Programs
Leading edge sales training and technology designed to acquire new clients
The PATH TO Trusted advisor Workshop
BWST's
Path to
Trusted Advisor Workshop
helps key account managers, client advisors and SMEs to leverage trust and business acumen to retain and grow critical relationships.
Value Selling Workshop
BWST's Value Selling Methodology helps senior leadership, key account managers, and the subject matter experts that support them to become more issue fluent and to add greater value to key personas.
Insurance Producer development
BWST helps producers grow their business in tough insurance markets by providing business planning, outreach, and engagement skills to help with their sales process.
"Just Add Water" SALES TRAINING PROGRAMS:
These 90-minute sales training programs from Bill Walton are curated to accelerate sales pipelines and improve personal selling disciplines.
Building a Sales Pipeline
Building a Sales Pipeline is designed to help participants learn how to order, structure and impact sales pipeline velocity. BWST provides the techniques to list, codify and advance opportunities while showing how pipeline math points to required sales activity.
Program Delivery:
90-minute Instructor Led
Energy is the New Time™
The time salespeople have for pure selling activity is under attack. Virtual selling environments, digital technology, and competitive markets have blurred what is most important.
Energy is the New Time™ is designed for sales professionals and their teams that need to balance the often conflicting priorities of sales, relationship management and administration. Perfect for those who need to jump start their vitality, motivation and enthusiasm to sustain a competitive new business development effort.
Program Delivery:
90-minute Instructor Led
Telling Your Story
Prospects respond to how sales professionals describe the link between their needs and a seller's solution. But too many salespeople miss the opportunity to state why other clients work with them, and why specifically, the prospect would be interested.
Telling Your Story gives salespeople a construct and samples of outreach messaging which includes the phone, email and LinkedIn.
Program Delivery:
90-minute Instructor Led
Unsticking the Stalled Sale™
Closing effectiveness among sales professionals is declining. What salespeople need is an understanding of the reasons why opportunities stall or accelerate.
Unsticking the Stalled Sale™ helps sellers understand the reasons behind deal flow and to create the appropriate engagement strategy. This program helps salespeople avoid the stalled sale trap.
Program Delivery:
90-minute Instructor Led
Building Referrals with COIs - A Giving Hand Strategy™
Centers of Influence want what you want – more business. But what COIs want from sales professionals can be something entirely different. Credible networking sources are looking to make a valuable impact on their contacts by providing a trusted resource.
This program addresses the common categories of COIs, their sources of value, and specific relationship building tactics sales professionals can adopt to attract them.
Program Delivery:
90-minute Instructor Led
Selling on LinkedIn
Modern-day buyers reside in a “work from anywhere” world and are watching the new TV - the smart phone.
LinkedIn has become the most efficient way to assess buyer/seller/influencer credibility and to garner insights into key trends. But "selling" on LinkedIn takes a different plan of strategy, messaging and personal branding most salespeople lack the patience for.
This program provides the steps, messaging and creating ideas for effective LinkedIn personal prospecting campaigns.
Program Delivery:
90-minute Instructor Led
Team Selling in the Era of AI
- Incorporating experts and other talent
- Roles and Client Alignment
- Introductions, handoffs and segues to next
Never Make a Cold Call Again – Mastering the Phone for Prospecting
- Scripts and messaging including handling phone objections
- When to call and helpful hacks
- Voicemail strategies that actually work
The Competitive Edge Goal Setting Workshop
- Setting your BHAG
- Separating Activity from Accomplishment
- Eliminating tolerations and distractions
Taming the Four Headed Dragon – Balancing Current Clients with Adding New
- Managing the competing pressures on a time
- Knowing what’s important vs urgent
- The Perfect Day and the Perfect Week
The Value Creating Relationship
- The Value Orientation Frame
- Balancing the need for information and for close working relationships
- Understanding your relationship orientation
"BWST provided our entire sales organization [sales leaders, account managers, consulting and business development teams] with very detailed sales content in a digestible format. The success with our teams was a result their tenure and expertise in sales, and BWST's due diligence in learning about us prior to training. BWST was a huge asset to us and is a key partner in launching our sales enablement platform that's ensuring we can continue to grow."
- Head of Sales Enablement, Pharma
"If you're in search of a game-changing resource that not only boosts your deal-making prowess but also deepens your grasp of relationships and value creation, enrolling in Bill Walton's training program is a must. Bill's dynamic coaching style and innovative approach to team development are incredibly valuable. His ability to inspire and guide teams makes him a tremendous asset to any company. I wholeheartedly endorse the Bill Walton Sales Training!"
- Learning and Development Manager, AI Software Development
"Bill is an expert at helping to create vision and focus within a sales team. He took the time to listen and understand our needs. Bill helped to put the "puzzle pieces" together to create a wonderful structure focused on value selling and client acquisition."
- General Manager, Global Business Information
