BLENDED APPROACH

VIRTUAL TRAINING

LEARNING THAT STICKS

85% of programmes fail to change behaviour*


Because a disproportionate amount of effort is spent only on the learning intervention.The key to success lies in building engagement before the event so participants arrive eager to participate, and providing activation tools afterwards so they’re able to put the learning into practice beyond the classroom.

* Brinkerhoff, R. (2001) High impact learning, Perseus Publishing

Our approach to Virtual Instructor-led Training:

We take a blended approach to learning that results in real behavior change. Key components of our approach include:

BD DIAGNOSTIC

An online tool that aggregates your personal learning needs

BD WORKOUTS

Interactive virtual workshops full of practical tips and techniques

BD BOOSTERS

Short sharp 15 minutes webinars delivered by our sales experts

BD QUIZ

An interactive VC with polling and chat

BD MISSION

Given to each participant after each workout session

BD GROUPS & BUDDIES

Many heads are better than one
connected-by-tech@900px

“Adults are more likely to act their way into a new way of thinking than to think their way into a new way of acting” 

– Richard Pascale

SWAM workshops available in vILT:

Building your Network

  • Rationale for having a network (Why)
  • Networking, the mindset and the skillset
  • Networking, your contact list
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH

Managing your Impact

  • Verbal and non verbal communication
  • Practice introducing self
  • Build your sound bite
  • Use the power of names
  • Give a one minute “pitch”
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH
  • Use of virtual break out groups

Influencing Energies & Styles

  • Results of self diagnostic on influencing preference
  • Influencing energies – Push/ Pull
  • Influencing styles – what they are, when and how to apply them
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH
  • Use of virtual actors forum

Influencing Clients

  • Reminder of influencing styles
  • Pull by asking questions and bridging: practice conversations
  • Push and be assertive: Practice making an ask in client conversations
  • AGREE GROUP MISSION FOR THE MONTH

Planning BD Meetings

  • Prepare for client meetings
  • Plan client meetings
  • Gain small commitment & follow up
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH

Sharing Stories

  • Trust equation
  • Situations where to use stories
  • Developing your story
  • Sharing (& capturing)
  • Commit to actions (individual & group)
  • AGREE GROUP MISSION FOR THE MONTH
  • Use of virtual break out groups

Remote BD

  • Rationale for doing even more BD when being remote
  • Sales success triangle
  • Revise your “sales” behaviours in the “new normal”
  • Modify your ‘connect’ techniques and questions
  • Adopt pre & post call check lists
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH

Presenting in a virtual world

Challenges of presenting in the virtual environment

Structure, design & prepare

Practice virtual delivery (key elements)

Engage virtual audiences and learn top tips on professionalism 

Commit to actions (individual)

  • AGREE GROUP MISSION FOR THE MONTH

Having a difficult client conversation

  • Rationale for having the conversation (data based)
  • Share structure model
  • Apply model on non work scenario (with actor)
  • Practice difficult client conversations
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH

Strategic selling
Building a business plan

  • Understand strategic selling key components
  • Consider the kind of plan required in the “next normal”
  • Identify who you want to focus on
  • Define your offering
  • Outline the steps you will take
  • Commit to actions (individual)
  • AGREE GROUP MISSION FOR THE MONTH

Having a winning mindset

  • Explore the winning triangle components
  • Design your BD regime
  • Explore elements of sales resilience
  • Identify blocking & accelerating behaviours in sales
  • Commit to actions (individual & group)
  • AGREE GROUP MISSION FOR THE MONTH

Additional SWAM workshops available in vILT:

workshops@900px
  • Social Selling – LinkedIn
  • Working a room
  • Fanatical prospecting
  • Building a robust target list
  • Being curious – asking questions and listening
  • Understand the client environments (economic models for commercial conversations)
  • ‘Sharpen the saw’ with real-play rehearsals and role-plays
  • Pricing to win
  • Building & managing a sales pipeline
  • Owning your numbers (growth)
  • Building your profile
Head of Business Development & Marketing<br>Top 25 global law firm

Head of Business Development & Marketing
Top 25 global law firm

"I enjoyed the session today, when circumstances around us are changing so dramatically its easy to forget the fundamentals so I found today a useful session to keep me on track. The breakout rooms worked well."

MASTER THE SCIENCE OF
BUSINESS DEVELOPMENT

Shopping Basket