No offence intended,
But I do Sales Onboarding Better than you do.
The integrated data platform
“We employed Chris to design and deliver our sales onboarding program for Adverity’s London, Vienna and soon to open New York Branch.
At the time our onboarding materials consisted of mainly product and marketing eLearning content. Chris reviewed our onboarding process, and content, and then added the sales techniques and skills our SDRs needed to be successful. Our SDRs went for booking their first meeting after three-four weeks to their first week on the phones. Absolutely astounding result.”
Alex Handsaker
Head of Revenue Enablement at Adverity
Prepare your new starters like never before!
Sales leaders often find it difficult to train new hires, especially busy sales leaders who are also responsible for managing existing teams, meeting sales targets, and dealing with other day-to-day issues.
You just can’t be everywhere all at once.
Welcome to the Sales Onboarding Program 2024 designed and led by Chris James.
The Sales Onboarding Program 2024, will equip your SDR/BDRs with all the skills, techniques and knowledge they need to ensure their success from day one in today’s unpredictable environment while saving you valuable time and resources.
They will learn:
🐧 A deep understanding of your Ideal Customer Profiles and personalisation,
🎤 A script for 2024, based on the sales persons personality in action,
💪 A cutting edge sales methodology (SPICE),
💞 The latest thinking in Objection Handling (mindset, tactics and most common objections), and
💥 A powerful step-by-step framework for leveraging email and messaging content using the latest trends in Ai GTP.
Accelerate your SDR/BDRs to be successful from day one on the phones.
Are you a sales leader responsible for sales onboarding?
Are you struggling to find the time to onboard your SDR/BDRs?
Have you tried generic outsourced training?
Didn’t work?
Do want a World Class Onboarding Program designed to your needs?
Don’t know where to turn?
☕I can help you!
Want to know more? Call Chris 07447500278
Global Data Center and Networking Optimization
“Park Place were going through a period of international growth, we had a team of sales trainers in the US, but we needed someone with cultural expertise to redesign our onboarding content for different markets and to train our new BDRs in our soon to open office in Singapore.
Chris quickly bonded our BDRs, which included new starters calling into India, China, Hong Kong, Singapore, Australia and Indonesia. He spent three weeks in Singapore onboarding and bedding in the team, and then returned to the UK, to coach remotely.
The Singapore team hit the ground running from day one, they all qualified to Account Managers one month before forecast, still a record today at Park Place Technologies. The retention was incredible, all six new starters remained at Park Place for over a year and were instrumental in building our Singapore offices success.”
Bob Rahm, Director of Sales Training at Park Place Technologies.
The Program
The Sales Onboarding Program 2024 is a six month comprehensive bespoke training solution that is designed to accelerate the learners journey from novice to overachiever in six months.
So how does it work?
Unlike one-size-fits-all training programs, the Sales Onboarding Program 2024 is tailored to your company’s specific needs. I dive deep into understanding your Ideal Customer Profiles, the unique challenges your solutions address, and the competitive landscape you operate in. This bespoke approach ensures that the training resonates with your sales objectives and culture, providing a truly personalized learning experience.
Planning
One-month before the onboarding program starts we get together so I can understand:
1. Your ICP,
2. What problems does your solution solve? What value will the customer experience. 3 – 5 examples,
3. Testimonials: Who have you worked with, what were their pains, how did you fix them and what were the benefits to the customer. 3 examples,
4. Your competitors and how you differentiate your value,
5. Your tech stack needs.
Then I develop (or study) your Onboarding Program, Sales Process and Sales Playbook with your bespoke content.
Then we get together again to agree the content and method of delivery.
Delivery
Recognizing the global nature of sales today, the program is designed with cultural sensitivity at its core. With experience delivering training across diverse geographical locations and cultures, the program is uniquely positioned to support international sales teams. Whether your new hires are in North America, South America, Europe, Asia, or anywhere else, the program is adaptable and relevant, ensuring your sales professionals can connect effectively with a diverse customer base.
I will deliver the two week, Sales Onboarding Program at your offices (anywhere globally), and then stay on for one more week to ensure the program is bedded in and the sales enablement tools are up and running.
Post Course
Post-course mentoring and coaching are integral to the program. I spend one-hour a week with each participant, ensuring the transition from learning to applying is seamless and effective. This level of support is unmatched in the industry, ensuring your team not only learns but excels.
The program and coaching will be delivered by Chris James.
“Chris was a great sales trainer during our first few weeks at Park Place. Much of the team had prior sales experience, but across varying sub-industries in IT, & of varying experience levels (no. of years, types of clients engaged), not to mention some fresh grads.
All in all, we appreciated Chris for his ability to bond the group despite our varying backgrounds & countries of origin, & give us a good foundation towards cold calling that would form the basis of our daily job here at Park Place.”
Melvin Liu Jun
Client Success Manager, ASEAN | IT CxO Advisory | Gartner
Download a copy of my two-week prospectus
The 12 Modules of the Sales Onboarding Program:
The program covers every aspect of the sales process, from SDR basics to advanced pipeline management, using AI in sales, to social selling and beyond. Each module is crafted to build on the last, creating a robust foundation of knowledge and skills.
SDR Basics
The role, The best bits of being an SDR, What makes a great SDR, and
Time Management.
Mining Skills
Leveraging Ai, Ideal Customer Profiles (person + company), Scaling Relevance, and Setting your ICPs on LinkedIn Navigator, and Apollo.oi.
Enhancing the Power of Ai (ChatGPT)
Understanding Ai Whispering, Prompting GPTs as a Seller, Super Prompts, Designing Pictures, Videos and Staying Confidential.
Social Selling
LinkedIn Limitations, Messaging Focus and Curiosity, Developing Direct Messages, Leveraging Ai for Posting and Commenting and a 55 Minute Daily Workout.
Gatekeeper Skills
How to engage with the person in front of the most important people in the world. Understanding how to have conversations with Executive Assistants, Receptionists, and Switchboard Operators.
Breaking the Ice
Introducing Yourself to Customers Effectively, Finding the opening line that suits your personality, Using the Soft Approach, the Direct Approach or the Power Approach. I will find the SDRs perfect pathway.
Building your Script
Empathy Statements, Upfront Contracts, Reasons for the Call, Pattern Interrupts, Value Proposition, 30 Second and 3rd Party Commercials.
Questioning & Listening Techniques
Active Listening Skills, Recognising Implied Needs and turning them into Explicit Needs, Using Open Ended Questions and Two-Sided Questions, and mastering the SPICE Sales Methodology.
Handling Objections
Understanding Customer Mindsets – Discounting, Real v Unreal Objections, Hostile & Instant Objections, the Latest thinking in Tactics, and Handling your most Common Objections.
Competition
Understanding your Competition, their Value and Differentiators. Differentiating your Value to the Prospect, Trap Setting, and Building a Pain Funnel to your Value.
Pipeline Management
Prospect Cadences, Email Sequencing, Writing Effective Cold Calling Emails, Connecting on LinkedIn and writing LinkedIn messages that start conversations, and Leaving Voicemails that enhance your value to the customer
Closing to the Next Stage of the Sales Process
Linking Value to Close, Push Closing, Pull Closing, Closing a Call Down, and Handing Over to the AE.
Sample Lessons
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Clients
Testimonials
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Alex Handsaker: 🛠 Co-founder of Clevenue & Revenue Obsessive
Chris is everything and more that you should expect from a sales trainer: A real character who genuinely cares about the teams he works with, and their ability to grow in their roles, and an absolute expert in what & how he teaches.
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Luis Navarro: CEO and Founder at Warantyfy
Chris trained me at Park Place, in charge of training teams for EMEA and APAC. I think he’s both a great person and a great professional. I learned a lot from him throughout our interactions and found him to be supportive and encouraging throughout.
He showed great leadership and his knowledge of the business was unrivalled. He would be a true asset to any company.
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Pingwei XIE: Technical Post-Sales & Compliance Manager at Panmi Pty Ltd
Chris is a great sales trainer who is encouraging and responsible. Chris has helped me a lot in starting my career in sales. He is also very supportive after the training has finished. He is very talented at cultivating team spirit in the group.
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Azec Bachok: Business Development Manager at Audacix
Chris is very innovative in his training. He uses creative ways to get the message across. He makes learning fun!
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Melvin Liu Jun – Client Success, ASEAN, Gartner
Chris was a great sales trainer during our first few weeks at Park Place. Much of the team had prior sales experience, but across varying sub-industries in IT, & of varying experience levels (no. of years, types of clients engaged), not to mention some fresh grads.
All in all, we appreciated Chris for his ability to bond the group despite our varying backgrounds & countries of origin, & give us a good foundation towards cold calling that would form the basis of our daily job here at Park Place.
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Matthew Norton: Sales Enablement Specialist at AVEVA SoftwareChris did a fantastic job for us in designing and delivering a new suite of e-learning assets to support our new sales process. He worked quickly and accurately in delivering high quality deliverables, skillfully supplementing our requirements with his training design expertise and experience. Chris was a pleasure to work with and delivered everything we asked from him and more.
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Bob Rahm: Director of Corporate Learning and Development at Park Place TechnologiesChris is a thoughtful, creative, and talented learning and development professional.
He is one of the most gifted learning and development professionals I’ve had the pleasure to work with in my career. His extensive knowledge, experience, and understanding of sales methodology, learning and development theory, and adult learning principles, is complimented with his genuine enthusiasm and energy.
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Janet Efere Sales Expert Sales Trainer 📞 Sales Coach 📞
Chris has written a brilliant course – Train the Sales Trainer. When I decided to do the course, I will admit that I expected one or two tips, but even with my 9 years experience delivering sales training I was amazed at the quality and usefulness of the programme.
I have just finished delivering a two day course on essential sales skills and used a couple of the things Chris suggested – only to get the most amazing feedback from the group that these were some of the best bits!
Do yourself a favour – if you are considering becoming a sales trainer, this course will launch you so much faster than doing it yourself. It is fab and your students will love you for it!
Thank you Chris!
