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PBI Sales Training Inc. is a leading sales and sales management training. We also offer executive coaching, employee assessment evalualtions and team building services.
Our training programs are designed to include everyone from a client organization who “touches” the customer; sales, sales management, marketing and support.
The bottom line: we work with companies to increase their competencies and drive more revenue to increase profits.
PBI Sales Training personnel are certified on of the field tested sales courses of M3 Learning, Inc.
PBI Sales Training Inc., mission is to create high performance teams in customer centered organizations to increase revenue. Sales training, sales management training and training customized for the support and marketing departments insures each team member responsible for communicating and servicing an organization’s customer is playing from the same “game book”.
Our sales and sales management training programs are designed to have your sales team focus on revenue generating activities. Increasing each sales team member’s competency level for the 5 key areas of sales success:
PBI Sales Training, Inc. is dedicated to helping our clients select, hire, retain and develop top producing teams focused on your customer’s needs.
Our primary focuses has been on building long term client relationships with our customers and to continually measure how we are helping them achieve their business objectives. PBI Sales Training, Inc.serves a variety of customers in both size and vertical industry.
PBI Sales Training Inc is a training firm with high touch service. PBI is an organization of a highly qualified people, whose focus is compatible with the goals and mission of our organization and our clients.
Sales Communication
Sales Skills
Confidence
Sales Presentation Skills
Product Knowledge (how to present the real value to your buyer)
Our integrated approach is to create a process that is synergistic for your entire organization, increasing efficiencies between sales, marketing and customer support. This sales training approach results in shortening your overall sales cycle and gaining control the entire sales process.
Kristin Williams helps organizations improve their sales and sales management competencies, presentation skills and hiring accuracy. Kristin, founder and president of PBI Sales Training, Inc., addresses CEOs and management teams in a wide variety of industries.
Prior to launching PBI Sales Training, Inc. Kristin Williams worked in sales, business development and sales management at major publishing companies such as IDG Communications, Ziff Davis Media, IDC Research, and Thomas Publications. During that 16-year career, she consistently achieved the highest level of sales and sales management performance. Additionally, she developed a 'hands on' expertise, working with start up high tech organizations and thus understands their critical needs, “early stage”, to drive revenue. Since she has also served as Business Development Director involved with both IDC Asia Pacific and IDC EMEA, she has experience in the added complexity of working with global sales teams.
Today, Kristin brings her sales and training experience to clients through PBI Sales Training, Inc., where she supports individuals and companies in getting the results they want. Kristin's classes enjoy her boundless energy and enthusiasm. Her entertaining style encourages students to stay engaged and retain the content presented. Her pragmatic approach helps managers focus on those particular improvements needed to raise their team's performance from the “A” level to the “A+” level.
Ms. Williams has her degree from Pepperdine University, Graziadio School of Business and Management. She is also a National Member of ASTD, and a certified trainer of M3 Learning, Inc. courseware.
Carolyn Davis, CPCC Carolyn, a certified professional coach, is the founder and president of Alliance Coaching a results-oriented coaching company dedicated to helping clients achieve greater success in their personal and professional lives by creating more focus, accountability, balance, and fulfillment. She is a member of the International Coaching Federation.
PBI Sales Training, Inc. is dedicated to helping our clients select, hire, retain and develop top producing teams focused on your customer’s needs.
Our primary focuses has been on building long term client relationships with our customers and to continually measure how we are helping them achieve their business objectives. PBI Sales Training, Inc.serves a variety of customers in both size and vertical industry.
PBI Sales Training Inc is a training firm with high touch service. PBI is an organization of a highly qualified people, whose focus is compatible with the goals and mission of our organization and our clients.
Carolyn consistently achieved the highest level of sales performance in her 7 year career with American Hospital Supply Corporation. During these years, she spent a year as a sales trainer, training newly-hired and senior sales reps. Following her career with AHSC, Carolyn sold surgical equipment for Hall Surgical, a division of Zimmer Orthopedics. Carolyn then successfully sold orthopedic equipment for 6 years for Zimmer Orthopedics.
Today, Carolyn brings her sales and training experience to clients through Alliance Coaching, where she supports individuals and companies in getting the results they want, whether it be growing their businesses, building an inspired work environment that fosters growth and creativity, or developing tools for greater balance and fulfillment.
Emyr W. Williams Ph.D. is a tenured professor at California State University Long Beach, who specializes in adult learning and the use of technology in learning. Dr. Williams has a Bachelor’s degree from University of WALES, a Master’s degree from California State University Long Beach, and a Ph.D. from The Ohio State University. Pedagogy and Educational Technology. Dr. Williams serves as technology and curriculum development advisor.
Advisory Board PBI Sales Training Inc., has assembled and executive advisory board with members from sales and executive management teams in a variety of industries, including Fortune 500 companies. This board of advisors serves as an additional resource for shaping content and product offerings to assure PBI Sales Training, Inc. is at the forefront of the training industry.
PBI SALES TRAINING INC.
Address: 5071 Flamingo Circle Huntington Beach, CA 92649
Contact Person: Kristin Williams
Phone: 714.271.4147
Fax: 714.373.5064
Email Us: requestinfo@pbisalestraining.com
PBI Sales Training, Inc. offers on-site customized sales training for sales organizations across various industries. Our sales training workshops range from ½ day to 2 day highly interactive sessions. Our courses are designed to help you and your sales team:
Shorten Your Sales Cycle
Avoid wasting resources on unqualified deals
Increase productivity by providing a common sales vocabulary to the entire organization
PBI Sales Training, Inc. approach is to focus your entire sales organization, (including marketing and customer support) on YOUR CUSTOMER! By focusing your sales team on your customers, we help your organization gain a competitive advantage in the marketplace.
Sales Training Courses:
ProActive Selling
Value!
ProActive Account Strategies
ProActive Selling, Value!, ProActive Account Strategies are trademark courses of M3 Learning, Inc.
PBI Sales Training program is based on the field tested tools of ProActive Selling, a sales process used by sales organizations worldwide.
WHAT YOU CAN EXPECT TO LEARN:
How To Control The Sales Cycle!
Beyond Guesswork: How to anticipate your customer’s next move and use it to your advantage!
The Sales Toolbox: How to reach for the right tool for the right job EVERY time.
The 30-second introduction: How to create one that really works.
Qualify, Qualify and Qualify: How to maximize your time by qualifying your customers.
How to stop wasting your time with customers who don’t intend to buy
Close from the start: How to develop effective closing techniques during the first call
PBI implements sales training programs with one goal in mind, increasing revenue for our client organizations. PBI Sales Training, Inc. focuses on making your sales teams better tactically’ at every point of the buy/sell cycle with your customers.
PBI Sales Training programs are highly interactive. Training programs are designed with the understanding that learning (and retention) is most effective when participants are involved in different activities.
PBI Sales Training Inc. tailors the sales training program to each client’s specific needs.
ProActive Selling is a registered trademark course of M3 Learning, Inc.
Value! is the extension course to ProActive Selling. Value! is a must complete course for any sales professional who needs to penetrate the executive level of an organization when presenting their products and services.
Many sales professionals can secure an appointment at the top level, but that’s not the point. What separates good sales people from great ones, is what do you say when you get there to create real value and develop a relationship at that level?
Senior level management of an organization looks at the purchase of your good or service very differently than a 1st level buyer. A 1st level buyer is defined as the person in the organization who is using what your product or service. Senior management is buying value, and the sooner the sales team can speak the language of value, the better off they will be.
Value! takes an in-depth look at the 5 points of the Value! Star , and when and how to use these points effectively.
WHAT YOU CAN EXPECT TO LEARN:
Understand the requirements in selling to the executive management ranks
How to present yourself as someone the senior manager wants to deal with
How to use the 15 essential ways to create value
The key 5 value areas
How to own the financial deal
ProActive Account Strategies is a course developed to give you insight and planning opportunities around your key accounts. Dealing with the multiple decision makers and influencers of your key accounts can be overwhelming.
That’s why ProActive Account Strategies was developed. To help you take your game to the next level when dealing with these important accounts. ProActive Account Strategies™ will help you develop a teaming relationship with key players on your client side, and create the best possible “win-win” environment.
WHAT YOU CAN EXPECT TO LEARN:
How to target a key account situation
How to identify the key steps in beginning the relationship
How to develop mutual goals and business objectives for BOTH parties
How to ask the right questions during the buy/sell process
How to manage the buy/sell process throughout the organization
How to identify key politics and organizational issues
How to use communication and behavioral skills to undertand buyer motivations
How to create a sales plan that brings the desired results
To be a successful sales manager, you must possess a certain skill set that is different from that which may have made you a top sales producer. Whether you’re new to sales management or have several years experience,
ProActive Sales Management training courses will help you work on a common sales process with your team. Follow the same methodology, vocabulary and work on the same sales cycle, one that focuses on your buyer, not the quarter.
WHAT YOU CAN EXPECT TO LEARN:
Beyond the carrot and stick: What really motivates salespeople to over achieve?
The rating game: How to let your salespeople effectively measure their performance
Delivering Effective Appraisals your role as coach
Moneymakers: The 2 key metrics for increasing revenue
No more losers: Raising the bar for your whole team and how to help them achieve it!
Lead the way: Develop new leadership skills that will inspire your whole sales team
Focusing on the right metrics and keeping you team focused on the right activities will allow you to work smarter not harder and let you manage the forecasts rather than the forecasts managing you. Customers of ProActive Sales Management™, have cited a 90+% accuracy rate in their teams monthly forecasts.
This course is for anyone who wants to motivate their sales team to the highest possible productivity levels and achieve high accuracy forecast rates and consistent continuous sales success.
PBI Sales Training, Inc. delivers the ProActive Sales Management training course in two sessions, a two day off-site session for your entire sales management team, to teach the tools and concepts to begin the transformation of your sales team. In this session each sales manager will takeaway an individualized “action plan” for the team which has been designed in alignment with your organizations goals.
This plan will give accountable, action oriented sales plan to accurately measure increased sales performance.
Clients who complete the follow on course of ProActive Sales Management II, obtain additional tools to help them with their long term strategic planning for their sales teams. This second course is scheduled based on our clients normal sales cycle timeframe. This second course uses a client’s organization’s actual case studies after implementation from ProActive Sales Management™ I to refine their strategies moving forward.
ProActive Sales Management is a registered trademark course of M3 Learning, Inc.
This sales negotiation course has been designed for the sales team to understand the point of view of the buyer, and create a win-win solution.
WHAT YOU CAN EXPECT TO LEARN:
What are the wants and needs of both parties?
How to define the right strategy BEFORE negotiation starts?
What are the different negotiation tactics?
Negotiate!, the trademark negotiation skills course developed by M3 Learning, Inc. introduces 2 key tools to achieve this win-win solution. The M3 Magic Square, and Position Pyramid. Through the use of these two tools, sales teams can better understand the buyer’s needs, and thereby use a framework for developing consistent win-win solutions.
Negotiate! is a highly customized program which uses company specific role plays to apply the concepts behind 20 tactics covered in this course.
Present! is a one day workshop structured to give students the ability to structure a presentation, and effectively deliver it.
A successful presentation is not based just on the content, how a presentation is delivered is what your audience will remember most.
WHAT YOU CAN EXPECT TO LEARN:
How to develop a powerful presence?
How to focus your content?
How to involve your audience?
The proper use of visual aides?
How to handle difficult questions?
Students get a chance to gauge their own style and improvement in key presentation skill areas through the PBI Sales Training, Inc. audio video lab sessions. Each student is provided with a take home video tape for their own reference.
PBI Sales Training, Inc. employs role playing and presentation templates to empower each student with the ability to develop an effective and exciting presentation.
This proven process developed with experts in the presentation and communication field, allows each student upon completion of the workshop, to have a higher degree of competency and confidence when delivering your company’s presentations.
Perceptual Selling provides an easy method to break down communication barriers and get to your buyer’s real issues. This workshop is designed to equip each students with the skills needed to communicate with all types of people, identify different personality types and enables students to use different communication techniques to be more effective in controlling the sales cycle.
Perceptual Selling, will allow your sales team to build rapport quickly (and keep it) by expanding their face-to-face, written and telephone communication skills.
WHAT YOU CAN EXPECT TO LEARN:
How to understand what motivates a buyer?
What are the different sensory communication methods?
How to use the right words in every situation?
How to see the sale from the customer’s point of view?
Master communication techniques
Perceptual Selling is a registered trademark course of M3 Learning, Inc.
One-on-one, confidential executive coaching for senior professionals and executives. Our services are designed to give you the level of support not available internally when you reach the top level positions. Organizations who use executive coaches for executives and their team realize overall organizational performance improvements.
Coaching is a confidential and supportive partnership which assists individuals and organizations in getting the results they want through greater clarity, focus, balance, and organization. In much the same way a sports coach works with teams or individual athletes, a coach can help you accelerate performance, reach challenging goals, and deepen your learning.
When you choose an executive coach, we begin with customized Intake Packet for you to complete. This Intake Packet contains a wide range of thought provoking questions and exercises, as well as the Myers Briggs assessment tool. Once you have completed the Intake Packet you meet with your coach for a comprehensive Intake Session. During this session, your responses from the packet are reviewed, your Myers Briggs results are interpreted, and your goals and expectations during the coaching relationship are outlined. A coaching alliance is created between you and your executive coach, which reflects your specific goals.
THIS EXECUTIVE COACHING RELATIONSHIP PROVIDES THE FOCUS AND ACCOUNTABILITY YOU NEED TO MAKE YOUR GOALS A REALITY!
Following the Intake Session, we offer three 40-minute coaching sessions per month, for a minimum duration of six months. Sessions are generally conducted by telephone, but may be periodically scheduled as in-person sessions, as desired by the client.
All conversations and information shared within the coaching relationship are strictly confidential.
As a result of working with our executive coaches, you will:
Clarify your goals
Develop an action plan to achieve your goals
Identify new perspectives and creative solutions
Learn to adapt gracefully to change
Approach your goals with focus and motivation
The Myers-Briggs test gives you valuable information about the individuals in your organization, which allows you to make better hiring decisions, create more effective teams, improve communication, and motivate your employees.
Myers-Briggs is an industry standard unparalleled in providing valuable insights into individual and team behavior.
Meyers-Briggs tests looks at 4 key elements:
1. How you are energized (Extrovert vs. Introvert)
An Extrovert is energized by the outer world of people and things
An Introvert is energized by the inner world of thoughts and ideas
2. What you pay attention to (Sensing vs. Intuition)
A Senser focuses on facts and the five senses
An Intuiter focuses on what might be and the sixth sense
3. How you make decisions (Thinking vs. Feeling)
A Thinker tends to use reason and logic
A Feeler tends to use values and subjective judgment
4. How you live and work (Judgment vs. Perceptions)
A Judger prefers to be planned and organized
A Perceiver prefers spontaneity and flexibility
Myers-Briggs testing can assist you and your organization in:
ORGANIZATIONAL BENEFITS OF MYERS BRIGGS TESTS
Conducting meetings more effectively by allowing various points of view to be heard and differing needs to be met
Resolving conflicts more quickly and effectively by defining problems in typological terms rather than interpersonal ones
Negotiating ethical differences by understanding that each type views an ethical situation in a different way - and is convinced that his or her way is the only pure one
Breaking work-flow bottlenecks by allowing each person to work according to his or her own style and everyone to know what everyone else is doing
Setting more realistic and more widely accepted organizational goals by including a broader range of different perspectives, needs, and ideas
Reducing stress levels by understanding that what can excite and energize one person can stress and drain another
Meeting deadlines better by realizing that different types deal with time in different ways
INDIVIDUAL BENEFITS OF MYERS BRIGGS TESTS:
Matching individual potential with job requirements by understanding individual strengths and weaknesses
Furthering your career by similarly understanding and accepting your own strengths and weaknesses at work
Improving your interviewing skills - whether giving one or getting one - by cutting through the hype to reach the real issues
Today, more than ever, effective leadership is essential. Leaders must be emotionally intelligent - have the right values, behaviors and emotions - to lead their organizations in our increasingly competitive world and to deliver extraordinary results.
ACCORDING TO A SURVEY OF AMERICAN EMPLOYERS:
Over 50% of the people who work for them lack the motivation to keep learning and improving in the job.
4 in 10 people are not able to work cooperatively with fellow employees.
Only 19% of entry level applicants have enough self-discipline in their work habits When you choose an executive coach, we begin with customized Intake Packet for you to complete. This Intake Packet contains a wide range of thought provoking questions and exercises, as well as the Myers Briggs assessment tool. Once you have completed the Intake Packet you meet with your coach for a comprehensive Intake Session. During this session, your responses from the packet are reviewed, your Myers Briggs results are interpreted, and your goals and expectations during the coaching relationship are outlined. A coaching alliance is created between you and your executive coach, which reflects your specific goals.
WORKING WITH EMOTIONAL INTELLIGENCE BY DANIEL GOLEMAN
Through the use of emotional intelligence test, we assist organizations in quantifying its individual and collective emotional intelligence to gain a competitive advantage. To see a sample of the Hay Group Emotional Intelligence Test (ECI), used by our team, Click here. The information generated from this tool allows us to identify the developmental needs of the organization and its individuals, and to create learning agendas that will create more emotionally intelligent cultures.
Daniel Goleman (author of the books Primal Leadership and Emotional Intelligence), defines Emotional Intelligence as the capacity for recognizing our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships. Emotional Intelligence can be a learned skill, added to your overall skill set for effectiveness in your personal and professional goals.
Core competencies are the skills that are evident in emotionally intelligent individuals and leaders. The ECI is an assessment tool that specifically measures an individual's proficiency in eighteen core competencies. The core competencies represented in the Hay Group ECI are:
SELF AWARENESS
Emotional Self-Awareness
Accurate Self-Assessment
Self-Confidence
SELF-MANAGEMENT
Emotional Self-Control
Transparency
Adaptability
Achievement
Initiative
Optimism
SOCIAL AWARENESS
Empathy
Organizational Awareness
Service Orientation
RELATIONSHIP MANAGEMENT
Developing Others
Inspirational Leadership
Change Catalyst
Influence
Conflict Management
Teamwork and Collaboration
Truly a great experience, I came in thinking WHY do I have to be here? I left with a wealth of information. Best 2 days out of the field EVER! Thank you.”
Sales Representative
Networking Company
One of the best sales training I’ve ever been to. Very practical!”
“Brining multiple aspects of the company together to make sure we are telling/selling the same message was GREAT!”
Sales Representative
Software Company
Loved it! Kristin was very enthusiastic and motivating. Time to kick some --- NOW!
Inside Sales Representative
Industrial Distributor
I could see an immediate boost in my team’s motivation and performance commitment after our workshop.
Regional Sales Manager
Automotive
Kristin was excellent! Our entire team learned a ton!
Sales Manager
Industrial Packaging Company
This is one of the best sales trainings I’ve attended. Great focus on knowing your customer. I’ve attended other sales training, with different companies and I’m very impressed with the knowledge of the instructor.
District Sales Manager
Media Company
Comments are collected through course evaluations after each workshop. Company names are not provided in accordance with PBI Sales Training Inc. client privacy policy.
PBI Sales Training Inc. is committed to helping Sales Professionals and Executive Management of Sales Teams with knowledge to help keep you one step ahead.
Resources for Sales Professionals:
Selling Power Magazine
Resources for Sales Managers:
Sales & Marketing Management
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