Marketing Nous

B2B Sales Training & Performance Improvement

Sales Training Brisbane Sydney Melbourne
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Sales Training In-House Programs

Sales training technical staff professionals Brisbane Sydney Melbourne

Inhouse B2B Sales Training Brisbane, Sydney, Melbourne

  • Professional selling skills workshops 100% tailored to your team and situation.
  • Delivered at your premises or sales conference Australia-wide.
  • Customised sales training program developed with your input for maximum relevance.
  • Individual sales coaching program option available.

Do your technical, professional or specialist staff shy away from being in ‘sales’?

Do they avoid sales activities that could create extra revenue?

Does your sales team miss new business opportunities?

Unfortunately many people from non-sales backgrounds – and those with “old school” sales training – believe selling is all about being pushy, manipulative, and convincing clients to buy. But that’s a very out-dated view.

It’s time to learn proven professional selling skills

Over the last 5-10 years client expectations have evolved. A lot.

Sellers now need to be smarter and better prepared for sales conversations. Recent research from CEB has shown many buyers are already over 60% of the way through their buying process before they even talk to a supplier.

However, many people in “sales” roles, including those in professional, technical, and advisory positions have never received any sales training that enables them to effectively recognise, initiate and manage sales situations. Understandably these trusted professionals and technical specialists get nervous when they are asked to undertake tasks they are unfamiliar with, such as selling.

The good news is they can easily learn appropriate selling skills. And they can even enjoy the experience!

Sales training for technical specialists and sales pro’s

Your team could be considered to be product or technical experts within their industry. But when it comes to selling and business development activities they may still feel like a novice.

Delivering corporate sales training to technical experts and sales professionals can be pretty challenging…

  • They are often wary of the ‘dark side’ of influencing others.
  • They may dislike the idea of being a sales person.
  • They don’t want to be pushy with clients and may take on a reactive ‘service’ mindset.
  • They often feel like the guardian of the client relationship, and don’t want to upset that.
  • They are cautious about stepping outside their comfort zone of product information, established relationships and process-driven thinking.

The outcome of effective sales training will be your staff are more confident, more proactive, and more capable to pursue and win new business opportunities.

Creating a customised training experience

You probably understand there’s more to great sales training than simply workbooks, slides and whiteboards. Creating an effective training program means more than just preparing the paperwork. It requires a combination of:

  • Current industry knowledge (of your industry).
  • First-hand input from participants prior to the session.
  • An understanding of your company culture and priorities.
  • Involvement of management to support the program and changes.
  • Inclusion of “best practice” sales strategies and professional skills.
  • An interactive adult format to encourage discussion, learning and retention.

Training for professional sales and technical staff must be practical, well structured, and delivered in a way that addresses the realities of managing your clients. Importantly, staff must gain extra confidence in their ability to proactively seek sales opportunities and effectively manage sales conversations.

Sales training format options

From experience it has been observed that every company requires a different training ‘solution’. The specific industry, the company culture, and the existing staff structure and skill-set all combine to create a particular manner of handling sales opportunities.

Effective sales training must cater for the environment in which your team operates.

Training may be conducted in a number of formats to suit the availability of participants, the experience level of participants, and the degree of support required to achieve the desired goals:

  • From half-day to two-day training sessions.
  • Combined with follow-up sessions to maximise personal change.
  • Follow-on individual coaching.
  • Participation in company webinars or teleconferences.
  • Additional support and resources.

Individual sales coaching

If you have individuals requiring particular attention a personal sales coaching program may be more suitable. Individual coaching can also be used to amplify the impact of group sales training by ensuring more consistent application of the desired techniques and strategies.

Sales training topics

Corporate sales training is developed to achieve improvements in specific skills, attitudes, and business outcomes. These outcomes are investigated in detail with each client and sales training topics may include:

  • The flow of sales conversations.
  • Managing communication styles.
  • Using the SOX™ question strategy to explore and gain commitment.
  • Making initial contact.
  • Managing objections and questions.
  • Being assertive.
  • The client meeting agenda.
  • Time management.
  • Identifying value for the client.
  • Recognising new business triggers.
  • Key account management.
  • Trust building factors.
  • Personal networking skills.
  • Effective delegation skills.
  • Sales coaching skills for sales leaders.
    … and more

Your sales trainer

B2B sales trainer speakerYour trainer is Stuart Ayling, Chief Sales Strategist at Marketing Nous. He is a professional ‘real world’ sales trainer who has been at the pointy end of business to business selling himself. He has the experience to understand your sales and business development challenges and apply relevant learning solutions.

For over 20 years Stuart has worked in sales and marketing across a variety of industry sectors. Stuart founded Marketing Nous in 2000 and holds a Bachelor of Business degree in Marketing and a Graduate Certificate of Management in International Business.

In addition to his extensive hands-on industry experience Stuart has also taught sales and marketing at the internationally accredited University of Queensland Business School. He understands the theory and the practice.

As an experienced sales strategist and trainer, Stuart Ayling has faced most situations before. He has developed and delivered customised in-house sales training and presentation skills training programs for a wide range of organisations in the business-to-business and services sector within Australia and internationally.

Read testimonials from previous clients.

Would you like to learn more about how your team may benefit?

Click here to arrange a no-pressure complimentary discussion.

Subscribe to the blog for the latest resources, and get a copy of ‘7 Steps to Create a High Performance Sales Team’

Recommended for Sales Leaders

Watch the presentation full size and download the key point worksheet

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As featured in Sales & Marketing Management magazine cover story

download sales training guide

Overview of client feedback

The week following the 2-day training, the team had already commenced implementing some of the learnings from Stuart’s training.
Camille Johnson, CEO

Sales figures have increased by 20% on last year to date!! The team also continue to pick up new customers.
Sharyn Moran, General Manager

Our sales results have increased since incorporating Stuart’s sessions into our sales conference and this has been during a downturn in the market.
Justin Zakaras, National Sales and Marketing Manager

The content of the sessions was customised to suit our customer interactions, with a lot of preparation on the part of Stuart.
Dr. Sunil Kadri, Head of Sales and Business Development


Read complete testimonials ...

Thank you so much for a brilliant session on Thursday. I think the format and content was ideal.
Rennie Colston, Sales Director

We had a very positive result from involving Stuart in our Managers Conference last year.
Russell Varley, Human Resources

The training got us thinking more strategically about how the business is structured. It has really built our capabilities as a management team.
Mia Graham, General Manager


Read complete testimonials ...

Stuart was patient, flexible and knowledgeable. He took the time to truly understand our business.
Helen Zwicker, Executive Officer

The best thing is that I now have a road map of specific marketing activities that can be implemented with confidence.
Donna Cazzolato, General Manager Sales and Marketing

The participants immediately felt engaged as Stuart demonstrated his understanding of our needs and challenges.
Frederic Vanhove, Principal Engineer, Pacific Delivery


Read complete testimonials ...

With only one day we had a lot of material to cover and Stuart created a positive learning environment for all involved.
Kylie Kinsella, Sales Manager Australia & NZ

Bad ideas are expensive in business however with Stuart Ayling, it was money very well spent.
John B. Lonergan, Sales Manager


Read complete testimonials ...

By the next week, sales of this product had doubled from 10% of all new sales to 20%. The extremely cost effective session with Stuart paid for itself within the first week.
Maria Triggs, General Manager

We have already seen a new client on board as a result of the two-day workshop.
Mark Mahoney, Managing Director


Read complete testimonials ...

Stuart put the sales training across in a way they could accept as a part of our service offering with out them feeling like “salesmen”.
Gary McDonald, Managing Director

We were impressed by the approach of Stuart and the simplicity of the program without the hype generally associated with these courses.
Dirk Kuiper, General Manager


Read complete testimonials ...

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Read the latest on the blog

  • The best structure for highly effective sales conversations Jun 18, 2022
  • How to manage sales negotiations – will AI help? Jan 26, 2021
  • How to say ‘No’ to clients and still have them buy May 18, 2020
  • Recruiting a sales person? Stop, until you have done these three things Nov 28, 2019
  • Understanding the emotional experience of clients Aug 1, 2019

About Marketing Nous

Marketing Nous was established in 2000 by Stuart Ayling, Director and Chief Sales Strategist. Stuart works  with expertise-based businesses to develop customised sales training and … Read More >>

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Stay in touch!

Marketing Nous Pty Ltd
PO Box 5320
Daisy Hill QLD 4127 Australia

Tel: 0407 588 468

Email: info [at] marketingnous.com.au
or request further information

Connect with Stuart Ayling on these social media channels …

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