The Advantage Toolbox

People learn in different ways. Some prefer an instructor-led environment with hands-on role-plays, while others have such time or geography constraints that a web-based solution is more practical. We understand. We offer a wide spectrum of solutions and delivery options to meet your needs. Mix and match, customize what we offer, or create new programs from scratch. We use current technology and the latest performance methodologies from our Thought Leaders.

Audience

Advantage solutions are for employees in all functions and at all levels. Perhaps you need a negotiation training solution for both sales people and the individual contributor who purchases goods to build your products. We can handle it all. Your needs inform our recommendations.

Delivery

Instructor-led workshops. Experiential simulations. Role-plays. Weekly, live, web-based programs. And more. In short, we deliver learning the way you need it.

Performance Areas

We’re experts in the areas of Sales Performance, Leadership & Team Performance, and Business Acumen – and have more than 400 solutions to help you succeed. Here’s a brief “top of the trees” sampling of the expertise in our toolbox. Click on an area of focus to view types of solutions and specific learning skills. Don’t see what you need? Don’t hesitate to contact us for more information.

[peekaboo name=”sales”]Sales Performance[peekaboo_content name=”sales”]

  • Account Strategy, Planning, and Management
    • Solutions: Create powerful, analytical, action-packed plans to manage major accounts
    • Learning: Tools and skills for applying the best strategic practices that ensure account plans produce winning results
    • Top tools: Account Management, Sales Blueprint
  • Calling Higher and Wider, Selling Value
    • Solutions: Apply best practices that world-class salespeople use to accelerate and synchronize the sales process
    • Learning: Research in advance of the sales call; align sales efforts with the customer’s buying cycle; ask high-definition questions; craft the organizational selling strategy; get in front of the right person, at the right time, with the right message
    • Top tools: Aligning Value, Sales Accelerator, Winning Major Sales – Account Strategy Module
  • Negotiation
  • Sales Coaching
    • Solutions: Promote a coaching culture, create a framework for coaching discussions, and develop trust-based relationships as foundations for successful coaching
    • Learning: Effective coaching model, confront performance issues in a positive way, uncover root causes of performance gaps, support collaboration and critical behaviors that transform performance, improve probing and listening skills, better understand how the coach is regarded by direct reports
    • Top tools: Coaching for Just Negotiate, Conductor, Driving Business Results, Sales Management: Leading and Coaching Your Team
  • Why and How Customers Buy
    • Solutions: Help salespeople build senior-level credibility and gain executive access
    • Learning: Quantitative research techniques, survey, and interview data on becoming credible with key customers, align sales efforts with the customer’s buying cycle, ask high-definition questions, apply best practices for accelerating sales at the executive level
    • Top tools: Customer Buying Process, RapidBuild 1: Decoding the Customer’s Buying Process, Sales Process Design
  • Pipeline Management
    • Solutions: Plan and grow the sales pipeline more effectively
    • Learning: Leverage the stages of the sales process to increase win probability, deal size, and velocity of deals through the pipeline
    • Top tools: Pipeline Management, Sales Funnel Simulation, Territory Management

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[peekaboo name=”leadership”]Leadership & Team Performance[peekaboo_content name=”leadership”]

  • Effective Assessment and Hiring
    • Solutions: Improve hiring managers’ ability to assess potential candidates and make the best hiring decision
    • Learning: Customized models and tools for more effective hiring, research-based Talent Profiles that reveal skill competencies, Talent Audits to assess bench strength, structured interview process and online assessment that helps predict new hire success
    • Top tools: Audition, Best Match
  • Employee Coaching
    • Solutions: Promote a coaching culture, create a framework for coaching discussions, and develop trust-based relationships as foundations for successful coaching
    • Learning: Effective coaching model, confront performance issues in a positive way, uncover root causes of performance gaps, support collaboration and critical behaviors that transform performance, improve probing and listening skills, better understand how the coach is regarded by direct reports
    • Top tools: Coaching for Execution, Coaching for Just Negotiate, Conductor, Effective Feedback, The Management Game
  • Negotiation
  • Developing and Using Influence
    • Solutions: Learn to influence across the organization, and manage and motivate for long-term results
    • Learning: Build stakeholder alliances through persuasion, values, expertise, and getting past “no”; use constructive dialog to surface blind spots and produce effective outcomes, promote consensus and action
    • Top tools: Applause, Developing and Using Influence, Power of 3: Persuasion
  • Leading Change
  • Employee Engagement
    • Solutions: Engage with employees in a way that is sustainable, employee-centered, and self-reliant
    • Learning: Apply personal action drivers of engagement: shape, connect, learn, stretch, achieve, and contribute; build a personal engagement plan
    • Top tools: Transforming Mindsets, Effective Feedback, Successful Conversations, The Employee Engagement Mindset™, The Management Game
  • Orchestrating Individual and Team Performance
    • Solutions: A systems-thinking approach to leading effectively, especially through periods of change
    • Learning: Powerful tools and skills to assess, plan, and manage highly aligned and successful individual and team performance
    • Top tools: Transforming Mindsets, Applause, Composer, Symphony
  • Conflict Resolution
    • Solutions: Resolve conflicts effectively, achieve more meaningful solutions, and strengthen every working relationship
    • Learning: Awareness that conflict resolution is joint problem-solving requiring understanding other parties’ needs and concerns, build better communication skills, apply enhanced relationship skills, remove conflict-driven barriers as soon as they arise
    • Top tools: Resolve Your Conflicts, The Medici Game, World View

[/peekaboo_content]
[peekaboo name=”acumen”]Business Acumen[peekaboo_content name=”acumen”]

  • Finance for Non-Financial Staff Solutions:
    • Solutions: Understand how to contribute to the financial and operational success of the company
    • Learning: Common financial measures and statements, how cash circulates through companies and affects scarce resources, how an individual’s actions and decisions impact the company’s objectives and performance
    • Top tools: Apples & Oranges, Industry Board Business Acumen Simulations, Why Finance Matters
  • Project Leadership and Management Solutions:
    • Solutions: Manage projects for optimal outcomes and maximum ROI
    • Learning: Overview of project management processes; project tools and methods for planning, execution, and managing project profitability; business skills for creating optimal ROI over the project lifecycle
    • Top tools: Essentials of Project Management, Maximizing Project Success, Project Leadership Live
  • Strategic Planning and Execution Solutions:
    • Solutions: Build engagement, commitment, and action around key strategic priorities
    • Learning: Understand the company’s strategic direction, better awareness of profitability drivers; learn the key activities that will meet budgets or goals; create concrete action plans with timelines, follow-up, and ROI targets that will ensure transformational change at every organizational level
    • Top tools: Business e-Simulation, Decision Base, Know the Business
  • Understanding Key Business Drivers Solutions:
    • Solutions: Understand how to contribute to the financial and operational drivers that support company success
    • Learning: Common financial measures and statements, how cash circulates through companies and affects scarce resources, how individual actions impact the company’s objectives and performance, strategic skills for making better decisions
    • Top tools: Customized Business Acumen Simulations, Interplay, Project Environment Assessment Tool (PEAT)
  • Work Process Redesign Solutions:
    • Solutions: Understand and apply the principles and tools of continuous process improvement and redesign
    • Learning: Identify key insights, gain methods and tools, and develop plans for applying process improvement and redesign back on the job; align process improvement to the organization’s strategic direction; build a business case rationale for enlisting support for improvement/redesign efforts
    • Top tools: Business Simulator, Essentials of Project Management
  • Improving Teamwork Solutions:
    • Solutions: Create high-performing teams
    • Learning: Stages of team development; understand the team’s purpose and how it aligns with the organization’s direction, goals, and initiatives; analyze team members’ current performance according to factors that contribute to high-performing teams
    • Top tools: Decision Base, Interplay, Project Leadership Live, Pumping the Colors ®

[/peekaboo_content]

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