying bottlenecks, and recommending enhancements. By visualising your sales journey, we enable you to make data-driven decisions and enhance overall efficiency.
  • Deal Coaching: Our deal coaching services provide valuable insights, guidance, and best practices to maximise your conversion rates. Our experienced coaches work with your team, offering personalised strategies and techniques to navigate complex sales situations, resulting in increased win rates and revenue.
  • Skills Coaching: Empowering your sales team with the right skills is crucial for success. Our skilled coaches offer tailored training programs designed to sharpen their sales acumen. From effective communication and negotiation to objection handling and relationship building, we equip your team with the skills they need to excel in today’s competitive market.
  • Implementation and Adoption Support: We know that implementing new sales processes can be daunting. That’s why we provide hands-on support throughout the implementation phase. Our consultants work closely with your team, ensuring a smooth transition and fostering a culture of adoption. We equip you with the tools and knowledge necessary to effectively integrate new processes into your existing workflows.
  • Leadership Support: We believe that effective sales leadership is vital to driving exceptional performance. Our consulting services extend to supporting leaders in coaching their teams through the sales process. We offer guidance and strategies to enhance leadership capabilities, optimise team dynamics, and foster a results-oriented sales culture.

Opportunity Pursuit Process

Map sales opportunities to improve success

Opportunity Pursuit Process (OPP) is a program that walks participants through a process to map sales opportunities that involve multiple stakeholders.

OPP can accurately assess how well positioned participants are to successfully progress important opportunities. It helps clarify what is known and not known about each of the Opportunity Stakeholders, whilst developing a plan to build credibility and close gaps.

After attending this workshop participants will be able to:

  • Ensure selling work is being utilised on opportunities where you have the best chance of success
  • Map important sales opportunities, highlighting valuable information that is missing and needs to be obtained
  • Clarify all Opportunity Stakeholders and confirm how well positioned you are with each
  • Determine questions to be asked and actions to be taken, ensuring those actions help progress the opportunity further into the sales pipeline
  • Ensure internal support and marketing collateral is leveraged to improve credibility and positioning with Opportunity Stakeholders
  • Build and use a consistent approach to Opportunity Pursuit so when you win you know why
  • Use a repeatable and scalable process for Opportunity Pursuit

Prospecting Fundamentals

Develop skills and behaviours for successful prospecting

Many salespeople feel challenged by the requirement to consistently prospect for new business, particularly within target accounts with no pre-existing relationship.

The Prospecting Fundamentals workshop develops participants confidence by providing them with a framework to take the fear out of prospecting, therefore making the task easier.

This workshop is critical for all salespeople looking to improve their performance and particularly those new to sales who are unfamiliar with how to generate interest where they have no existing relationships to leverage.

The Prospecting Fundamentals workshop develops knowledge, attitude, and behaviour, initially through theory-based learning which is then reinforced with a practical application activity using a ‘Prospecting Plan’.

After attending this workshop participants will be able to:

  • Understand the components of successful prospecting efforts
  • Develop an action plan that will
    • Maximize effort
    • Get participants in contact with key decision makers
    • Secure more appointments
  • Take the fear out of prospecting by using an effective process
  • Build prospecting confidence so participants are willing to do more of it
  • Ultimately help participants generate more leads into their sales pipeline

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Success stories

We help clients and sales teams learn the fundamentals to be successful.

“I would highly recommend Sellabilities® to anyone looking to enhance their sales teams skills and achieve sustainable growth. Their expertise, professionalism, and commitment to delivering high-quality training make them a top choice for businesses of all sizes.”

David Gallagher, CEO, TR Pty Ltd

“Sellabilities®‘ expertise and guidance have had a significant positive impact on our team’s skills and subsequent positive customer experience with strong outcomes based on insightful engagement.

I would highly recommend Sellabilities® Pty Ltd to any organization who are committed to the development and success of their team.”

Nick Pintaric, International Business Development & Strategic Partnerships Director, Owens & Minor

“Inside Edge Novated Leasing, provides a product, that has a level of complexity that requires a specific consultative approach and a skillful sales process. Christina Bruce from Sellabilities® has worked with all of our staff, not just our Sales staff, to develop an “Inside Edge” approach to our customer service. We have been delighted with the results and look forward to continuing our relationship with Sellabilities®.”

Andrew Kerr, Director – Sales & Marketing, Inside Edge Novated Leasing Pty Ltd

“We have seen major benefits from our partnership with Christina including, having better visibility of the health of our pipeline, improved forecasting and exceeded our targets with over $100M of opportunities and year-on-year growth. We have improved our average deal time and been able to prioritise efforts on more attractive, higher-probability opportunities and grown the teams’ sales skills and capabilities.”

Hun Gan, CEO, The University of Melbourne Genesis Ventures & Pre-Seed Fund

“[Christina’s programs have] transformed the way our external sales teams go to market and engage with customers. Their selling results are a testament to the quality of the program content, the delivery, and coaching Christina has provided. In fact, Christina was so effective we have now engaged her for a series of ‘professional sales training’ programs with our internal sales team over the next 12 months.”

Dennis Banfield, General Manager, Tech Rentals Pty Ltd

Speak to one of our sales training experts

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