Your Reps Are Pitching.
Your Prospects Are Tuning Them Out.
Partnership Foundations Certificate with a concentration in Sales and Business Development
A 5-week live virtual certification that trains your sales team to listen before they pitch - and build the kinds of relationships that actually close.
Reps lead with features and benefits before they understand what the prospect actually cares about. The conversation dies before it starts.
Without real discovery skills, reps cannot tell a real opportunity from a polite conversation. Pipeline gets bloated with deals that will never close.
Most sales training is theory delivered in a room. Your reps forget it before Monday morning. This program is built around real fieldwork from week one.
Six Skills That Change How Your Team Sells
Every skill is practiced on real prospects during the program. Your reps leave each session with something they can use in the field the next day.Real Fieldwork. Real Results.
This is not a workshop your team attends and forgets. Every week combines live instruction with applied fieldwork on actual prospects.Live Weekly Session
Each week, your team joins a live Zoom session covering one core skill in the customer discovery methodology.
Applied Fieldwork
Between sessions, reps apply what they learned to real prospects in your pipeline. Not role plays. Real conversations.
Group Debrief
Each session opens with a debrief of what happened in the field - what worked, what surprised them, and what to adjust.
Capstone Deliverable
Each rep submits a Partnership One-Pager built on a real prospect conversation. You see the evidence. They earn the certificate.
5 Weeks. Applied to Your Real Pipeline.
Each module is built around a skill your team can use immediately. The curriculum is the same across cohorts - private delivery can be aligned to your sales process.Why Listening Is the Most Powerful Sales Skill
The Foundation- Introduction to the customer discovery methodology
- Why pitching before listening kills deals before they start
- Defining your team's value proposition in buyer-centric terms
- How to think about partnership and long-term relationships, not just transactions
The Discovery Conversation
Listening That Opens Deals- How to structure a discovery conversation that makes buyers feel heard
- Conducting real discovery conversations with prospects in your pipeline
- Surfacing insight from what you hear - especially the surprises
- Building a prioritized prospect list worth investing time in
Showing Up Prepared
Research, Narrative, and Outreach- How to research a prospect company and contact before the first call
- Aligning your offer to what this specific buyer actually cares about
- Crafting outreach that feels personal - not a sequence
- How to ask for a conversation without leading with a pitch
Staying Relevant and Moving Forward
Relationship Rhythm and Buying Signals- How to maintain a relationship between conversations without annoying the prospect
- Staying visible with value - not "just checking in" emails
- Recognizing buying signals and knowing when to advance the conversation
- How to transition from discovery to proposal without losing the relationship
From Conversation to Close
One-Pager, Needs Identified, Action Plan- Synthesizing discovery insights into a clear picture of what the buyer needs
- Identifying where your offer aligns - and where it does not
- Drafting the Partnership One-Pager capstone deliverable
- Building a 90-day pipeline and relationship action plan
Evidence. Not Just Training Hours.
A Certified Credential
Each rep earns the Partnership Foundations Certificate - a credential built on a real deliverable, not a completion quiz.
A Partnership One-Pager
A real proposal built on a real prospect conversation. Evidence they can do the work - for you and for the buyer.
A 90-Day Action Plan
Each rep leaves with a prioritized pipeline plan and a clear relationship development cadence to execute immediately.
A Shared Methodology
Your whole team speaking the same language about discovery, qualification, and relationship development - in the field, not just in the CRM.
A Globally Proven Methodology
This is not off-the-shelf sales training. It is a customer discovery methodology with a track record across industries, sectors, and six continents.Built on Real Discovery
The methodology is the same one used with 75+ startups and in WIPO-published research on technology commercialization. It is grounded in how people actually make decisions - not sales scripts.
Six Continents of Delivery
Workshops delivered in Albania, North Macedonia, Fiji, Sri Lanka, Chile, Canada, and the United States. The approach works across cultures because listening is universal.
Fieldwork, Not Roleplay
Your reps practice on real prospects in your pipeline - not staged scenarios. What they learn sticks because it is applied immediately to real conversations.
Manager Debrief Included
Private cohorts include a post-program debrief for you as the sales leader - so you understand what your team learned, what changed, and how to reinforce it in the field.
Open Cohort or Private Team Delivery
Choose the format that fits your team size and timeline. Pilot pricing is available now.- 5 live weekly Zoom sessions
- Real fieldwork on your actual prospects
- Partnership One-Pager capstone deliverable
- Access to session recordings
- 90-day action plan
- Partnership Foundations Certificate
- Everything in Open Cohort
- Private cohort for your team only
- Curriculum aligned to your sales process
- Fieldwork applied to your specific ICP
- Post-program debrief for sales leadership
- Group pricing for 3 or more reps
Ready to Stop Watching Deals Stall?
Book a 20-minute call to talk through your team's specific situation - size, current challenges, and whether this program is the right fit.
Book a Team Discovery Call No pitch. Just an honest conversation about whether this makes sense for your team.
