My company is seeking a global sales training partner to help us with value-selling and negotiation training. Are there sales training vendors/partners that this community would recommend? Extra points if your company happens to be B2B and manufacturing! Thank you for any advice.
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This is a bit different than what has been answered but have you evaluated leveraging AI Enablement with Negotiation and Value Selling being the key use cases? It can work with any standardized AI Tool (like ChatGPT, Copilot, Claude, etc.) and can increase the capscity fo the team by 20-30% in few months. The adoption is faster and the engagement with the team is higher vs classic sales training. A lot fo folks don;t consider this which why I wanted to mention it as an alternative.
Good point and well worth considering
Thank you for this idea, Ryan. We are incredibly cautious with AI at the moment and have not yet adopted the tools you mentioned into our ecosystem. It is absolutely worth proposing and I appreciate the alternative, or supplemental thought!
We reviewed a number of sales training programs about 18-24 months ago and landed on Richardson. Our sales teammates went through foundational training in Year 1 and now we are integrating Richardson's ASPS platform with Salesforce to yield individual training needs based on performance metrics. Prior to this, we put in a sales ops manager about 2 years ago and then a sales enablement / training lead for sales, marketing & service (in addition to corporate L&D resources) under sales ops to support this effort (as well as product / solution training for direct sales and channel). We are B2B manufacturing.
Sounds like a truly integrated and prioritized program. Thank you.
Your request is too broad and you may receive replies from organisations that offer generic solutions that may not suit your objectives.
Do you want the training to be physical face-to-face or virtual?
Number of people to be trained and coached?
Length of training? Avoid the one-day or one-week hit wonder. Iterative process is better
Some points to consider before choosing a provider. Happy to expand.
1. Understand Your Objectives. Define your goals:
2. Research Industry Expertise of provider
3. Assess the Curriculum and programs. Is it theory or real world?
4. Evaluate Training Methods. Do they offer in-person, virtual, or hybrid training?
5. Consider Trainer Profiles and relevant experience
6. Customisation Options. Off the shelf or 'tailoered' to your environment?
7. Reviews and Recommendations
8. Metrics and ROI Measurement. Tools to measure training effectiveness
9. Post-Training Support, Follow-ups, refresher courses, and/or ongoing coaching
10. Budget and Value. Compare pricing with the value offered.
I hope this helps
Best regards
Gerald Richards
Thank you, Gerald. We have this outlined in our RFI in detail. I appreciate your list as it acts as a check list to ensure we've covered the most important aspects of the request.
Good to know you have everything covered. Wishing you every success
My US based sales team did a program with Black Swan Group around negotiation training, they are founded by Chris Voss who has done several Ted talks (he was a lead negotiator for the FBI in hostage situations). This was done for a group of B2B sellers and tenured sales leaders and they loved the program and how the Black Swan Group worked with them to deliver it. When we did it we were only doing regional programs and not global ones so I can't speak to any global availability.
Thank you for the recommendation, Ben. I'll have to check out Chris Voss' Ted talks!
We have used Richardson for the past 7 years as our global sales training partner on both negotiation training and also value selling and consultative selling. The sellers have rated the training 4.5/5 or above. We have tried other global vendors as well but we always go back to Richardson because of the engagement, workbooks and amazing facilitators.