CHANGING THE GAME FOR BETTER RESULTS

A customizable relationship-driven sales and business development program designed to build trust, strengthen client service and generate new business. Take this opportunity to build your team’s capacity and drive results.

About Turning Point

It is important that organizations understand how to navigate a consultative, client focused sales process and strengthen their teams’ capacity to manage client relationships and generate new revenue regardless of market conditions.

Turning Point is a proven program that increases the effectiveness and confidence of teams by leveraging a relationship-driven approach to drive results. Ideal for organizations looking to invest in their people and set them up for success.

Participants will:

  • Adopt a consultative, value-added approach to relationships and business development
  • Build confidence in their ability to establish trust with senior decision makers
  • Learn to generate leads by leveraging relationships and increasing referrals
  • Develop a proven and reliable process for moving prospects through the sales pipeline
  • Share ideas and build a trusted peer group with like-minded business and community leaders

Program Content

Turning Point is a 21-hour program consisting of up to 15 modules, with content customized to address unique team needs. Turning Point can be held in person, virtually or with a hybrid approach.

The program is grounded in the belief that relationships drive business, and that we can all raise our game. Content includes:

  1. Introduction to Turning Point:
    Program Welcome and Sales Philosophy Overview
  2. Off Season Training:
    The Habits and Behaviours of Successful Sales People
  3. The Trusted Advisor:
    Your Goal in Building Client Relationships
  4. The Sales System:
    An Introduction to the Process
  5. Setting Expectations:
    Learning How to Manage the First 90 Seconds
  1. Asking Better Questions:
    Mastering the art of inquiry
  2. Customer Experience:
    Managing touchpoints and the customer journey
  3. Positioning and Differentiation:
    Defining your ideal client and articulating competitive advantage
  4. The Decision-Making Process:
    Helping customers navigate decisions
  5. Closing:
    Dispelling myths and approaches to help customers choose
  1. Navigating Challenges with Customers:
    Dealing with adversity and conflict
  2. Referrals:
    How to Effectively Ask for Referrals
  3. Lead Generation:
    Strategic Ways to Grow Your Business That Don’t Involve Cold Calling
  4. Effective Communication:
    Creating a common language and understanding different mediums
  5. Sales Management:
    Effective time management, account management, and sales planning

Who Should Attend?

Turning Point is ideal for leaders and high achievers seeking an authentic and effective approach to strengthen relationships, build trust, drive referrals, and generate new business opportunities. Past participants include:

  • Business owners
  • Business development managers
  • Sales professionals
  • Client relationship leads and account managers
  • Fund developers

Program Facilitators

Ted Kouri
BCom, MBA

As founder and president of Incite, Ted has 25 years of leadership, marketing and strategy experience. He helps clients establish trust and leadership with their key stakeholders through an advisory, relationship-driven business development process and a practical, engaging, no-nonsense approach to business.

Dania Spillett
BCom

As a partner at Incite with more than a decade of hands-on experience in market positioning, communications, client engagement, and business development, Dania relies on her critical thinking skills to guide the strategic growth of B2B and public interest organizations. She works with leadership teams to focus efforts, manage change, and support the cultivation of high-value relationships.

Past Participants

Contact Us

Click here to inquire about Turning Point for your team

Suite 503
5241 Calgary Trail NW
Edmonton, AB T6H 5G8

T: 780.423.5552

E: [email protected]