The M.O.S.T. Program is a proprietary eLearning program that divides up the content delivered in sales workshops and pushes it back out to the sales organization on a weekly basis in small five minute divides, making it easy for even the busiest sales professional.

It is proven that for training to be successful, it has to be repetitive and consistently reinforced throughout a salesperson’s career. Much like an elite athlete would train throughout his or her athletic career, for training to be successful throughout a sales professional’s career training must be:

  • ONGOING
  • FOCUSED on one aspect of the “game” at a time
  • SUPPORTED by a coach

REINFORCEMENT:

  • Monday 5 Minute Watch @ Work Videos
  • Self-paced email reminders and exercises
  • Manager Reinforcement

Strive for great performance!

M.O.S.T. Training Packages

Click on the plus sign next to each title below to expand description
  • Introduction for Managers
  • Introduction for Sellers
  • Importance of tracking 4 points
  • Setting up pipeline for the first time
  • Diagnosing pipeline formations
  • What to ask & learn from looking at FA column
  • What to ask & learn from looking at 25% column
  • What to ask & learn from looking at 50% column
  • What to ask & learn from looking at 90% column
  • Next step strategies for recent Fallbacks, upcoming FAs, 25%, 50% 
  • Introduction for Managers
  • Introduction for Sellers
  • The Science-of-Selling: Creating a Prospecting  Persona
  • Appointment Making: Penetrating Existing  Accounts
  • Prospecting within Existing Accounts
  • Prospecting: Combining Phone & Email
  • Phone Prospecting: Guiding Principles
  • Objection Handling
  • Phone Prospecting: Strategic Mindset
  • How to Write Effective Emails 
  • Introduction for Managers
  • Introduction for Sellers
  • Preparing for First Appointment
  • Inspecting Your Work: Sales Ratios
  • Prospecting for New Business
  • Prospecting: Combining Phone & Email
  • Appointment Making: Developing a Calling  Approach
  • Appointment Making: Handling Objections over the Phone
  • Objection Handling
  • Phone Prospecting: Long Term Benefits
  • Introduction for Managers
  • Introduction for Sellers
  • Pre-Call Planning Procedures
  • First Meeting Structure (4Cs)
  • Qualifying
  • Preparing for First Appointments (4 Questions)
  • Information Gathering
  • Interviewing: Asking Obvious Questions
  • Securing a Next Scheduled Step
  • Next Step Strategies
  • Introduction for Managers
  • Introduction for Sellers
  • Verifying Information
  • Presenting: The Starting Point
  • Pre-Call Planning Procedures
  • Presenting Proposals: Guiding Principles
  • Demonstrating vs. Presenting
  • Presenting 1-on-1
  • Presenting Your Proposal Over the Phone
  • Presenting Small Groups & Committees 
  • Introduction for Managers
  • Introduction for Sellers
  • Understanding Your Sales Cycle
  • Negotiating: The Starting Point
  • Positioning Yourself against the Competition
  • Sales Negotiating
  • Negotiating: Developing Trading Currencies
  • Negotiating: With Tough Customers
  • Closing
  • Handing Off New Accounts to the Service Team
  • Introduction for Managers
  • Introduction for Sellers
  • Inbound Telesales: Improving Results
  • Inbound Telesales: Time Management
  • Inbound Telesales: How to Open a Call
  • Inbound Telesales: Qualifying & Interviewing  Strategies
  • Inbound Telesales: Learning from Previous Calls
  • Inbound Telesales: From Hello to Suggestion
  • Inbound Telesales: Answering Questions
  • Inbound Telesales: Handling Questions,Concerns and Objections 
  • Introduction for Managers
  • Introduction for Sellers
  • Goal Setting
  • Uncovering Next Steps
  • What are we willing to do?
  • How do we know we’re on track
  • Deadlines
  • Time Management
  • Lead Generation
  • Networking 

Video Examples of M.O.S.T. Training