The Rudow Group Services

Helping technology companies maximize their direct and channel sales performance.

BEHAVIORAL SKILLS TRAINING

Driving performance improvements in any team requires a focus on proven, adoptable skills and techniques.

Our behavioral skills training content is based on our collective experiences over 30+ years of direct sales, channel management and sales leadership. The skills and techniques we cover will support virtually any sales methodology and help your sales resources find the most effective ways to drive increased performance. From increased win rates to deeper partner engagements to shorter sales cycles to higher partner investments, our content will challenge even the most experienced sales resource to achiever their personal “next level” of performance. Our facilitators are all tenured sales executives in the high-tech industry who’ve “been there” and “done that” before.

Review our standard behavioral skills training content below based on your selling role and situation.

The most effective Channel Managers are part sales manager, part executive business consultant, part project manager, and part franchise owner. Traditional career progressions rarely develop the kind of broad skill competency required to be a successful Channel Manager; as a result, diligent enablement and skill building is a critical success factor to any Channel organization. The EQ Selling^TM Through Channels program develops and fine-tunes the business skills necessary to excel in a Channel Management role. Rather than modifying traditional sales training for Channel Managers, our program is built specifically to drive Channel Management Excellence. Focused on the three key pillars of Channel Management Excellence, the program develops, refines and/or validates a Channel Manager’s revenue management skills, partner account development skills, and portfolio business management skills.

The most effective Sales Reps are part opportunity manager, part executive business consultant, part aggressive hunter, part project manager, and part franchise owner. Traditional career progressions rarely develop the kind of broad skill competency required to be a successful Sales Rep today; as a result, diligent role-based enablement and skill building is a critical success factor to any sales organization. The EQ Selling^TM for Enterprise program develops and fine-tunes the business skills necessary to excel in a Direct Sales role. Focused on the three key pillars of Sales Excellence, the program develops, refines and/or validates a Sales Rep’s opportunity management skills, account and/or territory development skills, and business management skills. The EQ Selling^TM for Enterprise program has content appropriate for Account-based Sales Reps, Territory-based Sales Reps, and Sales Support Resources.

Many smaller organizations are simply too small to take advantage of high-cost, enterprise-level, industry-leading sales training offerings. The EQ Selling^TM for Small Businesses solution is designed to address that challenge! It takes enterprise-class, large-organization-proven sales excellence training and makes it available to even the smallest sales teams. Through a subscription-based service, small and medium businesses can take advantage of the same sales excellence training content and activities available to their even their largest competitors. This exclusive online, self-service offering allows you to deploy the training one concept at a time, one team at a time, and according to your desired time frame. Driven by your sales lead (e.g. sales manager, CEO, or founder), the offering provides all the tools required, including video presentations by an industry-veteran sales training expert, behavioral skill activity templates and instructions, coaching guides, and detailed coaching videos. From penetrating new accounts to navigating opportunity politics to negotiating based on value to forecasting and pipeline disciplines, it’s all included.

A big part of the sales leadership role is to enable and coach team members towards higher and higher levels of productivity. As such, much of the skills training efforts around Sales Leaders is equipping those leaders with the tools and techniques needed to effectively drive adoption of appropriate sales skills in every team member. The EQ Selling^TM for Enterprise and EQ Selling^TM Through Channels programs provide deep management coaching and support for Sales Leaders. However, Sales Leaders also need enablement directly related to their other responsibilities. The EQ Selling^TM Leadership solution provides sales leadership specific enablement assets to drive increased performance in your sales leaders beyond just coaching their team members.

Consulting

Achieving sales excellence requires a multi-pronged approach that includes both skills training and consulting.

Our consulting services will help simplify your business operations, accelerate your operational efficiency, and launch your sales people towards achieving sales excellence. Our consultants are all tenured sales executives in the high-tech industry who’ve “been there” and “done that” before.

Take a look at the kinds of consulting projects in which we typically engage to help chart your path to sales, channel management and leadership excellence.

Are your resources clear on their role functions and accountabilities? Is their consistency in role understanding both deep and wide in the organization? Too often, valuable time and money are wasted on process and training projects that map to a disconnected, inaccurate or ineffective perception of role accountabilities. In our experience, this is almost always the place to start for a successful path towards execution excellence.

Do your operational processes, tools and organization structure support both the organizational goals and the functional realities of your various role accountabilities? Too often an organization’s operational processes, tools and organization structure are designed and implemented by resources who haven’t ever executed or managed the role in question. The end result is a set of processes that are only loosely followed, a set of tools that are rarely used, and an organization structure that breeds inefficiency. Execution excellence requires an honest and holistic review of the organization’s processes, tools and organization structure.

Is your approach to finding and deploying enablement solutions based on the “what’s not working today” syndrome of your leadership team? Too often an organization’s enablement plan is based on anecdotal stories and reactionary outbursts, rather than on empirical data and analysis. The results is often an enablement plan that only works for a very small subset of the target audience. Execution excellence requires a non-emotional, broad-based, data-based approach to skill gap analysis and resulting recommendations.

Has your traditional approach to role-based training been to offer a single course and then wait until next year to consider what comes next? Too often an organization’s role-based enablement is a hodge-podge of solutions that have been banded together over multiple years and various executive agendas. The results is not really a curriculum, but a grab-bag of enablement solutions. Execution excellence requires a holistic curriculum design based on the role definition and then prioritized based on a skill gap analysis.

Do your training needs include something that we don’t offer “out of the box”? Are you looking to integrate some of your operational processes into the standard skills training you deploy? Our experienced learning and enablement staff can help you define, design, and then develop a custom training solution that will meet whatever needs you have.

Do you have everything you need for operational excellence, but just need someone to help facilitate a deal coaching session, a partnership business planning session, or a team planning meeting? Do you need the experience of an “outsider” to help make the right decisions and keep the discussion moving in the right direction? Our experienced facilitators can help run your challenging meeting, coach your more complex deals, or plan with your most difficult partners.

Speeches

As industry thought-leaders, we can amplify your messaging and accelerate your path to excellence.

Our keynote and breakout speeches are designed to motivate, engage, and challenge the audience into new ways of thinking and a willingness to get outside their comfort zone.

We offer both Keynote and Breakout sessions topics in the areas of Business Leadership, Sales & Sales Leadership, and Channel Management. Let us help you “amp up” your internal, customer or partner event!

Learn More

Does your event need an industry-expert presentation on business leadership? Are you looking to provide your audience with key insights on leadership techniques, sales organization trends, building teams, or driving customer loyalty? We offer a variety of business leadership topics that will interest and excite a diverse crowd.

Does your event need an industry-expert presentation on sales or sales leadership? Are you looking to provide your audience with key insights on sales techniques, sales methodology trends, driving science into your sales process, or driving increased win rates? We offer a variety of sales and sales leadership topics that will interest and excite a diverse crowd.

Does your event need an industry-expert presentation on channel management? Are you looking to provide your audience with key insights on partnering techniques, channel organization trends, driving predictability into your channel business, or driving increased partner loyalty? We offer a variety of channel management topics that will interest and excite a diverse crowd.

The Rudow Group Services

BEHAVIORAL SKILLS TRAINING

Consulting

Speeches

Solutions

Channel Management Excellence

Sales Excellence

Sales Leadership Excellence

info@eqselling.com

1.310.374.6448

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