Our Training Workshops are designed to give sales and engineering professionals the fundamental skills necessary to prosper and excel in their roles and business. These workshop style classes offer practical theory, drills and techniques that have proven successful time and time again, in all lines of business and product offerings. These skills are the cornerstone to building trusting and long-lasting relationships with your customers and prosperity for you.

Course Structure:

All of our courses are delivered in workshop format over a 1 or 2 day period and can be combined into a series very easily. We believe that all courses must have a “learn about, then do” component – all our workshops have at least half of the time dedicated to practical application of concepts..

Courses are modular and some have prerequisites of other PDP courses or time in a practical role.

Certification:

Upon successful completion of this course series you will receive a certificate acknowledging that you have attained the level of “Certified Professional” from the PDP Academy.

Channels Series Courses:

Channels 101

A requisite course for all channel organizations, this course provides core skills in Channel Management, Partner development and an introduction to Partner Business consulting. At the completion of this course you and your channels team will have the confidence and a structured approach to create ongoing success with your Partners, and a plan to put in place over the next 30-60-90 days.
This course drills basic and advanced skills in:

• Channels key concepts
• How to work with Partners
• Partner Business overview
• Key terms and concepts for partner profitability
• Holding a partner planning meeting
• Leading practices in Channel management
• Building a territory plan
• …and more!

Prerequisite: None
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 Advanced Partner Consulting

The follow up course to the Channels 101 training, this course takes a deeper look at Partner business and provides more hands on training for Channel Account Managers and Channel SEs who are looking to provide greater value and business consulting to their Partners. At the completion of this course your will have the experience and practical application of skills that will be required to become a more valued and trusted advisor to your Partners.

This course drills basic and advanced skills in:

• Partner business key concepts
• Partner profitability drill down
• Assessing a Partner’s gaps and weaknesses
• Making recommendations on Leading Practices
• Creating follow up and action plans
• Measuring success with metrics
• Hands on workshop

Prerequisite: Channels 101 or 1 year Channel Management experience
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Sales Series Courses:

Fundamentals of Communication

A requisite course for all other Academy courses, the FOC course provides core skills in communication and handling your customers. At the completion of this course your will have the confidence that you can handle any conversation, listen with accuracy and get your message heard.

This course drills basic and advanced skills in:

• Starting conversations
• Stopping conversations
• Changing topics
• Handling issues
• Getting your message across
• Speaking against interference
• Hearing the real message
• Acknowledging
• Taking accurate notes
• Handling irate customers
• …and much more!

Prerequisite: None
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 Mastering Structured Selling

This course focuses on mastering the skills necessary to initiate, control and conclude a face-to-face sales call that gets you the exact information you will need to meet your customers’ needs and close the deal. This course follows a selling structure that has been proven successful by sales professionals for years and years. In this workshop we drill these concepts until they become second nature for you.

At the completion of this course, you will be able to confidently:

• Establish control over any sales call
• Develop excellent rapport
• Position your company effectively against your competition
• Question for business needs
• Discover the financial impact of the “right” solution
• Establish key decision makers and decision criteria
• Present your exact solution
• Close with confidence
• Pick and choose the deals that YOU want to win

Prerequisite: Fundamentals of Communication
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Fundamentals of Prospecting

This course provides a step-by-step approach to opening the doors that will lead to new business and life-long customers. Our unique approach lets you create a plan that's just right for you and your business, utilizing the best practices and techniques that have helped other businesses build their success.

What this means to you is that the plan you develop in this workshop will launch you into new directions and give you the confidence you need to make inroads into new opportunities.

This course provides the techniques and skills you need for:

• Building a territory plan
• Introducing yourself and your company
• Utilizing 1-2-4-7 to get what you want from your prospects
• Developing your unique message
• Launching an effective development plan
• Techniques for opening new doors
• Turning your sales force of one into a sales force of many
• Getting your partners to bring you business

Prerequisite: Fundamentals of Communication
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Account Management Workshop

Sometimes the most overlooked opportunities for new business are in the accounts you already consider loyal customers.

This workshop helps you develop the skills you need to mine new opportunities in your existing account base. Our step-by-step methodology helps you discover new pockets of profit in your existing accounts and maximizes your chance for creating life long customers who look to you for all their business needs.

At the completion of our workshop, you'll have a plan, tools and attitude by which you can immediately start generating new business. These skills include:

• Networking basics
• Leveraging your relationships into new opportunities
• Future-proofing your relationship against management changes
• Replicating successes exponentially
• Creating “Raving Fans” of your products or services
• Establishing long-term rapport

 Prerequisite: Fundamentals of Communication & Mastering Structured Selling
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 Solution Architecting and Technology Selling for SEs and Consultants

 As much as they may sometimes resist it, Engineering and Consulting resources have a key role to play in the selling process.

This workshop helps Solution Architects and System Engineers develop the skills needed to gather requirements, assess customer needs, design and propose a solution and assist in the overall selling of technology solutions. Our step-by-step methodology helps you clearly define and then optimize the steps that technical or technical sales resources should follow to maximize effectiveness in selling solutions.

These skills include:

• Opportunity Qualification
• Questioning for need
• Solution Development
• SOW and proposal development
• Presenting your solution
• Handling objections
• Time management, working with your sales team and more…

Prerequisite: Fundamentals of Communication & Mastering Structured Selling or 1 year in a pre-sale technical or services selling role
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