Sep 11
Why Most Sales Training Fails (and What We Teach Instead)
Most salespeople have been through some kind of training. Maybe it was a two-day workshop, maybe it was a corporate playbook, or maybe it was just a binder of slides from a big-name consulting firm.
Here’s the problem: most of it doesn’t stick.
And worse, most of it doesn’t work in real-world deals.
Here are the top reasons why some sales programs are ineffective, and what we do differently.
Here’s the problem: most of it doesn’t stick.
And worse, most of it doesn’t work in real-world deals.
Here are the top reasons why some sales programs are ineffective, and what we do differently.
Other Training
ROI-Driven SellingTM
Them: There's No ROI Connection
Programs teach skills and motivation but never teach how to prove impact. They emphasize feature/benefit or pain-based selling by focusing on product attributes or problems but these are rarely quantified in ROI terms.
Them: Generic, One-Size-Fits-All
Some programs provide the same scripts and tactics whether you are selling cars or $100M contracts.
Some are for dedicated markets but don't scale across small business, enterprise, and boardroom.
Some are for dedicated markets but don't scale across small business, enterprise, and boardroom.
Them: Theory Without Application
Programs focus on buzzwords and educational materials that end up gathering dust. They fail to equip reps with actionable materials based on the instructor's experience.
Them: Motivation Without Behavior Change
Programs focus on changing reps behavior without matching it to the buyers profile. They may emphasize personality or DISC-style profiling of the buyer only while ignoring the rep’s role in the dynamic.
Them: Single-Cycle Prospecting
Some programs teach reps to push once per budget cycle, then drop the account if timing is not in line with quota's.
Them: One Lane Selling
Some programs teach reps to focus on a single contact, causing them to get stuck when that contact stalls or leaves.
Them: Heavy-handed Close
Some programs are overly aggressive and push for reps to always use closing tactics that burn trust.
Us: ROI is the Focus
Every lesson in our program ties to ROI formulas and deal economics so that reps learn to prove value in dollars instead of focusing on theory. Every step ties back to measurable ROI to create urgency and C-suite focus.
Us: 3 Tiered System
We offer a tiered system (T1, T2, T3).
Tier 1 is intended to teach the fundamentals and includes examples for B2C sales and small business B2B sales.
Tier 2 is intended for salespeople working with Enterprise deals, or for deals ranging from $1M - 10M.
Tier 3 is intended for deals that happen in the boardroom.
Us: Practical and Tangible Materials
Our program offers real multimillion-dollar case studies, exercises, and live tools (calculators, scorecards, navigation guides) based on the founder's real world experience.
Us: Matching Buyers and Sellers Profiles
Through behavior-modification playbooks, psychological profiling, and stakeholder mapping, we teach you how to profile the buyer and yourself to align styles and adapt strategy.
Us: Multi-Cycle Prospecting
We teach selling cycles at the small, Enterprise and Boardroom level because we know deals are anything but linear. Learn how to layer outreach across timeframes/channels so timing never beats you.
Us: Criss-Cross Branching
We teach how to build influence across multiple stakeholders - users, finance, ops, and leadership to bulletproof the deal, so that you have a plan in place when a contact leaves.
Us: Velvet-glove Close
We teach persistent but respectful tactics that focus on consensus-driven closing without brute pressure.
This is why I built ROI-Driven Selling™. Our program is forged from decades in sales with experience closing multi-million dollar deals.
It’s not about scripts, it’s not about gimmicks. It’s about proving ROI — because at the end of every deal, that’s what buyers, CFOs, and boards actually care about.
And it’s priced so any rep can invest in themselves without waiting for corporate approval.
Whether you’re buying a single seat or rolling it out across a team, the mission is the same: help salespeople close more deals by proving ROI.
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