TRAINING AND COACHING | Commonsense Strategy

Executive Selling Skills Training

Live, interactive sessions designed to build confidence and capability.
(Below are eight - of the many - examples of what we offer. Click the link below to view the full catalogue.)

Account research & planning

Discovery - Impactful
and effective

Multi-threaded selling

Executive communication

MEDDPICC-aligned deal reviews

Value-based selling

Negotiation skills

Strategic account
management

Click to explore Training and Coaching

Live, virtual training sessions via Zoom.

We offer a growing library of nearly 20 training sessions designed for revenue teams (scroll down to view the list). Our commonsense model sets us apart: each session is recorded, and you receive the final video with a perpetual, non - exclusive license.

This allows you to reuse the content in future onboarding and training programs. There is no subscription - each video is a one - time purchase with lasting rights.

1-on-1 coaching for individual reps

Many sales leaders see significant value in this approach. An independent, external perspective helps sales representatives feel at ease, encouraging open, candid dialogue and enabling effective coaching across a wide range of sales topics.

Value engineering

We can help you build bespoke ROI and business case models. Our approach to value engineering is to identify costly customer pain points and show how your specific solutions deliver value in solving those pain points.

Ad hoc consulting

A strategic catchall encompassing onboarding effectiveness, deal governance, and facilitation of executive - level whiteboard sessions across sales and broader revenue teams.

Several clients have invited us to participate in SKO/RKO sessions, either as main - stage speakers (e.g., on value selling or executive-level selling) or as facilitators of breakout sessions.

As an external, independent voice, we often engage audiences more effectively than familiar internal leaders, helping reinforce key messages with greater impact.

Executive Sales Skills Enablement

Elevating SaaS Sellers to Enterprise Closers!

Each session is recorded. Client receives perpetual, non-exclusive right to use.
Ideal for incorporating into your onboarding path.

Session Title	Why This Improves Selling Skill	Primary Outcome or Objective
Strategic Account Planning	Helps sellers develop a long-term, multi-threaded approach to high-value targets instead of transactional tactics.	Reps can build actionable plans that align with executive-level initiatives across multiple stakeholders.
Discovery That Surfaces Executive-Level Pain	Breaks the feature-dumping habit by shifting focus to deep problem diagnosis.	Reps uncover high-impact business pain that creates urgency and executive interest.
Industry Research for Trends and Challenges	Equips reps to speak with relevance and authority in executive conversations.	Reps can identify key industry pressures and connect solution value to strategic business priorities.
The Importance of Mutual Action Plans	Brings deal predictability and shared accountability in long sales cycles.	Reps can co-create MAPs with buyers to drive urgency and ensure internal alignment.
Pre- and Post-Call Planning and Team Debriefs	Reduces "winging it" and improves collaboration across the internal deal team.	Reps consistently prepare for high-impact meetings and extract value from every interaction.
Using MEDDPICC for Deal Management	Creates structured deal qualification, uncovering gaps before it's too late.	Reps can assess and strengthen deal health to move only the most winnable deals forward.
Value Selling (Core Concepts)	Teaches reps to connect product benefits to financial/business outcomes.	Reps can articulate ROI and strategic impact in ways that justify large investments.
Value Selling (Advanced Application)	Helps reps tailor value messages to different stakeholders and objections.	Reps can fluently position differentiated value across the buying committee.
Selling to Executives vs. Selling to Managers	Shifts mindset from tactical benefits to strategic business conversations.	Reps adjust tone, language, and content to match C-level expectations.
Financial Acumen for Sellers (Dos and Don'ts)	Builds confidence and credibility in money-focused conversations.	Reps can use basic financial terms, interpret metrics, and align proposals with business KPIs.
Strategic Deal Planning	Encourages planning beyond the next call and into stakeholder orchestration.	Reps create structured pathways from discovery to executive buy-in to close.
Team Selling vs. Lone-Wolf Selling	Reinforces the importance of leveraging SEs, CS, PS, and exec sponsors.	Reps know when and how to coordinate internal support for credibility and scale.
Negotiating and Closing Strategies	Prepares reps for high-stakes buyer objections and price pushback.	Reps lead with value, maintain margin, and close large deals confidently.
Building Seller Confidence with Executives	Tackles the internal barrier of intimidation and imposter syndrome.	Reps elevate presence, speak strategically, and build peer-level rapport with execs.
Building a Value Message for Products You Don’t Sell	Reinforces abstract thinking and value framing over product knowledge.	Reps develop the ability to pitch business outcomes, not just product details.
Getting Comfortable Saying “No”	Prevents pipeline bloat and weak deals through better qualification.	Reps disqualify faster and focus energy on real, winnable opportunities.
Coaching Your Champion to Sell Internally	Empowers buyers to advocate effectively when you're not in the room.	Reps enable champions with ROI tools, MAPs, and strategic messaging for internal use.