Frequently Asked Questions (FAQ)

If your question isn’t listed you can reach us via the Contact Us page or call us now on +44 (0)131 261 8161

What industries do you serve?

Our sales consulting, training and coaching is specific to Business to Business (B2B) selling, not to any particular vertical market. We do however have lots of experience in Information Technology, Software, Financial Services, Business Services, Banking, Pharmaceuticals, Professional Services, Digital Media & Telecoms.

What level of sales experience do you cover?

Our clients have a wide variety of experience but are predominantly made up of B2B sales people and sales leaders, often with many years of experience. What they all have in common is a desire to learn and sell more.

Do you provide coaching for other selling systems?

Yes. If you have already trained your people our coaching works with any of the major selling systems such as Miller Heiman, Richardson, SPIN or Solution Selling. If you do not have a selling system or methodology we can give you access to our own selling system.

How do we keep our client information confidential?

Please forward any Non-Disclosure Agreement which we are more than happy to sign. In addition when discussing any sales opportunities either in an open Q & A or an individual 121 we ask you to please refer to every prospect as Charlie @ ABC Industries. Please do NOT tell us your client’s details.

Will you cover the training topics important to us?

Yes we provide a comprehensive Questionnaire where you can request specific help in any area of B2B Sales.  We can then use this information to guide you to the most appropriate content.  Our most successful clients use the online support tools we provide to reinforce the learning.

What format do the materials come in?

All the training modules are supported with video, .PDF  and audio content, to accommodate different learning styles.  You can also access live training sessions online for specific help on any topic.

Do you provide more bespoke services for larger organizations?

Yes and as examples we can create and run internal Sales Academies, Sales Conferences, Sales Talent Management & Business Transformation Programs. Feel free to email us via the Contact Us page if you have any questions.

Why are your courses not accredited with the ISM?

ISM accreditation and learning objectives are based on compliance with the National Occupancy Standards for Sales.  This standard is based on Features & Benefits selling which is a sales methodology from the 1970’s and the Standards were designed for “Furniture Makers & Other Craft Woodworkers”. This is not our target market and our teaching is based on the Consultative Selling Methodology which is completely different to the ISM/National Occupancy Standards.  We are not saying this is wrong, simply we have developed a different approach that better serves our clients.

Can I cancel my training Course?

Course Bookings can be cancelled up to 7 days in advance of the scheduled course date after which there is no refund. Course Bookings cancelled within 7 days of the scheduled course date will receive a training voucher valid for another course of the same value. Training Vouchers expire after 12 months.