Turn prospects into customers

Train your sales team to understand the buyer's journey and take control of the sales process

According to the Bridge Group’s SaaS Account Executive Report, 21% of AEs achieve less than 50% of their quotas.

What are they doing wrong?

Sales has dramatically changed in the last 10 years. Without a good understanding of the buyer’s journey, a lot of sales reps are failing to reach targets, quarter after quarter.

Always talking with people with no budget?

Most sales reps run demos, without gathering enough information from the prospect. They share features and fail to understand how to control a deal.

Getting ghosted by prospects all the time?

You’ve given a perfect demo, gave all the information you could, and yet, your prospect is ghosting you? Sounds familiar?

Sharing tons of proposals but closing no business?

“Send me an offer.” As great as they make you feel, these four words are often the reason why you can’t close business. It’s time to make your prospects work for you.

Program goals

Deliver a training program and tools to AEs so they can keep control of their deals and make prospects work with them
Help AEs understand the buyer’s journey and how people buy B2B solutions
Teach sales reps to disqualify early, and build value all along the sales process

Program Overview

Section 1: Groundwork

Module 1: Setting the stage
Module 2: Misconceptions about sales

Section 2: Buyer’s journey vs sales process

Module 3: How prospects buy B2B solutions
Module 4: Understanding your sales process
Module 5: Identifying stakeholders and their languages

Section 3: Finding challenges

Module 6: What is a discovery/demo
Module 7: How to run a discovery/demo

Section 4: Building value

Module 8: Aligning challenges and solutions
Module 9: Building use cases
Module 10: Setting next steps

Section 5: Closing a deal

Module 11: Presenting an offer/contract
Module 12: Negotiating
Module 13: Closing the deal
Module 14: After closing the deal

Section 6: Implementation and wrap up (for managers)

Module 15: Setting metrics
Module 16: Setting goals
Module 17: Metrics and goal tracking
Module 18: Instrumentation
Module 19: Building an implementation plan

Methodology

Ongoing (remote or onsite)

Training is provided on an ongoing basis, in 2-4 hours sessions, spread over 3 to 6 weeks
Up to 10 participants per cohort
Ideal for distributed and remote teams

All at once (remote or onsite)

Training is provided over one or two days
Up to 25 participant per cohort
Ideal for periodic events like SKO or team gatherings

Online (coming soon)

On-demand access
Subscription-based

Here's what my customers say about me

Thibaut organized a coaching/introduction session on social selling through Linkedin. We had a 2 hours workshop where the goal was to give sales managers a solid basis and tools to build their own outreach strategy. Thibaut took the time to adapt our use case to the workshop. By doing so, the engagement from the team was very positive. The workshop is not a just a presentation about best practice. The team is requested to actively participate, try examples, and ask questions all the way. On top of that, Thibaut shared best practices, historical data, and concrete sequence to give us actionable feedback and inspiration to build our strategy.

I invited Thibaut for a workshop on how to generate leads using LinkedIn and it was really impactful. Thibaut shared actionable tactics on how to use LinkedIn and build a personal brand that generates hot leads. His workshop was really valuable for the sales team at Comtravo and I strongly recommend working with SalesLabs and Thibaut!

Thibaut impressed me by listening patiently to our plan, asking questions, then proposing a much better solution of his own. He challenged our thinking in ways that had not been possible through internal sales meetings. He also brought a lot of needed structure to a process that seemed overwhelming at first. Highly recommended for B2B sales teams!

We've worked with Thibaut multiple times at Techstars Berlin, running workshops for our accelerator program as well as open community workshops. Our founders have definitely benefited from Thibaut's B2B sales expertise, as well as his tactical and structured approach to challenges. He brings lots of energy to the room and makes it super easy for his audience to engage with him. Thibaut is very good at adjusting to his audience and giving tailored advice - regardless of whether you have previous knowledge on B2B sales or not, he will always provide value with his content and best practices.

We started working with Sales Labs when we realised we needed guidance to set our sales organisation. As a fast-growing startup founder, I needed the right partner to think and implement a solid revenue engine. Thibaut really helped us defining our sales process, finding the right KPIs to implement and track. He proved to be very flexible, focused on delivering value, all while being very friendly and caring. His deep knowledge of modern B2B sales really helped us professionalising and I can only recommend his work!

We decided to work with Sales Labs at a moment where we needed strategic and operational support to build our sales organisation at Smunch. Thibaut brought a new perspective about our sales strategy and he was an exceptional support to design but also implement processes. From Salesforce knowledge to KPI setting, he was a very knowledgable resource and I strongly recommend him to busy founders.

What's next?

Let’s jump on a quick call so I can better understand your situation and recommend you the best solution.

The Goal Of This Call?

Find what problem you are currently facing
See if there’s a fit
Recommend you the ideal solution, based on your business goals