Sales Training for Professional Services

Join The Beyond Referrals Peer Forum IV

Running Tuesdays from February 2, 2016 to March 15, 2016

Over 20 hours of in-class instruction along with three months of on-demand coaching.

Click here for complete details including information on accessing the Canada-Manitoba Job Grant to pay for over 80% of your tuition!

Officially Recommended by the
Institute of Management Consultants USA

“I attended one of your sales training sessions probably 5 years ago now and still apply some of what I learned today!
You are an amazing trainer.”

Since 2001 Beyond Referrals has provided sales training for professional services firms that helps them reduce the cost of selling and increase their selling effectiveness.

“A must see presentation for anyone trying to expand
their consulting business.”

– Saskatoon, Canada

Check Out Our Other Training Programs

Beyond Referrals has just announced two new sales and marketing training programs.

TCWPH Cover with Border Nov 2014Restructured and updated to reflect changes in how professional services are bought and sold, both programs are designed for in-house group training of consultants, engineers, architects, IT consultants, and other professional services firms.

On occasion, these seminars may also be offered as public multi-firm sessions in cities across North America and Europe. Email us at Cal [@] BeyondReferrals[dot]com if you’re interested in having us come to your city – and if you’re the first one, and we do, your tuition is FREE.

 

SALES TRAINING – ONE DAY SEMINAR

This one-day seminar is perfect for individual consultants that are new to the selling role, or that want to take their existing skills to the next level – the focus is squarely on improving personal selling skills across the sales process from lead generation to closing.

It’s a great program for creating consistency of individual sales activity across a consulting practice and adding structure to group sales activities. Over the course of one day we use individual and group exercises along with discussion and lectures to cover the following content.

 

  • Selling Expertise – An Overview
  • Understanding, Assessing, and Responding to B2B Buyer Behavior
  • Working Lunch & RFP Discussion
  • Measuring Professional Services Business Development Activity and Progress
  • Lead Generation Activities for Consulting Professionals
  • Closing Skills for Consulting Professionals

Optional Add On: The Oxicon Personal Sales Motivation Assessment – designed to illustrate an individual’s intrinsic motivational profile specifically as it relates  to selling professional services. The results are used to understand the likelihood of an individual to actually do sales related activities so they can manage weaknesses and exploit their strengths.

Optional Add-On: Sales Meetings – Cal can attend sales meetings immediately after the training is complete to help reinforce and embed the processes into the organization and answer any questions that come from the implementation of the learning.

Optional Add-On: Personal Coaching – Cal can provide personal telephone coaching to individuals after the training to help implement the personal selling skills acquired in the seminar.

You can read the complete professional services sales training course outline here.

MARKETING TRAINING – ONE DAY SEMINAR

This one-day seminar is designed specifically for the marketing person within a professional services firm, looking to improve the organizational marketing capabilities, and individual marketing management skills within a professional services firm.

Over the course of one day we use individual and group exercises along with discussion and lectures to cover the following content.

 

  • Positioning A Professional Services Practice
  • Managing Social Media
  • Working Lunch & Website Discussion
  • Marketing Automation for Inbound Lead Generation
  • Managing Content Generation

Optional Add-On: Marketing Meetings – Cal can attend marketing meetings immediately after the training is complete to help reinforce and embed the processes into the organization and answer any questions that come from the implementation of the learning.

Optional Add-On: Personal Coaching – Cal can provide personal telephone coaching to individuals after the training to help implement the marketing skills acquired in the seminar.

You can read the complete professional services marketing training course outline here.

ADDITIONAL SALES AND MARKETING TRAINING PROGRAMS AVAILABLE

Beyond Referrals also provides fully customized sales and marketing training programs as well as online learning. You can find more details about our online learning here.

Sales & Marketing Consulting Areas

  •  Positioning & Strategic Planning
  • Sales Process & Role Definitions
  • Sales & Marketing Plan Development
  • Business Development Person Recruitment
  • Integration & Amalgamation of New Practice Areas
  • Web Site Implementation

Sales & Marketing Training Areas

  •  Selling Consulting When You’re Too Busy Consulting
  • An Introduction to Sales and Marketing for Professional Consultants
  • Understanding Buyer Behaviour to Reduce Selling Discomfort
  • Getting Ahead of the RFP

Procurement Consulting & Training Areas

Cover Picture QBS Book with OutlineBeyond Referrals also works with buyers of professional services in government, academia and the private sector to teach ways to reduce the costs and increase the accuracy of professional services vendor selection processes.

  •  Improving Response Rates and Quality of Responses to A Professional Services RFP
  • Avoiding Legal Liability in A Professional Services RFP (Joint project with RFP lawyer)
  • Creating Accurate Evaluation Criteria in A Professional Services RFP

“Your knowledge and insights on the subject, coupled with your sense of humour, made for an enjoyable and informative presentation. If more vendors would practice your recommendations, the RFP process could be a lot less painful for buyers and vendors alike!”.”

– Winnipeg, Canada

Thinking of Beyond Referrals for A Consulting or Training Project?

Contact us at 1.866.820.0561 or Cal[@]BeyondReferrals[dot]com for a free review copy of The Consultant with Pink Hair so you can evaluate our expertise first-hand. We’ll be pleased to send one out to you right away.

Beyond Referrals is a registered trademark of 4432950 Manitoba Ltd./Marque déposée de 4432950 Manitoba Ltd

 

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The Consultant with Pink Hair

Cal I want to thank you for your wonderful presentation and thought you gave to our industry. It was very valuable and very interesting. - Alberta Conference

Upcoming Events

2017/2018 Dates and Locations TBD
Presentation: “Why QBS Saves Organizations More Time and Money and Generates Better Projects with Professional Services Firms, Than A Price-Based RFP”

Quebec City, Quebec – August 2017
Private Event: Selling Professional Services