Workshop Types and Descriptions
Strategic Digital Sales
Blending knowledge of digital capabilities, marketplace politics and sales technique with your teams own particular situation and challenges, we create a hands on workshop aimed at breaking through to senior customers, growing opportunity, shortening the sales cycle and leveraging your company’s core capabilities.
Accelerated Transformation for Sales Managers
Rapid growth and innovation means that sales managers are often promoted quickly and may not be fully equipped or supported in leading teams and managing systems. As the CRO, you’d love your managers to have two more years of experience and perspective but can’t afford to wait that long. In one to two days, Upstream Group can offer the equivalent of an executive MBA in digital sales management custom built to their needs. Through lectures, exercises and focused discussions, we cover recruiting and hiring strategies, day to day team management, leveraging sales and CRM tools, building pipelines, better forecasting and more. Executive Sales Strategist Scot McLernon has led two different sales organizations that were both recognized as the industry’s best by the IAB, and he’s ready to help your managers better compete for the people and business your company deserves.
The Account Strategy Hack
With a focus on advance preparation and strategic planning, we meet in 90 minute blocks throughout the day with small teams of sellers, account managers, sales planners and others to unlock the strategy for turning key accounts through design thinking exercises and deep history and understanding of the marketplace, the clients and their agencies.
For those new to digital sales, our world can seem like a swirl of three letter acronyms and an everchanging roster of brand names and buzzwords. We simplify and translate that world and provide the seller with a clear field of action and opportunity.