It's not just sales training, it's a different way of doing business.
Selling is something that many research companies find extremely difficult to do well. Cambiar, in conjunction with its affiliate partner, Catalytics Consulting, offers on-site training in consultative selling designed to improve the effectiveness of all those involved in the sales process.
GUTS: Grand Unified Theory of Selling
Cambiar helps market research sales organizations face unique challenges in today’s market:
Researchers in sales roles trying to balance the competing demands of selling and doing.
Business pressures to grow and diversify the client base.
Account managers comfortable with existing relationship but struggling to develop new business.
Senior executives wanting more out of their sales programs but not knowing exactly what to do or where to start.
A marketplace filled with change, noise and distraction, with very little differentiation among a growing number and variety of competitors.
How GUTS Can Help!
GUTS is Cambiar’s consultative sales and account management model created exclusively by Cambiar and Catalytics Consulting for the market research industry. Our approach brings together the very best elements of a wide range of B2B sales principles, consulting practices, communication technologies, and personality assessments – all customized to the world of market research.
In the past three years, Cambiar and Catalytics have assessed and trained over 500 sales and client-facing employees from 50+ market research firms in the GUTS methodology. We have the most extensive knowledge and experience-base in the industry on the state of sales and account management and how to improve performance.
The heart of GUTS is a two-day consultative sales and account management workshop. The training – which is led by a sales effectiveness expert from Cambiar or Catalytics - combines instruction with skills practice, focuses on real-world client issues and ensures that participants leave with specific account strategies and an action plan to continue their personal development.
Every GUTS workshop is customized to the client’s specific needs and program participants.