Selling into the education market, steering conversations away from price and towards value

Discovery Education empowers teachers and captivates pupils by providing high-quality, dynamic, digital content to primary and secondary schools across the UK. They are passionate about and committed to enhancing the way teachers teach and students learn; adding meaning and relevance to the school curriculum and helping teachers and students alike to reach their full potential.
Their training need:
Before the training took place, we worked with the individual Sales Managers to understand more about their teams, the challenges they come across and where they see the opportunity for improvement.
By understanding their current process, we were able to identify areas in which real value could be added in their conversations.
We developed a framework for all teams to use to strengthen their sales conversations and shared techniques to enable win:win outcomes from their negotiations. This was delivered to the teams in a high impact, interactive, 2 day workshop.
“The team said it was one of the BEST training sessions ever! I was so blown away by everyone’s response, never usually get such overwhelmingly positive
feedback from a course.”
HR MANAGER