Sales & Service Development

Old sales habits that are grounded in relationship selling and product pushing are no longer enough.

Technology has seen sales environments and processes become increasingly complex, with buyers more informed and less patient than ever.

It is critical that you consistently develop the capabilities of your sales teams to align with the evolving ways that people purchase. They must be trained on how to show relevance, demonstrate value, and drive meaningful action – none of which happens by accident.

Be Challenged’s sales consultancy and training services are delivered by our highly respected sales facilitator, Linton Chalmers who is known across the region for his ability to uplift the capability of sales organisations.

Linton has worked with hundreds of sales teams, thousands of salespeople, and businesses in over 20 countries. He has extensive experience in enterprise selling and sales leadership, and an ability to identify and target actions that truly move the needle.

As is the Be Challenged way, all training is experiential, customised to unique client needs, and anchored in pragmatic scenarios to ensure skills are built through deliberate practice.

We also help clients target the areas that will demonstrate the highest ROI, and work with managers and leaders to ensure interventions lead to new and lasting ways of working.

• Effective prospecting and filling the sales funnel
• Shifting mindsets in salespeople who have seen it all before
• High impact customer/client conversations
• Persuasive communication
• The art of challenging
• Maintaining value-adding relationships
• Best practice use of phone, email, and other mediums
• Professional services focused selling

• Establishing an effective sales rhythm
• Creating a high-performance culture
• Embedding change
• Coaching for impact

We are familiar and comfortable consulting on all major sales methodologies such as SPIN Selling, Conceptual Selling, Strategic Selling, Professional Selling Skills, and Large Account Management Process (LAMP).

We also regularly work with clients to develop their own custom sales frameworks, processes and playbooks.

The SKO is the most important sales event for any company but, due
to competing priorities, it often ends up being pulled together as a
‘best effort’ rather than a well-thought out and planned exercise.

To help simplify this complicated but crucial event, we’ve put together a comprehensive guide and checklist to ensure the perfect sales kick off.