Executive Sales Training & Coaching that Works

“We turned to LSA Global’s executive sales training to help us take our solution and executive selling skills to the next level.

Their ability to formally assess our situation, identify key sales gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

I recommend them to anyone looking to transform its sales force the “right way” to sell higher and wider.”
Daniel Heckman | Director of Sales-Enterprise Accounts | Avid Technology

“We engaged with LSA Global to create a highly interactive business learning activity for 90+ sales distribution partners. LSA focused on high-yield questions and the creation of an impactful and effective questioning framework. We were very pleased with the design and delivery.

LSA really engaged and challenged everyone with relevant activities and expert sales facilitation.”
Richard Marshall | Senior Manager, Global Marketing | SketchUp

Description

Selling to executives is different from solution selling. Before executives or senior directors approve a purchase decision, they need to understand how the product or service will specifically impact their overall corporate goals.

Prior to the executive selling training and coaching workshop, you pull together information on a current account that you want to target. Then you spend up to three class days with a corporate officer with experience at the C-level who consults on the account’s current situation and the specific sales strategies that are needed for the future.

Throughout the executive selling training and coaching workshop, the executive will play the part of “the client.” Together, you analyze the company’s annual report, financial reports, and industry analyst reports to identify crucial issues affecting the client’s company.

You receive a detailed look at financial concepts such as ROI, time to market, and the time value of money. After analyzing a customized case, you will plan for and practice conducting executive level sales meetings using your identified account.

Once you have completed the program, you will be able to develop sales strategies for building strong relationships with executives that will lead to increased revenue. To better sell to executives, you will know how to:

Perform a financial analysis to identify an executive’s overall corporate challenges and concerns.
Position products and services as part of a strategic investment that addresses corporate goals.
Communicate the value of the proposed solution (such as greater revenue, faster sales cycles, less price discounting, improved customer loyalty, increased market share, decreased operating costs, and better control of inventory) designed to gain a business edge.
Begin and grow executive level relationships by better understanding the problems that a prospective C-Level client faces and by increasing your insight into the executive’s objectives and thought process.
Be regarded by executive buyers as leaders, advisors and problem solvers who add value to their sales relationships.

Target Audience
Any Sales Professional or Sales Manager that needs to sell solutions to C-Level executives or senior leaders to be successful.

To learn more about how we have helped leading organizations increase their executive selling skills or to speak with an LSA Expert to learn more about the executive selling training and coaching options for your company, please contact us.

Related Information

We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions. They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams. Thank you LSA!

Stephanie Lucey
HR Manager

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight. Thank you!

Amy Walker
Manager

LSA custom designed and delivered the best sales training session that I have ever attended.

They focused on our industry, our customers, and our competitors. The materials and facilitators were world class.

They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table.

I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Director of Sales

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

However, through the leadership team interview and strategy retreat processes that LSA utilized, they provided a fresh, innovative, and practical perspective that created tremendous strategic value and focus for our executive leadership team.

As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

Robert Laudati
Managing Director

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

LSA is an excellent sales and leadership outsource partner! They listen to our needs, are responsive, and work at a pace that keeps up with our rapid speed.

We have found LSA to bring strategic, innovative, and practical solutions to meet our business priorities by partnering effectively with our key staff. I consider them to be an important external extension of our team.

Thank you!

Wendy Chinn
Sr. Director, Global Sales Enablement

LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations. Thank you.

Hinda Chalew
Vice President of Marketing

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team looking to increase performance.

Thank you LSA Global!

Phil Rosenberg
Senior Vice President of Sales

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level.

Their ability to formally assess our sales situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

LSA delivers the full solution; not just sales training. I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

LSA’s introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission were very impressive. The majority now understands and is openly able to verbalize these key items.

LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep everyone focused.

Cindy Steffen
National Manager, Telesales

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable. They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.

Kim Benson
Director Human Resources