Training
After 40+ years in competitive intelligence, the best way I can give back is through training! My focus is human communication, whether helping you set up your in-house Win/Loss program or teaching you elicitation techniques to ensure that you find what you’re looking for during a conversation with another human. I offer training in-person or virtually.
Jump Start Your Program: Win Loss Analysis Training
We conducted our first Win Loss Analysis training at the Society of Competitive Intelligence Professionals (SCIP: now called Strategic Consortium of Intelligence Professionals) annual conference in 1999.
I enjoyed teaching Win Loss at the 2016 Association of Independent Information Professionals (AIIP) annual conference. We also train corporate clients, who prefer we don’t disclose their identity.
Why Teach Sales Elicitation Skills?
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Could your sales force be closing more deals? Upselling?
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Could they improve customer retention?
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Do they waste time with unlikely prospects?
If you don’t like the answers to these questions, consider our Elicitation Training program.
We share the conversational intelligence skills we have developed over the last 40 years.
Elicitation Skills
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Learn how to gain trust during a conversation within 30 seconds!
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Adopt a structure for every sales call or meeting to maximize results.
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Heighten sensitivity to customers’ / prospects’ motivation and needs.
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Confidently direct conversation back to your sales objectives.
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Military intelligence techniques that work in business conversations.
Elicitation Training to Improve Data Collection
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Could your competitive intelligence analysts, product marketers or market researchers be collecting more data from conversations?
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Could they improve what they learn from interacting with humans?
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Do they waste time searching on the Internet when one call might render the data and provide more detail?
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Do your customers share valuable competitive or product marketing nuggets that you don’t capture?
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Do CI professionals, marketing, product developers frustrate you since they don’t collect quality information from their colleagues on the competition, new technology, service improvements or how your company is perceived?
​If you don’t like the answers to these questions, Elicitation Techniques for Data Collection Training will teach your employees how to collect quality intelligence from every person they speak with.