A Complete, 8- Part Coaching Program to Help You Master the Art of Selling Professional Services
Spring Session: April 17th – 19th, 2024
Platinum Sponsors
Fast facts about the
Value Creation Master Class
- 30 total hours of instruction and group coaching
- Organized over 4-consecutive weeks to simplify scheduling
- Delivered live on-line, in an easy to digest modular format
- 16 relevant and up-to-date critical selling services topics
- Detailed course workbooks and compendiums to boost learning
- Follow-up coaching to ensure applicable results
Benefits From Attending
Formulate a learning plan, necessary to take that next critical step in your sales career
Recognize how future success depends on mastering the art of value creation
Improve results through effective listening to uncover client business value
Meet competitive threats head on with confidence
Build an effective client discovery approach
Better manage your consultative style
Improve your prospecting methods and abilities
Build mega credibility
Develop the ability to understand the difference between “pain killers” and “vitamins.”
Build a strong referral process and network
Achieve clarity regarding partner solution service priorities
Recognize and concentrate on your sales strengths
Identify the key factors that prevent PS sales success
The VCMC begins with two intake questionnaires that must be completed before the first session. The data we gather are critical for us to serve you best and ensure your needs are met.
Participation Requirements
For clients to maximize their investment in the VCMC, there are critical pre-requisits that must be met before we approve your enrollment in the program.
We require at least one manager from your sales or service organization to commit to the participant to enroll in the program. This is critical so that the key levers from the curriculum are embarced and supported in your organization. Must have 1 service consultant for every sales executive attend. So minimum of two participants per company.
The VCMC begins with two intake questionnaires that must be completed before the first session. The data we gather are critical for us to serve you best and ensure your needs are met.
The VCMC begins with two intake questionnaires that must be completed before the first session. The data we gather are critical for us to serve you best and ensure your needs are met.
This is a high -end program for serious account mangers and sales executives who demand more from themselves and have greater aspirations. The agreement credo is a combined signed document, shared by you and your manager that binds you in principle to following through on the commitments set out in the sessions.
Exams scored by CMC and participating channel partner.
Exams scored by CMC and participating channel partner.
Participant Profile
Over the years, we’ve had many profiles of individuals managers from different industries attend and benefit from the Manage, Lead & Scale program, from different counties and with varying responsibilities. You will benefit most from this program if you fit into one of the categories below and your situation is similar to what we have described in the drop down.
From twenty five year veterans to rookies just taking the field. Inside to outside sales and everyone in between.
Many existing managers are tasked with improving or re-building a line of business into a high trust, high performing environment. Manage, Lead & Scale has helped managers in this situation by providing the very best methods for uncovering and eliminating the de-motivators in your workplace and replacing them by creating a winning environment.
The program has also helped existing managers who desire to take their abilities and teams further by adding to their overall all ability through coaching, better communication skills, improved emotional intelligence and strategic thinking to name a few.
To scale, organization’s need to promote from within and often people who have succeed in highly technical roles, find themselves in this situation, or they aspire to be in management. If this is you, now your responsibilities shift from doing to managing and leading. Manage, Lead & Scale will help you to effectively make this transition by letting go of certain tasks and then learning how to delegate them effectively to key members of your team. You’ll also need to learn how to set new priorities which will maximize the output of the team you are now leading.
Mike L.
"I found the program to be extremely engaging. Specifically developing the key leadership trait of "vision" resonated with me, as I begin to develop a new corporate department." Business Development Executive
What to Expect
For organizations to position themselves as trusted advisors, they need their sales and marketing people to illustrate how their solutions create business value. However, there are barriers to people developing these critical skills sets, resulting in:
- Sales onboarding, messaging, and playbooks being non existent or not aligned.
- The account management objectives not being clear.
- Disparate, cumbersome or non existent skill development plans to achieve the objectives.
While some of these issues can be addressed by traditional video learning or instruction, what no one else has done is use performance design when cascading their sales strategies. Our Value Creation Master Class does that and as a result:
- Collaborative efforts are aligned to advance the company, department and sales goals.
- Sales skill gaps are identified and addressed.
- Everyone’s more motivated and successful.
Carl U.
"The GOSPA strategic planning framework and CLEAR Caching methodolgy. helped me to identify $200k a month in revenue we could capture by better engaging our managers in a proper coaching program." senior Operations Executive
Included in the Value Creation Master Class
Your investment in Value Creation Master Class is only $1495.00 and includes 8- professionally delivered master classes, structured over four (4) consecutive weeks. You’ll be participating with other account managers and service professionals, looking for answers to today’s business challenges.
Expert Partner Panel
Each session includes a panel where you will learn to leverage the strength of global technology companies to build mega credibility in your territory. The panel is made up of top technology evangelists, providing world class strategies to help you sell more professional services.
Immediately Applicable
There are many good sales training programs on the market, however practicality, not theory is what sets the Value Creation Master Class apart from others. An intake questionnaire to help address and solve your most pressing challenges and higher aspirations.
Course Workbooks
4, 40- page, comprehensive course workbooks and case studies, designed to double as field guides for your ongoing application, long after you complete the program.
Follow-up
A quarterly, 1- hour coaching call after the program concludes, to review and discuss your progress.
Recognition
You’ll receive a beautifully designed and personalized certificate of achievement to showcase on your office wall.
Program Alumni
Be part of a powerful and growing, business support network.
Expert Instruction
Benefit from an industry expert who’s engaging style, maximizes outcomes and guarantees an enjoyable learning experience..
Sales DNA Report
Our 59-page report to help develop individual PS sales skills and competencies.
Channel Partner Support
In each master class
Ron V.
"The sessions you designed for us in the VCMC were fantastic! I took a lot away and have been inspired to empower others and help improve their ability to scale our business." VAR- MSP Account Executive
Learning Outcomes
The Value Creation Master Class goes way beyond theory.You’ll come to understand how and why managers play the pivotal role in organizational success, the importance of continuous personal and professional development and how in fact leaders are made, not born. In addition, you will learn how to:
Session One: The Winning Edge
There are six key learning objectives that you will cover in Session One.
1. How becoming a top 1% sales professional begins on the inside
II. The Law of Incremental Improvement
III. How leadership is equal parts who you are and what you do
IV. A simple 3- step process for increasing your ability on a daily basis
V. The essence of what it takes to be a Professional Service Sales Leader
VI. The 7- critical success factors in selling
Session Two: Market Positioning
There are six key learning objectives that you will cover in Session Two.
I. The importance of consistency when answering the question “What do you do?”
II. The differences between solutions and solving business problems
III. 3- critical components of competitive positioning to create client business value
IV. The “FAB” chunking framework for creating and showing business value
V. How to strategically link case studies to prospective client scenarios
VI. The 5- keys for centralizing Professional Services sales and marketing support
Session Three: The Client Discovery
There are seven key learning objectives that you will cover in Session Three.
I. Critical questions needed for building value creation needs
II. How to leverage the power of sound bites and why it matters
III. 5- steps to simplifying your call preparation
IV. The Socratic Method for uncovering gaps; there’s more than just pain points
V. Professional conversations and knowing when to pivot
VI. The political landscape; who cares about what and why?
VII. The 10- must know, business financial terms to avoid losing all credibility
Session Four: Building Expert Credibility
There are seven key learning objectives that you will cover in Session Four.
I. How and why the little things mean a lot
II. The 4- major purchasing fears and how to help buyers get past them
III. The keys for becoming the low risk, no risk trusted advisor
IV. Dress for success
V. How to build credibility through your sales presentation
VI. 3- ways to position yourself as a respected authority
Head of Growth, UK-based 100-person AI start-up.
“Despite my three decades in business and exceptional coaching and leadership training while at firms including PwC, I learned new and unique insights that will be central to my future success. The concept of performance design, practical ways to make strategic plans truly cascade to me as an individual, and a framework for mapping Kevin’s skills and methodologies to my plan. Most importantly, this is how I will maximise my value to my company.”
Program author and facilitator
Kevin Moloney has led thousands of participants through his training programs with his inspiring and engaging approach. He founded Clear Moves Consulting in 2001 and has delivered training programs with clients throughout Canada, in the United States, the Middle East, India, the UK, Australia and New Zealand. He’s helped individuals and companies design and accelerate outstanding performance including in banking, construction, forestry, public sector, manufacturing and technology. His training programs produce tangible client results through disciplined, rigorous analysis and strong client partnerships. Kevin holds a certificate in Social Media Content and Strategy (honors) from UBC is Certified Managerial Consultant, the profession’s only international certification mark, recognized in over 50 countries. It represents a commitment to the highest standards of consulting and adherence to the ethical canons of the profession.
You'll be in Great Company!
Here is a sample of organizations that CMC has worked with over the years.
- Chevron Canada
- Government of Canada
- NAPA Auto Parts
- PRIMAL.LIVE
- GE Capital Technology Services
- Translink
- Griff Building Supplies
- AIWO
- Dishnet DSL
- Taj Resorts
- Tecumseh Industries
- Great West Life
- Tata Group India
- Staples
- Satalia
- Aircel
- RPG Cellular
- Sterling Infotech
- Teck Construction
- BABz
- Minerva Technologies
- Magna International
- Innovation Networks
- The Bank of Montreal
- The Municipality of White Rock
- Microserve
- Lark Construction
- Stilewood International
- Calgary Exhibition and Stampede
- Thompson Reuters
FAQs
There are numerous sales training programs on the market and some of them are very good. However, what sets the Value Creation Master Class apart from others, is the curriculum is laser-focused on you becoming astutely proficient at selling high margin services. The material is practical, relevant and immediately applicable, to real world situations. Mastery not mediocrity is the only aim here.
Manage, Lead & Scale is a facilitator lead, online workshop with a high engagement approach to learning. The digital platform credentials will be sent to you in your welcome and assessment package, once you register for the FREE Reveal session.
If you have any hesitation at all about completing the program, it’s likely better that you wait until your commitment feels 100% right for you. However, most participants feel that as the first session begins, they experience a renewed sense of optimism and begin recognizing exciting opportunities to improve their business. From there, they don’t want to miss another minute!
