Sales training · Enterprise selling
Active
Unfolding Clarity
- The problem
- Most sales training teaches sequence. The hard part is being useful to a group of people who have never met as a group.
- The approach
- A training program for enterprise sellers about buying groups, plain language, and what to do when the champion goes quiet.
- Where it stands
- Running with small cohorts. Rewritten after each one, which is why it has taken this long.
Unfolding Clarity is a sales training program for enterprise sellers. Most enterprise deals are not lost to a competitor. They are lost to a group that never got clear enough to agree.
What it teaches
Find the question underneath. The presenting problem is usually well described and slightly wrong.
Verify the buying group. Not personas. The actual people, what each one is protecting, and how agreement gets reached when the champion is not in the room.
Speak repeatably. Language a buyer can carry into a room you are not in, without translating it first.
Earn trust before pipeline. The program treats it as something you can measure.
How it runs
Sessions run on the team's live deals and stuck accounts. Between sessions, reps try one thing and bring back what happened. No certification theatre.
What teams leave with
A working map of their buying groups, and language that survives being repeated.