Let’s start with one very important insight: Customer service is just as important to B2B relationships as it is in any other industry. However your team members discuss your products or services, they always need to advocate for each customer’s best interests.
Every team member, from account managers to field technicians to sales and marketing representatives, needs to know how to use each customer interaction as an opportunity to learn how to improve service and strengthen the relationship.
That’s why we’ve designed our three experiential training programs to help your B2B sales team understand how to contribute to your customers’ current and future success — so that your customers see you as a trusted partner.
Total Customer Focus™ works on building fundamental communication skills that are deeper than the typical sales dialogue. Your team members practice how to ask questions, listen actively and ask follow-up questions in a way that is customer-centric.
Engaging Up™ is an advanced exercise in getting your team members into higher-level, more strategic dialogues with executives and senior decision makers. Provide greater customer value by becoming a trusted part of their decision-making inner circle.
Strategic Account Alignment™ enables disparate members of a larger sales organization to work together seamlessly to understand the customer’s bigger picture and day-to-day needs. Align your team’s strategy and actions to be more proactive in serving your customers.
Whether your team needs one specific sales training program or a combination of programs, we work with your B2B business to assess exactly which training will most benefit your team.
You get the ultimate in flexibility with GPT training programs. For each of our industry-leading customer relationship training programs, you can choose between two robust, complementary formats — blended or virtual.
Core knowledge and skill components are the same across both formats, and programs are delivered via: live training led by experienced facilitators (onsite and/or virtual); self-paced e-learning modules; peer coaching and optional individual coaching sessions; and individualized project work and role-play exercises tailored to real company challenges and opportunities.
Distinguished by an impressive track record of building next-generation customer relationship skills that hold the potential to transform your business, our time-tested blended training programs include both face-to-face and virtual components.
Notable features of this format: Your team members are “in the room” with the instructor and fellow students. Full-day immersion. Flexibility to shift from blended mode to full virtual mode as conditions change.
Companies seeking fully virtual training options will want to explore our 100% virtual format. Virtual programs use interactive instructor-led webinars and self-service e-learning modules to lead participants on an exciting learning journey down parallel knowledge and skill tracks.
Notable features: Smaller class sizes. Minimal time out of the field. Improved virtual communication skills. Convenience. Potential cost savings.
While the proprietary toolkit used in our standard Engaging Up™ program will be similar for all clients, the experiential and financial acumen components are custom-written based on interviews with key members of your team to achieve the following:
While all training materials remain the property of Global Partners Training, customizations are unique and are not shared between clients. Licensed program participants retain lifetime personal use of tangible program materials for ongoing reference.
Global Partners Training is ultimately focused on participants’ interpersonal skill acquisition and development, and therefore our programs make heavy use of live, interactive experiences.
The standard Engaging Up™ program contains a live face-to-face workshop, a series of live interactive coaching webinars, a planning and implementation guide and self-study through e-learning modules. This carefully blended sequence, along with measurement and certification systems, virtually guarantees the embedding of new behaviors while holding total cost to the minimum required to get the job done well.
Global Partners Training scours the latest developments in learning technology through affiliations with training industry associations and by attending conferences such as DevLearn and ATD. As new technologies come online, we try them out and assess how they can improve the efficiency and effectiveness of the face-to-face, live remote and self-service elements of our training programs. When someone invents a better mousetrap, we will not be afraid to use it to help your participants learn.
Program participants use our customized Carli™ app, currently supported by a Training Industry Top 20 platform company. Participants can view their training program progress, access e-learning modules and other learning resources, select their webinar sessions, and access other features via desktop and mobile app (iPhone and Android). If available for your program, this functionality is included in the program license fee during the program and for at least two full months past the date of the final live training event.
After certification and with sponsor permission, alumni of some programs are invited to access MyGPT, a free section of the www.globalpartnerstraining.com website where they will find helpful support tools, reminder cards, articles of interest, videos, free webinars and other helpful resources customized for their particular program(s) to keep their knowledge and skills fresh.
Global Partners Training is equipped to handle complete project management for training on a global basis, from booking training venues to scheduling, and emailing invitations and reminders. We strive to work seamlessly with your in-house resources, such as corporate universities and travel departments to keep costs to a minimum and enable the best training experiences for participants.
Our central point of organization for program and learning management is our customized Carli™ app, and while it does not typically make sense to fully-integrate with your internal learning management system, we can arrange to export participant certification data in any standard format.
To provide complete, consistent, turnkey service to large multi-national clients, Global Partners Training retains local facilitators in most major countries and regions and has delivered training in over 40 different countries in the past 2 years. To minimize costs, we typically deliver face-to-face workshops in your local corporate facility or at a local off-site conference facility.
Live coaching webinars via GoToMeeting require an internet connection and, in most cases, can be joined for audio-only using a country-specific phone number. Digital program components delivered via the Carli™ app (desktop or mobile) require an Internet connection.
While programs are delivered in English by default, experiential exercises are done in the local language of the participants. Currently, Global Partners Training has certified facilitators who speak the following languages: Dutch, English, French, German, Italian, Japanese, Korean, Mandarin, Russian, Spanish and Swedish. Other languages may be available soon, and so please check with us if you have a specific need.
Program materials, including presentation slide decks, videos, printed and electronic materials are provided in English by default. Complete or partial translations may be available for some programs at an additional cost. Global Partners Training is continually adding to its language portfolio as training volume warrants.
Striking a balance between cost and personal attention, the optimal training group size is 12 and the maximum is 15. Groups larger than 15 require an additional certified facilitator to be present during each workshop. Coaching webinars are run with a maximum of 5 or 6 participants per session, and therefore multiple sessions are scheduled for each training group.
Clients that have many physical locations with small teams in each location may opt for either smaller training groups (we suggest a minimum of 6 participants) or larger combined groups at a central location. We can help you evaluate the most efficient way to cover your desired participants.
Global Partners Training strives to keep your total program cost as low as possible while delivering a complete, transformative program. Lower-cost programs without client-proven methodology, a true embedding process, proper measurement systems and a rigorous certification process are unlikely to yield the changes you are looking for.
Please keep in mind that your total program cost includes not only Global Partners Training fees, but also the cost of salary, benefits and any travel for your participants. We would be happy to help you assess the total cost and expected return for any training program. In our experience, clients typically achieve short-term returns on the order of 3-6 times their investment, and the embedded skills of your team will continue to pay dividends for years to come.
Global Partners Training fees are quoted after initial consultations to understand your program goals and requirements, and our fees are typically structured as follows:
Live training event fees – Per-event per-facilitator fee for each workshop, webinar or coaching session ensures you get a certified facilitator/coach with deep executive experience, often in your industry, who speaks the local language of each training group. Scheduling and logistics support are included, as needed.
Program license fee – Per-participant fee covers the following:
Expenses – Facilitator travel and living expenses and printing and materials costs are invoiced at actual cost (no markup or admin fee). We are happy to book travel through your corporate travel program if that is more economical.
Translation costs – Only as needed for non-English reading/speaking groups and invoiced at cost (no markup or admin fee).
Yes, Global Partners Training offers train-the-trainer programs with complete ongoing support. While most clients prefer the flexibility of a turnkey outsourced solution, in-house delivery can work when your company has experienced trainers on staff with idle bandwidth and you are ready to make a long-term commitment to the training program.
We will certify your trainers on the program, including experiential co-facilitation and observation-only facilitation, and provide ongoing support and updates to the program. Technology, e-learning and measurement systems are included. Please contact us if you are interested in exploring this option.
Live training time (workshops and coaching webinars) for a participant in the standard Engaging Up™ program totals approximately 22 hours, and the complete blended experience is typically spread over a two- to three-month period. This allows time for initial learning and practice, application of new skills on-the-job, iterative feedback and coaching, and demonstration of knowledge and skill acquisition with a real high value customer case situation of each participant’s choosing.
Global Partners Training uses a state-of-the-art measurement system that operates at two levels:
To heighten your chances of training success, Global Partners Training maintains rigorous certification standards, a combination of program attendance, demonstration of skills, completion of key exercises and oral presentation of a final written case report that is validated by one of our company Partners. While certification will feel like a real achievement for your individual participants who earn it, and they will proudly display their colorful certificate, we at Global Partners Training focus intently on Certification Rate as the ultimate quality metric for our own team’s performance.
Relationship training is often more difficult and uncomfortable for participants than technical training, and our programs involve many steps. If participants are getting certified at a high rate, we can be sure our facilitators have connected well with your participants, encouraged them to follow through on attendance and assignments, and drawn out their best efforts. We can also be confident that participants have not only learned new knowledge and new skills, but that they are actively applying those skills on the job, and your company is getting the promised benefits of your training program.
Should you choose to work with us, you will likely hear a lot about certification. We have found that an important key to participant engagement and certification is top management and local supervisory support for the program, and we will encourage you to help build that support and accountability network.
Clients invest in Engaging Up™ for many different strategic and tactical purposes:
Companies that invest in Engaging Up™ find their people are connecting with customers at more strategic heights, standing out as trusted business partners, and reaping the benefits of exceptional account share, loyalty and revenue growth.
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