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Modules to Develop your Professionals

What are you teaching? What are you learning

World class modules will keep your people sharp.

Foundations of Management Series

The course series below will pour 100 tons of concrete into the base of your skill set as a manager of colleagues.

Leading vs
Managing

Get clear about how managing and leading differ, and how both are essential to an excellent workplace

Better Objective Setting 

Polish the language, thinking, and process by which personnel make goals, targets and objectives

Simplifying
Delegation

Perfect the CAR/KEY model for passing tasks and challenges to your people with success

Giving and Receiving Feedback

Adopt the DELTA system and model for feedback that takes out the 'electricity' of getting personal

Giving and Recieving Instructions

Learn how to avoid three classic errors in passing the baton to staff for projects, initiatives and details

Managing
Up

Learn how to make it much easier for your staff to manage their relationship with you

Developing Your Personnel

Solidify a short- medium- and long-term approach to cultivating the talent within your ranks

Foundations of Professionalism Series

The course series below brings your team to the universally respected standards for serious professional workplaces

Giving and Receiving 
Feedback

Adopt the DELTA system and model for feedback that takes out the 'electricity' of getting personal

Understanding and Showing Gravitas

Learn what internal & external  habits create a natural draw toward your professional authority

Introduction to Networking

Crack the challenges making and maintaining fresh connections with people relevant to your work

Foundations of Account Management Series

The course series below refines the core of essential elements of professional meetings, and makes them effective

Qualifying Opportunities

​Learn the five criteria for deciding which opportunities to pursue, and which to let go.​

Farming as Business Development

Learn what it means to metaphorically sow, irrigate, fertilize, prune, harvest and compost as an account manager

Account Segmentation

Learn the three major models for categorizing accounts beyond mere size and revenue

Account Growth Hacking

Learn the 6 nodes of the "Diamond of Opportunity" to achieve the strategy for expanding and deepening accounts.

Account Strategy & Tactics

Develop a 5-level battle plan to grow each account. Understand the classic strategies that win.

Difficult Client Conversations 

Undertake a new approach to welcoming, and addressing the inevitable hard issues that arise with clients 

Meeting Mastery Series

The course series below refines the core of essential elements of professional meetings, and makes them effective

Opening & Closing Meetings

Learn to script and approach meeting openings with impact and ending them with clear, aligned next steps.

Meeting Preparation

Customize for yourself the four dimensions of meeting preparation Objectives / Research / Content / Accountability.

Tactical Meeting Review

Drill and inculcate the structured review model that drives constant improvement in individuals and teams

SAGE Meeting Notes

Adopt and personalize a note-taking method that does what AI cannot, and beats the habits of classroom and self-study notes

Better Question-Asking

Learn six questioning techniques pulled from investigative journalism, law, and sales to uncover needs and motivations more effectively.

The Art of Follow Up

Free yourself from the awkwardness of "I just wanted to follow up" communications with creative and effective follow up techniques  

Business Development Series

The course series below refines the core of essential elements

of exploring new frontiers in B2B marketplaces

Qualifying Opportunities

​Learn the five criteria for deciding which opportunities to pursue, and which to let go.​

Scouting and Entering New Markets

Evaluate and your new business horizons and shortlist them through proven criteria

Discovery Process and Techniques

Apply the interrogative techniques and style to set new prospective partners on a path to collaboration

Sales Series

The course series below refines the core of essential elements

of selling in a B2B marketplace

Sales Cycle
Planning 

​Learn the technical stages of a sales cycle, and how to shepherd each opportunity through the cycle.

Pitch Polishing
Workshop

For experienced pitchers. Take your rhetorical and persuasion chops into the dojo for a fine tuning

Proposal Drafting and Polishing

Raise the quality of proposals through clearer logic, tougher testing and clarity

Objection Handling Revisited

Learn a proven approach to addressing client concerns, turning objections into opportunities.

Sharing Effective Use Case Examples

Make case studies do much more work in your new business acquisition through storytelling 

Pyramid Presentations

An homage to Barbara Minto; this is a fresh approach to presentation basics focused on idea strength

Discovery Process and Techniques

Apply the interrogative techniques and style to set new prospective partners on a path to collaboration

Effective Negotiations 

Apply the best tactics from four negotiations masters within a single framework

Qualifying Opportunities

​Learn the five criteria for deciding which opportunities to pursue, and which to let go.​

Gravitas Masterclass

The course series below instills in your team the misunderstood realm of presence, suasion, and natural authority.

Gravitas I: Candour

Apply the insights about how frankness, honesty and openness lead to a greater position of authority and appeal

Gravitas IV: Cordiality

Elevate your use and of warmth, openness, and fellow feeling as part of your presence as a professional.

Gravitas II: Calmness

Uncover the connection between mental, physical, and social calm increases your executive posture and draw.

Gravitas V: Capstone

Bring together the five Gravitas pillars under a unified approach to workplace presence, authority and posture

Gravitas III: Control

Deepen your knowledge of control beyond simple power-taking. Apply control within and without to create gravitas

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