Sales Excellence: Mastering the Human Factor in High-Stakes Customer Conversations
Elevate your sales approach beyond relationship-building to become a true customer leader who teaches, tailors, and takes control.
The Challenger Mindset: A New Approach to Sales Excellence
Beyond Traditional Sales Techniques
In today’s competitive landscape, relationship building alone isn’t enough. The most successful sales professionals do more – they challenge customer thinking, lead with insights, and create meaningful business impact.
Sales Impact equips you with the Challenger methodology that top performers use to stand out in high-stakes conversations and drive decision-making through a powerful combination of teaching, tailoring, and taking control.
Learn to shift from reactive selling to proactive customer leadership through our experiential learning journey designed specifically for B2B sales professionals.
Course Objectives: Transforming Your Sales Approach
Embrace the Challenger Mindset
Master the three T's methodology: teach customers something new, tailor your message to their specific needs, and take control of the conversation with confidence.
Develop Cloud-First Sales Narratives
Understand current market dynamics and craft compelling stories that position your solutions within the customer's evolving digital transformation journey.
Strengthen Strategic Questioning
Deploy active listening and powerful questioning techniques that uncover unspoken needs and create opportunities for deeper customer insights.
Master Non-Verbal Communication
Amplify your presence and impact through conscious control of body language, voice modulation, and executive presence techniques.
Comprehensive Learning Methodology
Interactive Role Plays
Practice challenging conversations with peers and receive immediate feedback to refine your approach in a safe environment before taking it to customers.
AI-Enhanced Preparation
Coaching Labs
Cloud Strategy, Inbound & Outbound Marketing, Influence Marketing, Value Proposition, Thought Leadership, Marketing Automation
Course Curriculum: Building Sales Excellence
Program Details & Logistics
Format and Duration
12 hours total instruction time
Customizable schedule (e.g., 3 days / 3 hours per day)
Fully online delivery with interactive components
Limited to 20 participants for optimal learning
Materials Included
AI-powered conversation preparation templates
Body language and non-verbal communication cheat sheets
Strategic customer canvas worksheets
Languages
English and Spanish options available
Materials provided in your preferred language
Facilitated By
Marpas Hills, industry-leading experts in sales transformation and executive presence training.
With over 15 years of experience training top-performing sales teams across multiple industries, MH Business School brings practical, results-focused methodologies to every program.
Investment: 3.150 Euros
Includes all training materials, digital resources, and post-course support.
Key Benefits: Transforming Your Sales Results
Challenge Customer Thinking
Develop the confidence and clarity to respectfully challenge customer assumptions and introduce new perspectives that drive better business decisions.
Sharpen Executive Presence
Enhance your non-verbal influence and communication style to project authority and credibility in every customer interaction.
Master Difficult Conversations
Gain practical tools to lead through objections and resistance, transforming potential roadblocks into opportunities for deeper engagement.
Elevate Your Positioning
Amplify your presence and impact through conscious control of body language, voice modulation, and executive presence techniques.
Take the Next Step in Your Sales Excellence Journey
Who Should Attend
This program is specifically designed for sales executives, B2B sales professionals, and sales managers who want to differentiate themselves in competitive markets and elevate their customer conversations.
Ideal for teams looking to move beyond traditional relationship selling to a more strategic, insight-driven approach that delivers measurable business impact.
Testimonials
“The Challenger methodology transformed our entire approach to enterprise sales. Our team now leads with insights that genuinely surprise and educate our customers.”
— Sales Director, Technology Sector
Additional testimonials available upon request. Contact us to learn how Sales Impact has transformed sales performance for organizations like yours.