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SALES METHODOLOGIES FOR THE 21st CENTURY

CHANGING THE WAY

THE WORLD SELLS

Are you struggling with sales? Revenue challenges and issues in sales often come down to just 4 common problems. 

  • Long Sales Cycles.

  • Decline in Sales.

  • Weak Lead Generation.

  • Poor Pipeline Development.

    • Understanding these problems and their root causes is the only way to effectively grow sales.

    For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid. 

    It's time for B2B sales training that MAKES SENSE in 21st century.

    Yes, My Team Is Struggling - Let's Chat

    Companies Who've Trusted Us

    Gap Selling Sets Salespeople Up To Be

    A TRUSTED ADVISORS

    A TRUSTED ADVISORS

  • Who is this for?

    • B2B, SaaS, and More - if you have a sales team, this is for you!

  • What is the GAP SELLING Methodology?

    • The Gap Selling Methodology is a sales technique that shifts the focus of the sale from your product to the buyer’s problem. In old-school selling methodologies, focusing on the features and benefits of your product meant the buyer had all the power when it came to understanding the prospect’s true needs. With Gap Selling, we teach you how to find the gap– the space between the buyer’s current and future states– and utilize that information to sell to the real problem the buyer is experiencing.

  • How is it different from other methodologies?

    • Gap Selling teaches you how to be Problem-Centric™. We don’t pitch about our product or service, and we don’t try to find the customer’s “pain point” to manipulate a sale. Gap Selling is a collaborative effort with the buyer to identify the true source of the problem, evaluate the cost of that problem, and work together to find a solution to fill the gap.

    My Team Is Struggling - Let's Chat

    OUR HAPPY CLIENTS

    SEE WHAT OTHERS ARE SAYING

    "Resonates with Sales Leaders"

    " When I was looking to launch a bespoke sales and leadership program, I knew she (Celeste) would be the right partner. Celeste is highly collaborative and accommodating as the project evolved several times. In addition to being an excellent facilitator and listener, she resonates with sales leaders thanks to her expertise and experience."

    Whitney K. - Brand Performance, Hilton
    "Astonished at Results"

    "I engaged with Celeste to train my sales team on how to more effectively use LinkedIn as a networking tool. Celeste and did a great job of giving the information in bite sized pieces so the team could absorb the information. We surveyed the team's scores before and after and the results were astonishing.

    Celeste opened a new door for each of the sellers that will absolutely help them in their professional life!"

    Ross H - VP North Americas, Radisson Hote Group (Retired)
    "Tangible Action Steps"

    " When we made the decision to build our online presence, she (Celeste) took the time to not only construct a customized approach to training but she also got insight from her team. I would recommend Celeste wholeheartedly for her expertise and care and look forward to an opportunity to work with her again." 

    Amy R. - Practice Manager, FHMS

    FREQUENTLY ASKED QUESTIONS

    FREQUENTLY ASKED QUESTIONS

    What types of training programs do you offer?

    Gap Selling Methodology Training - Virtual or In Person, Call Coaching, PIC Creation, Deal Reviews as well as Bespoke Sales Training for Teams in the form of Online Webinars, in-person-half day and full-day workshops, as well as Conference Speaking Engagements.

    Do you offer customized training?

    Yes! No two teams are the same just like no two problems teams are facing are the team. I do a careful diagnostic with you to determine gaps so we can curtail the training/workshop or speaking engagement and address these problems and impacts on your organization. While the Gap Selling Training is standard, it is customized to your organization based on the problems you solve, your ideal customer profile as well as your gap.

    What are the costs associated with the training programs?

    Without knowing the desired outcome and identifying gaps, I am not able to quote a time. I first have to understand the scope of work, and desired outcomes and know more about your team. Trainings are based on industry averages and after our first few calls, I will have a better understanding of costs through a recommendation.

    What are your qualifications in sales and training?

    With over 20 years of industry experience in both IC and Sales Leadership roles, I have amassed over two decades of knowledge and expertise. I have managed teams with over $100M in Annual Revenues, have been Certified as a Training Partner with ASG and was named one of the top 15 LinkedIn Trainers in Denver for 2023. I am and will continue to be an active seller and content creator. Daily, I prospect and build a pipeline, run discovery calls, and hone sales processes. This allows me to stay up to date with what sellers face in today's digital environment. Many trainers are far removed from the day-to-day selling process / online environment and therefore what they are teaching is (in my opinion) stale. 

    How do you measure if the training works?

    Training doesn't stick unless it is sticky. Unlike check-the-box training, I ensure your team has takeaways and work with the leadership group for post-training accountability and enablement. Most small group trainings allow for statistics to be gathered pre- and post-training so leadership teams can measure growth.

    How do we know if our team is right for your services?

    If your team is losing business, seeing a decline in sales, is not adding to the pipeline, has inaccurate forecasting, and is discounting to win business, that is a good indication that the sales training I provide may help.

    Why can’t I just get pricing?

    Most companies will sell you an off the shelf training, but then I wouldn’t be practicing what I preach. I do not know if I can help you until I understand your problems, the impacts, roots causes and the gap. We have to ensure training addresses your current state and desired state or else it won’t change behavior or outcomes.

    NEXT STEPS

    NEXT STEPS

    Ready to Change the Way Your Team Sells?

    Schedule a complimentary call to see if this is right for you and your team.

    Lets's Get On A Call- Like Yesterday!

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    Celeste Berke - Sales Training & Coaching

    Denver, CO 

    970-833-1176

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    [email protected]

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