“The most powerful person in the world is the storyteller” - Steve Jobs

ITC equips your sales team with the story, tools, and strategy to gain an unfair advantage and win more business

  • Territory and Account Planning

    Do your reps know where to hunt? Are they systematically pursuing the right accounts?

    Are they strategically planning for success?

    DELIVERABLES

    Territory and Account Planning Templates

    Market Analysis

    Research Tools

    Buyer Personas

  • Prospecting and Qualification

    Can your reps get the buyer’s attention? Are they creating new leads, contacts and opportunities? Do they have enough pipeline to hit quota?

    Are your reps qualifying early and uncovering enough pain/value for the prospect to change? Do they know how the decision will be made?

    DELIVERABLES

    Sales Messaging and Outreach Tools (PPT)

    Call Scripts

    Email Templates

    Sales Collateral & Playbooks

    •MEDDPICC Discovery Framework

    •Question Banks

  • Value Selling

    Can your reps tell a differentiated company story that creates a compelling buying vision for the prospect and an urgency to buy.

    Do your reps capture and communicate value in a way that moves the deal forward. Do your reps control the process by exchanging value rather than making concessions.

    DELIVERABLES

    Value (ROI) Frameworks and Proposal Templates

    Storytelling/Demo Skills

    Case Studies

    Battlecards

  • Account Management and Expansion

    Do your reps capture and quantify value post sale? How are they communicating this to the customer?

    Are they continually exploring areas to expand the relationship?

    DELIVERABLES

    QBR Templates

    Whitespace Mapping

    Account Planning Training and Templates

  • Sales Management and Coaching

    Are managers actively coaching reps to advance deals and close business faster?

    Are managers using a clear, repeatable operating system to drive quota attainment and accurate forecasts?

    DELIVERABLES

    Sales Management Operating System

    Sales Coaching

    Funnel Review Training

    Win/Loss Analysis

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