Sales Success Workshop
Help Your Client-Facing Team Sell More Confidently and More Consistently
Your team already knows how to build strong client relationships. They understand your clients. They ask smart questions. They deliver great work.
But when revenue growth depends on those same people generating sales opportunities, expanding accounts, and winning new business, many firms run into the same challenge: Your client-facing team was never formally trained to sell.
That’s where the Harpeth Marketing’s Sales Success Workshop™ comes in.
Designed specifically for market research firms, this customized workshop helps seller-doers and business development leaders build stronger sales habits, improve consistency across the team, and create a more repeatable approach to growth.
Whether your goal is to win more new business, strengthen client retention, or create more accountability around sales activity, we tailor the program around your firm’s unique needs.
Who This Workshop Is For…
This workshop is ideal for market research firms with seller-doer teams* that are responsible for growth, and who need more structure around how growth happens. That often shows up as:
- Talented seller-doers who are excellent with clients but lack confidence around business development
- Inconsistent prospecting or follow-up across the team
- Client churn that is slowing eating away at your business
- Limited accountability around sales activity
- Too much reliance on one or two rainmakers
- Managers who want to coach sales performance but lack a clear framework
- Growth goals that feel important, but are often difficult to operationalize
The Sales Success Workshop™ is designed to close that gap.
* Typically, 5-25 participants.
What Outcomes Can You Expect?
The Sales Success Workshop™ is practical, interactive, and highly customized to your business. Teams typically walk away with:
- Greater confidence leading business development conversations
- Stronger prospecting and outreach habits
- Better client account planning and relationship growth strategies
- Clearer messaging around your firm’s value and differentiation
- More effective proposal and presentation approaches
- Better coaching tools for sales leaders and managers
- A more measurable and repeatable sales process across the organization
Most importantly: Your team leaves with practical tools they can use immediately, not theory that sits in a binder.
Workshop Format
Every engagement is customized, but most include:
Discovery & Planning
We begin by learning about your firm, your team, and your growth objectives. Together, we identify priorities, pain points, and the most relevant areas of focus.
Workshop Delivery
Programs are delivered in a multi-session format (Workbook provided) and can be facilitated virtually, in person or in a hybrid format. Key topics most often cover:
- The Core Principles of selling
- The Language of sales
- Acquiring new clients
- Maintaining and growing existing clients
- Managing your sales efforts
Sessions are interactive, practical, and grounded in real-world examples from your business.
Reinforcement & Management Support
For firms that want to extend the impact of the training, we can also facilitate a series of follow-up sessions that help to reinforce the lessons from the ‘classroom.’ This helps keep momentum going long after the workshop ends and ensures that the learning ‘sticks.’
Beyond that, we can also work with your sales leaders to ensure that the right systems, processes and management tools and behaviors are in place to get the most out of your team.
Purpose-Built For the MR Industry
Sales training can feel generic. This isn’t.
For more than a decade, Harpeth Marketing has worked exclusively with firms in the market research industry to improve marketing and business development performance.
That matters. Your buyers are different. Your sales cycles are different. Your client relationships are different. Your teams are balancing delivery with growth responsibilities every day.
We understand those dynamics… and the workshop reflects them.
Everything in the Sales Success Workshop™ is tailored to your firm’s services, positioning, growth goals, and client realities.
What Some of Our Clients Are Saying…
“Harpeth Marketing led an outstanding sales training workshop for our team. We worked together in advance to make sure the content was well-suited to our organization and would address many of the learning opportunities for our team members. The session was just the right mix of classroom time, group activities, role-playing, and fun. We really appreciate Steve’s understanding of the unique needs of a firm in our space and his ability to boost every attendee’s confidence in his or her own abilities. Thank you, Steve, for a very impactful training experience!”
Felicia Rogers, Executive VP – Decision Analyst, Inc.
“I recommended Steve Henke from Harpeth Marketing to provide sales training for part of our client-facing team at PSB. We believe it’s important to refresh skills, even for experienced professionals, and Steve gave us a chance to do just that. His sessions blended tactical tools for day-to-day selling (from working with LinkedIn to authentically engaging with clients and prospects) with a broader client-focused approach. He was approachable, encouraged interaction, and adapted the content as we went along to fit our needs. The assignments and discussions helped keep the group engaged and accountable. I recommend Steve Henke to organizations that value ongoing development of their sales and client-facing teams.”
Rob Kaiser, Ph.D., Chief Methodologist, PSB Insights
“Steve’s direct yet passionate approach to sales has had significant effects on how most roles at Gongos approach client relationships. Many of our staff immediately put the training into action that resulted in several new projects for Gongos! This momentum is exciting to the employees to experience immediate success. Steve’s wealth of knowledge and experience obviously shines through in his sales training – very detailed, proactive, objective and non-salesy. He takes a very holistic approach to teaching the sales process in a way that breaks down tactics in an easy-to-understand way for any level.”
Cheryl Halverson, Chief People Officer – Gongos, Inc.
“We recently asked Steve to develop & present a sales training workshop for our team of seller-doers. It turned out better than we could have imagined! He was able to deliver his deep level of expertise in sales & management in a clear, engaging way. Steve installed the overarching sales concepts & processes without making it heavy. Our mostly self-taught team easily grasped the new information & connected it to their own experiences. Then he armed the group with a slew of simple tips & techniques that we were able to put to work immediately! To say that Steve ‘transformed’ how we think about sales & our strategy going forward would be an understatement.”
Eric Hunter, VP Strategy – Russell Research
“Recently, we brought in Steve to participate in our strategy and new business development meeting. His training was on point; role playing was exactly what we needed and his style worked for everyone in the room. Without question, everyone left the meeting energized and armed with new ideas on how to approach new business development! Thanks, Steve! Job well done!”
Merrill Dubrow, CEO – M/A/R/C Research
“Steve Henke recently conducted a Sales Training Workshop for our Business Development team. The program was tailored specifically to our needs and the outcomes we defined. And because the sessions were practical and rooted in an understanding of our industry, we have already adopted a lot of what we covered. What was really valuable is that we now have a better structured process, have adopted tools and frameworks that are making us more efficient and effective. Further, the team’s motivation level is up! Thank you, Harpeth Marketing!”
Asha Ganesan Sen, Consulting Partner, Brandscapes Worldwide
Why Firms Invest in This Workshop
Sometimes one stronger proposal is all it takes.
Or one expanded client relationship.
Or one opportunity that would otherwise have slipped through the cracks.
The return on stronger sales execution can be significant.
Our goal is simple: To help your team become more confident, more consistent, and more effective in driving growth.
Let’s Talk About Your Team
Every Sales Success Workshop™ is customized. If you’re thinking about strengthening your firm’s business development capability, let’s chat to see if this workshop is the right fit.
We’ll discuss your team structure, your growth goals, current sales challenges, the ideal participants and more.
Contact Steve Henke to schedule a brief conversation:
- +1.615.721.5330
- Steve@HarpethMarketing.com