COACHING TOOLBOX

Sales Training Resources

MAP - Mutual Action Plan - Software Sales Gurus

MUTUAL ACTION PLAN

Get your prospects to buy in by using their own words. This MAP template helps ensure you and you prospects are on the same page.

opportunity x-ray -Software Sales Gurus

OPPORTUNITY X RAY LEADER'S GUIDE

Many sales are complicated with several players on both sides of the deal. Use this worksheet to round up information and use it as a resource for your whole team.

perfect discovery call checklist -Software Sales Gurus

THE PERFECT DISCOVERY CALL CHECKLIST

This detailed checklist will help you nail down the information you need during discovery to make the sale.

perfect outbound call coach's checklist -Software Sales Gurus

THE PERFECT OUTBOUND
CALL COACH'S CHECKLIST

This resource for sales leaders helps you coach your team and improve outbound sales calls.

Capability Translator

CAPABILITY TRANSLATOR

The message makes all the difference. Learn how to hone in on the benefits that will be most applicable to your prospect.

key account planning template - sales resources

KEY ACCOUNT PLAN

There are many account planning worksheets available, but to be effective, the process must be customized to your individual process. This template is a guide to help you do just that.

Sales Strategy Selector

SALES STRATEGY
SELECTOR

A quick guide to choose the right strategy to pursue a large opportunity
 

CROSS-FUNCTIONAL TEAM ACTION PLAN

CROSS-FUNCTIONAL TEAM
ACTION PLAN

A simple guide to pick the players on your team who you will put in the game for a major opportunity and to empower them with information and direction.

MAJOR OPPORTUNITY PURSUIT PLAN

MAJOR OPPORTUNITY
PURSUIT PLAN

A framework to develop a competitive sales strategy for a major opportunity.
 

Hiring salespeople who can sell

HIRING SALESPEOPLE
WHO CAN SELL

Interview questions you can use to help identify
salespeople suitable for you particular role

Best_of Discovery Call Questions

DISCOVERY CALL
QUESTIONS

"Best of" list of effective questions to
use to discover a buyers need

ABC-Outbound Call Sheet Music

ABC OUTBOUND CALL
SHEET MUSIC

Tested and updated for 2022.
This template for a cold, outbound call includes nuances that account for low contacts rates and the fact that most contacts are via cell phone. 

ABC-Inbound Call Sheet Music

ABC INBOUND CALL
SHEET MUSIC

Tested and updated for 2022.
This is a template for warm calls to people who have expressed interest in some way. The call includes nuances that account for low contacts rates and the fact that most contacts are via cell phone. 

Lead Generation Mechanisms

LEAD GENERATION
MECHANISMS

Tested and updated for 2022.
Instructions for using lead generation mechanisms