Sales Training Techniques
Mastering the right sales training techniques is what separates high-performing sellers from the rest. In a world where B2B buyers are more informed and sceptical than ever, outdated, product-focused tactics are no longer effective.
Your team needs a modern set of client-centric techniques to cut through the noise and win complex deals.
We focus on providing practical sales training techniques that are designed for today's challenging sales environment. Our approach is not about memorising scripts or using clever closing tricks; it's about building the conversational and strategic skills to co-create value with your clients. These techniques are the practical 'how-to' that brings a successful Sales Training methodology to life.
Some of the world's biggest B2B brands have benefitted from working with our team
We don’t just offer standard programmes.
We deliver sales training that works.
You’ll benefit from programmes built on the mindsets, skills and tools used by leading professionals in value-based selling. Our focus isn’t just on ‘what’ to do, we show ‘how’ to do it with practical silmulations.
All programmes can be delivered in formats that fit your team’s needs and can be blended for maximum effect:
In-person workshop sessions for high-impact learning
Remote instructor-led training for global teams
Client specific video programmes hosted in client LMS
Moving Beyond Traditional Sales Techniques
The B2B sales landscape has evolved, but many sales teams are still using techniques from a bygone era. This creates a disconnect with modern buyers and leads to stalled deals and commoditisation.
Traditional Techniques (Product-Focused):
These often involve leading with a product pitch, 'overcoming' objections with brute force, and using pressure-based closing tactics. This approach positions the seller as a vendor, not a partner.
Modern Techniques (Client-Centric and Value-Focused):
This is the foundation of our sales techniques training. We focus on consultative discovery, co-creating value, building consensus across a buying committee, and proactively mitigating risks. This approach positions the seller as a trusted advisor.
We believe that the most innovative sales training techniques are those that are fundamentally human and rooted in a deep understanding of the client's world.
Traditional Providers vs. The Sales Coach Network
Our entire approach is designed to be different from the traditional, event-focused model. We are a specialist partner focused exclusively on sales performance improvement.
​Traditional Training Providers​
Narrow approach
Focus primarily on training events
Offer a broad range of services with limited specialisation
​Provide standard, inflexible offerings
Deliver generic content by academic trainers
The Sales Coach Network
Focuses on business outcomes and embedding change
Specialises exclusively in sales performance improvement
Develops bespoke programmes based on detailed needs analysis
Delivers change through practitioners with real-world experience
Our Core Sales Training: Practical Sales Techniques
Our training is built around a core set of powerful, yet simple, techniques that your team can apply immediately. These frameworks are designed to be easy to remember and use in the pressure of a real client conversation.
The Value-Based Consultative Selling Technique
This is the cornerstone of our philosophy. We teach sellers how to explore and build value through four distinct lenses (Business, Individual, Solution, and Provider). This technique allows them to uncover a much broader range of client needs than competitors, creating a stronger and more defensible business case.
The REVENUE Qualification Technique
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The REVENUE qualification framework gives sales teams a clear, repeatable structure for evaluating opportunities and focusing effort where it matters most. Built on decades of frontline experience, it goes beyond the surface-level checks of traditional qualification models by aligning directly to client value, commercial priorities, and next logical decisions. It helps sellers uncover the real drivers of a deal, assess the strength of relationships and influence, and ensure resources are invested where they will deliver measurable return.
By applying REVENUE consistently, organisations create a common language across sales, marketing, and leadership, reduce wasted effort on low-value pursuits, and increase both win rates and deal profitability.
The VALID Differentiation Technique
It is not enough to know how you are different; you must be able to articulate it in a way that matters to the client. Our VALID framework is a simple technique for testing and communicating your differentiators. It ensures your unique strengths are Validated by the client, easy to Articulate, backed with Legitimacy, tied to clear Impact, and truly Distinct.
The 'Next Logical Decision' Technique for Deal Momentum
Long sales cycles are vulnerable to stalling. This technique provides sellers with a framework for maintaining momentum without being pushy. In every client interaction, they focus on collaboratively agreeing on the 'next logical decision,' ensuring the deal has a clear path forward.
The Stakeholder Mapping and Engagement Technique
Modern B2B deals are won by committee. This technique teaches sellers how to identify and engage all the key stakeholders in a deal. They learn how to map the political landscape, understand the unique motivations of each individual, and build a network of internal champions. This is a crucial part of our B2B sales training.
Our sales techniques training courses
We offer a range of sales techniques training courses that provide a deep dive into these core concepts. These courses are ideal for teams who want to sharpen a specific part of their sales process, whether it's improving their discovery calls, becoming more effective negotiators, or building stronger business cases.
Our approach to sales techniques training is highly interactive and built on practice and feedback, ensuring your team leaves with the confidence to apply the new skills immediately. Explore our full curriculum of sales training courses.
Flexible Delivery: Online and in-person training
We deliver our training in a format that works for you. For teams looking for sales techniques training courses online, we offer engaging and interactive virtual workshops. Our online sales training is designed from the ground up for a virtual environment, ensuring it is just as impactful as our in-person sessions.
For teams searching for " sales techniques training courses near me ", we offer in-person workshops across the UK. We regularly deliver training in major business hubs like London, Manchester, and Birmingham, bringing our expert practitioners and practical techniques directly to you.
The role of leadership in embedding new techniques
New techniques are only valuable if they are used consistently. Lasting behaviour change requires the active involvement of front-line sales managers. They are the key to embedding new habits and holding the team accountable for applying what they've learned.
That is why our methodology always includes a strong leadership component. Our sales manager training equips your leaders with the coaching skills they need to reinforce the new techniques during their one-to-ones and pipeline reviews, ensuring your investment delivers a long-term return.
Why partner with The Sales Coach Network?
Led by industry expert Les Bailey, our team of real-world sales practitioners helps sales professionals win more deals, faster.
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Practical Approach
Our team consists of seasoned practitioners who actively engage in your sales processes, offering actionable advice rooted in real-world experience.
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Experienced Team
Our experts combine extensive industry knowledge with proven techniques, ensuring your team is equipped to tackle real-world challenges.
Customised Solutions
We collaborate with you to co-create programmes that seamlessly integrate into your sales culture, driving meaningful and lasting change.​
