PROGRAM OVERVIEW

Modern Sales Foundations provides what it takes for sellers to succeed in today's marketplace.

INSIGHTS IN EACH EPISODE

Modern Sales Foundations delivers 26 episodes of engaging video content, each focused on a critical selling activity. Buyer-centric approaches improve results across the entire sales cycle, from prospecting through account management. 

Scroll side-to-side below to learn more about the topics presented for each stage of the sales process.

CORE PRINCIPLES
Fundamental buyer-centric models and frameworks that apply throughout the sales cycle.

Introduction
Aligning with the Buyer
The Value Stack
Sales Communication
Value Story
Influence & Persuasion
Resolving Concerns
PROSPECT DEVELOPMENT
What it takes to plug in to your buyers' buying process and create a sales opportunity.

Customer Life Cycle
Researching Prospects
Omnichannel Prospecting
Appointment Setting
Navigating Disinterest
Nurturing Prospects
OPPORTUNITY MANAGEMENT
Converting opportunities to customers through effective discovery and consultative selling.

The Buying Process
Sales Call Planning
Sales Meeting Management
Discovery
Opportunity Qualification
Navigating the Buyer Landscape
Co-Creating a Solution
Communicating Value
Gaining Commitment
ACCOUNT MANAGEMENT
The strategies and steps necessary to continuously deliver value and expand customer relationships.

Account Objectives
Account Planning
Obtaining Referrals
Customer Value Reviews
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LEARNING RESOURCES

Changing sales behavior doesn’t always happen easily. For this reason, the MSF program provides a complete learning toolset designed to enable you to retain the concepts, transfer them to daily behavior and ultimately master them.

EPISODES

Engaging and digestible, each episode focuses on a critical skill set or approach and presents it through a combination of high-quality, cinematic formats.

MSF AFTER SHOWS

Join a panel of experts as they discuss each episode, adding additional insights around the featured skills and concepts.

SHOW NOTES

Visual, infographic-style “cheat sheets” to help learners reinforce and recall important concepts and frameworks.

APPLICATION WORKSHEETS

Interactive, self-paced exercises that ask the viewer to apply concepts from each episode to their own examples.

MANAGER SUPPORT GUIDE

Practice exercises and discussion points that enable the front-line manager or trainer to reinforce the content and coach.

MSF Learning Support

Ready to see how MSF can help your sales team?
Schedule a demo today.

EXPLORE MODERN SALES FOUNDATIONS

Buyer-Centric Selling

Learn how an outside-in mindset and approach to sales can help you effectively prospect, convert, and grow sales opportunities.

Behind the Scenes

A training program as innovative as Modern Sales Foundations requires the right expertise as well as a one-of-a-kind production process. 

Resources

Explore a collection of free downloads and video samples related to buyer-centric selling and the MSF program.