Lead generation or prospecting

Warming up and qualification

Identifying burning problems

Goal setting

Pitching (customised as per burning problems and goal setting)

Objection handling

Removing risk

Closing conversation

Follow up

How to identify the sales organisation that you are building and optimise for it

B2B vs. B2C: what are the differences and how to prepare accordingly

How to create an organisational structure for the sales team

International Sales Leadership and Remote Sales Excellence: How to build a sales team in India to successfully sell in the US, UK, and Global Markets

When to create a setter-closer structure for the sales team, and how

How to set up systems for call audit, process audit, & retention audit

Managing up, setting expectations and aligning senior leadership

How to build and scale effective lead generation and prospecting systems

How to guide your team in warming up leads and qualifying prospects with precision

How to develop a lead nurture system - autofunnels, application funnels, staging conversations, qualifying quizzes

Lead allocation, auditing lead utilisation, lead quality assessment

How to train your team to uncover the prospect’s burning problems and root causes

How to help prospects define clear goals and link them to your solution

How to craft and deliver customised pitches based on problems and goals

How to handle objections with empathy, logic, and credibility

How to remove perceived risk and build buying confidence

How to lead powerful closing conversations that drive clear decisions

How to implement a follow-up system that nurtures, re-engages, and upsells

What kind of people should you hire in your sales team

How to use AI in sales hiring, sales training, sales audits

How to make promotion and firing decisions, what mistakes to avoid

ow to determine whether your team is telling the truth or merely painting a beautiful picture, and how to find out the truth

How to create an effective sales training program - product training, process training, sales technique training, management training

How to track analytics and effectiveness of your sales training and iterate

How to decide when your team needs upskilling

How to upgrade metrics, processes and training as you scale your salesforce from single digit to 200+

How to track performance of your sales team and establish performance benchmarks

How to deal with process non-compliance and misselling

How to detect if vanity metrics are being used or if the system is being “gamed”

How to create an actionable dashboard to make data-driven decisions

Top 20 processes you need to implement in sales and how to organically improve them over time

Tool stack you need for an effective sales organisation

How to run a sales audit process: what are the possible kinds of audit mechanisms, how they can be beaten and how to ensure that your audit is working

What kind of incentives to create for your team

What kinds of rewards and recognition programs to implement

How to design and implement core sales management processes that drive accountability

How to create incentive structures that drive the right behaviours and outcomes

How to build meaningful rewards and recognition programs that reinforce culture

How to define clear promotion pathways and career ladders for your sales team

How to implement PIP (Performance Improvement Plans) and handle terminations professionally

How to run effective one-on-one touch-ins that uncover blockers and build trust

How to lead energising team huddles that align focus and boost morale

How to consistently check motivation and alignment across your team

How to effectively use sales tools to boost productivity and consistency

How to build and interpret actionable sales dashboards

How to master CRM systems for lead management, pipeline tracking, and forecasting

How to leverage AI-powered training chatbots for just-in-time learning

How to implement AI-driven or semantic sales tracking for deeper insights

How to use cloud telephony to streamline outbound and inbound calling

How to create and use sales collaterals that actually close deals

How to manage expectations and alignment with leadership

How to leverage marketing funnels in the sales process for improved results

How to turn customer feedback into sales opportunities, when to relay feedback to product and marketing teams

What inputs to give the CIO to improve internal tech

How to give inputs to the CMO so that cost of marketing does not balloon

You need to give inputs to the CFO so that they can create the right projections

How to give actionable plans to the CEO to deploy capital to grow faster

How to prepare for CPO or CHRO’s audit of sales culture