Situation

A team within the AT&T Wholesale organization needed a two-day workshop to develop advanced communication techniques for their sales team during the International Telecoms Week (ITW) conference in Chicago, IL.

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Solution

In partnership with the client and a group of high-performing sellers we developed an activity-rich workshop titled “Effectively Listening, Persuading, and Negotiating”.  The workshop included multiple group activities to provide an opportunity for the participants to practice the key concepts they are learning. Additionally, we designed the participant guide to be used during the training but also to be useful on the job for quick reference.

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Value

The participants and stakeholders were very impressed with the workshop experience. The course accomplished its goal of helping the sales team better understand their customers’ business, define their KPIs, and to propose the right set of solutions to address their needs, challenges, and concerns.