Group Coaching - Helping you cultivate, win, keep and grow business

We design and deliver workshops, stripped of jargon, on a variety of customer-centred topics. Supporting businesses in developing the mindset, skills and behaviours that lead to improvements in their competitiveness is a particular strength. We offer challenging thinking and a fresh insight on skill development to support your markeeters, account managers, business developers, consultants and salespeople to raise their game. The results are an improvement in your business' productivity in the business of out-competing other businesses whilst acquiring and retaining customers.

Over the years, we have developed a suite of workshop programmes that respond to challenges faced by many businesses. These signature Triple E programmes - based on High Performance Value Selling™ - have an immutable architecture of their own including a core set of tools, but which are customisable to reflect the use of your organisational language, existing tools and processes and shades of emphasis dictated by your context. Our programmes are characterised by the use of self-assessment tools to allow participants to evaluate their performance improvement as they move through the modules. They also feature extensive opportunities for practicing tools and techniques. These "Practice Sessions" are a serious and intense aspect of the group coaching experience and fundamental to faster learning.

You can access additional coaching support provided in the form of our 1-hour Workout Sessions or 2-hour Accelerator Sessions that take a single focus from a programme and work that aspect intensively.

Sales Skills

Our Primary Sales Skills programme covers the fundamentals of sales using the High Performance Value Selling™ approach:

  • The basics of sales and understanding the impact of different sales approaches on the customer in order to design the most appropriate sales behaviours for your current situation. Includes a focus on presentation skills and understanding and influencing customers. (2 days)
  • Developing competency in key skills in helping customers to buy what they value. Includes a focus on pipeline development and call planning with intensive practice sessions. (3 days)
  • A practical focus on negotiation skills building on previous modules to establish proficiency in core selling skills. (2 days)
  • Stress-testing selling skills in a competitive environment to simulate the pressures of real-life with extensive coaching inputs and feedback. (3 days)

Consulting Skills

This suite of 4 workshop modules, sequentially sets out to establish:

  • A sense of what consulting is fundamentally about and the skills and behaviours involved with a focus on questioning and listening to uncover value. (1 day)
  • The consulting model and the concept of consulting styles, practice in using the tools for effective client meeting preparation and questioning and listening skills in order to influence and lead client thinking. (2 days)
  • Experience in developing the skills of an interactively competent consultant with a focus on verbal behaviours, collaboration and negotiation with simulation of customer interaction and intensive video feedback. (3 days)
  • Disciplined use of specific tools for high performance in consulting including Value Innovation, Stakeholder Management and Risk Management. (2 days)

Key/Strategic Account Management

A suite of 4 workshop modules that builds sequentially from fundamentals of Strategic Account Management to provision of essential leadership skills for senior account individuals. The focus of the 4 modules is set out below:

  • Establishing what is understood by Strategic Account Management and the implications for skills, attitudes and behaviours for successful interaction with customers and provision of the tools for supporting high performance against a clear set of expectations of the role. (3 days)
  • Deepening skills around account penetration through multi-level relationship development and drilling skills, behaviours and attitudes, with a focus on negotiating value, in a life-like scenario with live feedback (verbal and visual) with coaching inputs. (3 days)
  • Introducing tools to deepen the strategic contribution made by the account manager in leading the thinking of the customer and practical application in an intensive simulation. (2 days)
  • Providing Senior Strategic Account Managers/Directors with the tools to manage and lead account teams at a high level of performance whilst improving the effectiveness of relationships and engagement through understanding of Emotional Intelligence, improved commercial acumen and professional and effective management of organisational politics. (3 days)

Leading the Value-Driven Organisation

We recognise the significance of the statement "Leaders have to go first" in the ongoing transformation of organisational culture to become ever more customer-centric and value-driven. We support leadership teams in driving this transformation by:

  • Developing and reinforcing their undertsanding the critical architecture of a High Performing Value-Driven organisation.
  • Recognising the contract that exists between leaders and followers and the skills and behaviours to negotiate this contract.
  • Stress-testing the critical skills and behaviours that are required in role-modelling to followers.
  • Developing a scorecard to monitor organisational performance.

High Performing Team Development

We support the development of High Performing Teams, be this at leadership team level, key account teams, virtual teams; indeed any collaborative teaming activity that impacts the customer's realisation of value and consequently drives business performance.

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