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Professional Services (PS) Professional Assisted Self Study
- Available in: English
This assisted self-study package has been curated by leading consultants Gary Gamp and Matt Crabtree to reveal their inside tips and the skills required to win big clients.
Gartner research shows only 23% of b2b sales reps say they are equally effective selling virtually as they are in person.
Join our sales coaching and learn to be a high performing consultant.
The past year has dramatic changed the way customers buy products and services. Customers, especially those purchasing complex technical solutions, expect a customized buying experience where the sales person helps them navigate the right solution. High performing consultants, often called Rainmakers, have a unique set of skills which sets them apart from their peers.
Your package: Assisted learning & exam + video ressources
PS Professional Assisted Learning - Video Resources product is included for free in your package:
- 8 videos
- Language: English
- Total duration: 30 minutes
- Unlimited access
See more details on the video Rainmaker Resources page
Rainmaker professionals
Rainmakers are highly skilled professionals who are adept at selling complex solutions. Rainmakers can translate customer problems into a solution which has value specifically for them.
The foundations for a strong rainmaker are being good in front of the customer and accurately translating what they want, not what you have. the key to building these foundations are developing the ability to research and plan the customer meeting in advance and ensure the right conversations occur during the meeting, and then map to your portfolio. Finally translating this into a clear scope or bid.
Rainmakers solve rather than sell
Rainmakers fully address client needs by ensuring that proposed solutions are properly understood by overcoming complexity by defining and simplifying. They are skilled at leading a needs discovery session virtually and can show buyers what’s possible and how to solve a problem. Join this coaching session to enhance your skills to help you to be an expert at winning.
In this session you will learn to the basic concepts of RAIN selling:
- Rapport
- Aspirations and Afflictions
- Impact
- New reality
- Advocacy and Inquiry
- Influence
Learners who pass the Professional Services Professional Rainmaker exam will be issued a certified credential and digital badge.
Be better at winning
We’re sure you’re doing a great job already but if you want to improve your win rate our experts are here to help by sharing their first hand experience and best practice sales techniques used by leading tech organisations including Orange Business Services, BT and AT&T.
About your hosts
Gary Gamp is an accomplished Senior Executive with 25 years experience of development and leadership at all levels and in many different countries and cultures.
His previous roles have included Customer Services Director at BT, Global Communications Director at Galileo International, Network Professional Services Director at NCR, European Outsourcing Transition Director at AT&T, European Professional Services VP at Orange Business Services, Global PS Head at COLT and Managing Director Services at NSCGLOBAL.
Now a senior partner with Positive Momentum his particular specialism’s include Team Leadership, Project Management, Motivation and Direction, Stakeholder Management and Cross Functional harmony.
Matt Crabtree is the founder and principal partner of Positive Momentum.
Matt’s an unusual combination of farmer turned corporate guy. After spending the first 20 years of his life in the world of agriculture he significantly changed direction and started a corporate career that accelerated quickly, achieving his first executive board position running the sales function of a $500m telecoms company at just 28 and then went on to become one of the youngest senior executives at Barclays Bank at only 31.
- Online learning
- Study at your own-pace
- Access to pre-recorded coaching videos with Gary and Matt
- All learning materials are included in the price
- Understand the principles of how people buy
- Understand the definition of Value and the composition of the value proposition stool.
- Understand the five decision gate reviews within the business development process phases.
- Understand the relationship between process phases, decision gate reviews and colour team reviews.
- Understand the purpose, context and benefits of capture planning
- Understand the difference between strategy and tactics.
- Sales professionals
- Consultants
- Product Owners
- You’ll receive a code to take your online exam when you are ready
- Successful candidates will receive a digital badge
- Access to key concept explainer videos recorded by Gary and Matt
- Exam technique coaching and recap link to a practice test paper
