Executive Sales Training & Coaching

“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
Executive sales training is for 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

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales

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

Seagate has always found LSA to be a highly valuable consulting, training, and coaching resource.

The recent business sales training programs they’ve delivered for Seagate University have been the right solution, of highest of quality, and highly customized to our unique business and culture.

I would highly recommend LSA to any company interested in offering top notch learning solutions that make a difference.

Tammy Dujmovich
Sales, Marketing & Customer Service

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 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

We engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment.

This insight allowed LSA to deliver customized and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

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

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference. The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”

We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

We hired LSA to help align our sales strategy with our business strategy to sustain our hardware business while driving high growth in software and services. LSA’s ability to measure our level of strategic alignment, pinpoint areas of leverage and get the entire executive sales team to agree upon what matters most exceeded our expectations.

I would recommend them to any sales leader who wants to drive sales performance.

Dan Dica
SVP Worldwide 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 is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs.

They definitely met my high expectations and were very responsive to my specific objectives. Thank you!

Olivia Flach
Americas Retail Sales

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

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