BIA Curriculums and Services

BIA offers several sales training curriculums and services that can help your team enhance their soft skills and overcome the selling challenges that change sellers from good to great.​

“It was probably the most valuable course I've taken in memory. It was really good and really effective. If you can make me change the way I think, then that's a huge win.”
Director of Sales & Mktg Operations
“I loved the content and delivery. It kept the team engaged and interested.”
Solution Architect
“I keep playing every sales cycle I remember over in my head and see it in a completely different light.”
SaaS AE, 20+ years experience

FOR SALES LEADERS WHO WANT TO:

WE CAN:
  • Show why it’s not what you ask but how you ask it that’s slowing down the sales process
  • Teach the behaviors you need to exhibit to build trust and credibility in every conversation
  • Teach the verbal judo formula to non-confrontationally preempt resistance and ‘flip the script’ to help the prospect actually want to share their hidden decision factors
Using our:
We can:
  • Help pre-Sales teams confidently introduce key topics in a non-threatening, compelling way to align the buyer’s and seller’s journeys as one
Using our:
We can:
  • Train your team in Tactical Behavioral Assessment (TBA™), an easy to learn skillset for accurately assessing transparency in each question-and-answer exchange
  • Understand when and how to confidently go one layer deeper to discover goals or concerns that 90% of peers will miss when looking to build a compelling solution
Using our:
We can:
  • Create an immersive experience with a composite client company and prospects, complete with website, financials, individual profiles and back stories. Scenario will address complex (realistic) motivations and hesitations
  • Help you execute role play with your own subject matter experts and provide video capture, editing, and synthesis for new hire onboarding and individual coaching
Using our:
We can:
  • Save your team 3 – 5 man-days of effort auditing calls and identifying key areas of concern prevalent in the sales motion or individual team members
  • Quickly synthesize observations on process adherence, question formulation skills, and behavior assessment accuracy into a simple, actionable report
Using our:
Verbal Judo

Verbal Judo For Sales

BI Advisor

‘Happy ears’ and failure to consistently uncover hidden decision factors and internal buying processes that increase B2B cycle times

BI Advisor

It’s not your sales process.
Behavioral scientists have found a 2x increase in transparency and information sharing based on how we choose to frame questions – the same question can be framed differently and elicit very different results.
How different would your new hire ramp and time to productivity be if you had perfect trust and the real story from prospects?

BI Advisor

BIA’s system, developed by ex-US Intelligence Behavioral experts, can:
  • Show why it’s not what you ask but how you ask it that’s slowing down the sales process
  • Teach the behaviors you need to exhibit to build trust and credibility in every conversation
  • Teach the verbal judo formula to non-confrontationally preempt resistance and ‘flip the script’ to help the prospect actually want to share their hidden decision factor.

BI Advisor

DELIVERABLES:
  • Engaging and interactive training sessions
  • Video examples drawn from real life situations
  • Battlecards for key skills

BI Advisor

GROUPS OF 5 TO 30 SALESPEOPLE

BI Advisor

Delivery by:
  • Virtual: one, 120-minute session including one, 10-minute break
  • Onsite: one, 90-minute session plus optional 30-minute workshop focused on your biggest Verbal Judo challenges

Sales Engineering

Sales Engineering Advantage

BI Advisor

Engineers who are excellent sellers are rare.
“You need somebody who is personable, someone who can build a rapport and establish credibility very quickly with the customer. Just from a practical perspective, it’s very hard to find a single person who is competent at both skills at the same time.” – Selling Power

BI Advisor

Great Sales Engineers are made not born.
Research by US Intelligence in the late 1990’s showed that the ability to build trust and ask for sensitive information in a collaborative, non-confrontational way can be learned through practicing a small, simple set of powerful psychological skills.
How different would pipeline look if pre-sales could connect with prospects in a way that has them wanting to reveal their hidden decision factors?

BI Advisor

BIA’s system, developed by ex-US Intelligence Behavioral experts, can:
  • Help pre-Sales teams confidently introduce key topics in a non-threatening, compelling way to align the buyer’s and seller’s journeys as one

BI Advisor

DELIVERABLES:
  • Engaging and interactive training sessions
  • Video examples drawn from real life situations
  • Battlecards for key skills

BI Advisor

Groups of 5 to 25 sales Engineers

BI Advisor

Delivery by:
  • Virtual: one, 90-minute session
  • Onsite: one, 90-minute session plus optional 30-minute workshop focused on your biggest Verbal Judo challenges

Tactical Behavior

TACTICAL BEHAVIOR ASSESSMENT

BI Advisor

Average mid-career B2B professionals miss 33% of verbal and non-verbal indicators that signal lack of trust, resulting in the loss of an average 1 in 10 opportunities.

BI Advisor

Experience is not synonymous with Expert
Mid-career sellers are used to leaving meetings having advanced the relationship, creating a confirmation bias that because it ‘went well’, they left nothing on the table. In reality, only 1 in 10 can repeatably spot true behavioral signals. How different would your win rate be if your team had 95% accuracy in identifying prospect concerns or lack of transparency?

BI Advisor

BIA’s system, developed by ex-US Intelligence Behavioral experts, can:
  • Tangibly show that your team’s approach to “reading” people is leaving money on the table
  • Reveal the simple, powerful techniques US Intelligence found can drive 95% accuracy in parsing verbal and non-verbal signals
  • Teach sellers how to use a simple, lightweight methodology in real time to reestablish broken trust and learn where to probe to uncover hidden concerns, pain points, or decision factors

BI Advisor

DELIVERABLES:
  • Engaging and interactive training sessions
  • Video examples drawn from real-life situations
  • Battlecards for key skills

BI Advisor

Groups of 15 to 30 salespeople

BI Advisor

Delivery by:
  • Virtual: two, 90-minute sessions
  • Onsite: one, half-day session or a pre-dinner and a breakfast session (3-hours of content)

Immersive Sales

IMMERSIVE SALES EXERCISE

BI Advisor

Role plays produced internally are tactical and time consuming for leadership to execute effectively and they must be executed well to realize improved productivity.

BI Advisor

Most Sales leaders don’t have the tools on hand to efficiently ‘set the stage'
Today’s top training role plays are fully-immersive, bringing together pre-meeting preparation, complex internal prospect requirements and politics, and aggressive competitors. How different would the training experience be if your entire team could see a full, ‘real’ conversation in real time and video replay?

BI Advisor

BIA’s system puts you in command of an advanced sales simulator:
  • Create an immersive experience with a composite client company and prospects, complete with website, financials, individual profiles and back stories. Scenario will address complex (realistic) motivations and hesitations
  • Manages role play execution with your own subject matter experts and provides video capture, editing, and synthesis for new hire onboarding and individual coaching

BI Advisor

DELIVERABLES:
  • Immersive backstory and supporting materials (website, LinkedIn bios, prior communications)
  • Full call/meeting scenario including good/better/best outcomes and coaching for facilitators
  • Edited video replay and teaching points

BI Advisor

Teams of up to 10 per session

BI Advisor

Delivery by:
  • Preparation: Three, virtual 30-minute meetings and one, virtual 60-minute meeting with Sales leaders over 4 weeks
  • Role Play: Half-day onsite workshop or two, 120-minute virtual sessions

Tactical Sales Meeting

TACTICAL MEETING ANALYSIS

BI Advisor

Line Sales leaders want the ability to observe and coach their team, but it’s impossible to predict which meetings will reveal teaching moments or systemic gaps the team needs to fill.

BI Advisor

It takes more time to assess a group of meetings than a Sales leader can responsibly commit.
On average, spotting systemic issues on the team would require attending 3-4 meeting for each member of the team. And proper assessment would require not just coaching but meticulously capturing all missed opportunities or key teaching points. How different would your coaching be with analysis of 10 – 15 meetings, including both process points and soft skills to address?

BI Advisor

BIA’s analysis is grounded in a system developed by ex-US Intelligence Behavioral experts and can:
  • Save your team 3 – 5 man-days of effort auditing calls and identifying key areas of concern in the sales motion or individuals
  • Quickly synthesize observations on process adherence, question formulation, and behavior assessment in a single, simple report
  • Calculate the dollar value of missed opportunities and synthesize the key gaps to support a bullet point coaching plan

BI Advisor

DELIVERABLES:
  • Call / meeting analysis of up to 15 meetings
  • Analysis of process, people, and prospects
  • Dollar-weighted action plan (bullet form)

BI Advisor

Teams of up to 10 per engagement

BI Advisor

Delivery by:
  • Telephonic: use the BIA system to seamlessly integrate our Experts and have us transcribe calls/meetings
  • Video: leverage your investment in Gong, Chorus, Outreach, or Zoom to reduce time to ROI/value by 50%

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