MAGIC
Sales Academy
Learn and Practice the ‘Art of Winning Before you Walk-In’
Top sales talent is expensive. Not every company can afford them, and even if you could, that’s not always the smart play. The game is changing faster than ever and if you’re not upgrading your team’s skills and keeping them hungry for the win, you risk losing their motivation to perform at their best.
That’s where we come in. We don’t just train your sales team; we raise their sales fitness into a lean, mean, deal-closing machine. We raise their game permanently to the next level, with MAGIC – a failsafe method to navigate the complexities of every deal, steering them straight to the land of “Revenue”
Whether you are a startup or a corporate behemoth – if you’ve got people talking to clients, you need them operating at peak performance. It’s not just about what they know; it’s about how they use it.
How we think about Sales Transformation
Full Potential Sales TransformationÂ
When you unpack and break it down using first principles thinking, Enterprise Sellers must have these 4 high value skills.Â
Know The Product
Articulate your product's value, benefits, features, functionalities clearly and concisely. All four. It's a teachable skill and can be practiced at any time.
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'Product-Market Fit'
Know The UseCase
Find the purpose and the context of how your product is intended to be used. Calibrate a message that aligns with the high value elements.
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'Use Case-Solution Fit'
Know The Buyer
Assess and align with the Buyer's competence. Play the person sitting across from you instead of the hand you are dealt. Buyers are of 4 types.
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'Buyer-Competence Fit'
Know The Tactics
Make moves & decisive actions best suited for the situation. Like selecting a boat for water, a car for land, a plane to fly in the air and a rocket for space.
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'Action-Task Fit'
We train tune these four elements
Each of these four elements are interdependent, synchronized, move at different speeds and must continue to drive each other forward.Â
MAGIC Sales Methodology
Deal Inspection + Deal Action = MAGIC
When drivers miss an exit or a turn, it means they need a GPS, not a refresher training on driving skills. When sellers have trouble with deals, they need help with Deal Action. Not Deal Inspection training.
Most sales methodologies are Deal Inspection tools which leaders / managers like, but reps don’t find them very useful. Managers have to chase them all the time, thinking reps are not disciplined. Wrong!
MAGIC helps managers with Deal Inspection and reps with Deal Action. Helps them adapt to the twists & turns in deals to win more.
For the Sales Force: Elevated Performance
- Deal Awareness: Pinpoint your current position in a sales cycle, spotlighting areas demanding attention.
- Path to Money: Contextual recommendations steer your actions towards the quickest path, optimising your efforts.
- Continuous Ascent: By identifying skill gaps, it facilitates targeted coaching, fostering continuous growth.
For Sales Leadership: Strategic Command
- Variable Terrain: Get real-time clarity into team performance, terrain changes, and catch obstacles upstream.
- Resource Optimization: Deploy expertise and support where they are needed most to maximise the impact of your sales force.
- Talent Cultivation: Tailor coaching to individual needs, nurturing a high-performing, future-ready sales force.
Imagine a system that enables sales leaders to see all deal streams in high resolution, who is on each deal, and how they’re progressing. Imagine tagging the work of each rep with descriptors such as red flags, expected reinforcements, and deal context. And even express how confident they are in each deal’s success.Â
How We Can Help
MAGIC Sales Methodology
Most sales methodologies are 'Inspection-Oriented'. A checklist of things to do that sales managers like, but if your sellers don't embrace it, test MAGIC, an Action-Oriented methodo to diagnose and fix sales problems.
4 Elements of High Value Sales Strategy
Benchmark the four elements of your sales strategy. Assess your sales team's level of competence and the organisational maturity and the gap with the target state of competence.Â
Sales Gym
Learn from our 31 world class sales techniques to improve your Sales IQ. It's a monthly membership to practice your sales skills and apply to your deals. Practice makes your new skills permanent.
GTM = Go To Money
Learn to find the quickest path to add value. Don't just look for problems. Look for problems that have budgets associated with them to be solved.
Ending wasteful deals sooner will save time and resources—and free you to pursue better opportunities.
Deal Construction skills
Get to the Heart of the Deal with questioning techniques, Mutual Execution Plan, Discovery skills, prioritisation skills. Select from 2 battle tested variants: A Problem Statement approach or A Metrics-for-Success approach.
Internal Selling Skills
Top Sales professionals are great at 2 way value articulation. They don't just sell to clients, they sell for them - inside the company, as client advocates. That's how they shine as real closers.
6 Dimensions of Magical Selling
Turn Losers into Closers by adding a game changer: Attention. Learn Winning before you walk-in; Decode intentions, fears, and ambitions; Anticipate objections and plan precision maneuvering.
Value Articulation
Value articulation is about painting a vivid picture of success that the buyer can see themselves in, and making them believe that you're the best one who can get them there. Value Articulation is value creation.
Must Win Deal Review
In high-stakes deals, losing isn't an option. Our Must-Win Deal Review is your blueprint for victory. Tailored to your business, it's your insurance against failure. Don't just review your deal. Bulletproof it.
Skill Will Matrix
Get your sales organization blueprint for success. The Skill-Will-Grit matrix exposes who's ready to close and who's ready to go. Use it. Win with it.
Revamping Sales Strategies
This could involve redefining target markets, refining sales messaging, or altering pricing strategies. Exit the same tired pitch from 2010 and focus on market shifts. We provide this ammunition to your team
Improving Sales Processes
The cost of chasing unproductive deals is higher than managers imagine. Streamlining deal visibility, adopting new techniques, improving qualification methods to increase effectiveness and efficiency.
Make Deals More VisibleÂ
Average sellers are terrible at stopping work, even when it’s obvious that the deal is a complete waste of time and effort.
Make Tactical Agility More Visible
The best predictor of success is how quickly sellers can stop chasing unreal deals and pivot to more promising ones.
Make ‘Rainmaker’ Path More Visible
Develop new muscles for skillfully decelerating and adapting to unexpected twists and turns in the deals.Â
What to Expect
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Winning Culture - Better Team Dynamics
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Predictable Revenue - Improved Win Rates
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Better deal qualification - Rep Productivity
80% of winnable deals are lost because the players drop the ball. Most of it because they’re unaware of the next step, resulting in either over preparation or under preparation.Â
Increasing visibility is good for everyone. It helps sales leaders uncover valuable deals, reach out to reps pursuing them, and accelerate their progress. It allows reps to see deals clearly, identify where their skill could help win. It makes it easier for everyone to identify weak deals and triggers decisions about focusing on real deals. It helps increase their win probability and deal conversion rates.