Workshops

2017 Workshop Series - Strategy & Solution Selling Workshop for Community Colleges

This 2-day workshop is specifically designed for client facing personnel responsible for selling the array of services your college has to offer. Participants will learn to identify, engage, and grow strategic accounts that turn into profitable and sustainable business relationships for your college. You will walk away with a renewed inspiration for the work that you do, and practical tools that will help you grow the business.

Introductions, Overview, & Expectations

Everything DiSC Assessment, Profile, & Feedback

Driving the RIGHT Conversations (the front-end needs analysis)

Organizational Development 101

Our Service Offering Portfolio

Business Development Strategy

The Client Engagement Process (for teams only)

Dashboard

More “Best Practices”

Supporting Textbook: “Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship” (Mahan Khalsa & Randy Illig)

"Greg Surtman is a very creative and results-oriented professional. He anticipated our team’s needs and presented a very engaging and enjoyable training. He sparked interest and dialogue and provided tools, experiences, knowledge and examples of how to engage the client and get returns on investments.

Greg took five Louisiana colleges and workforce professional teams from Baton Rouge, Delgado, South Louisiana, Central Louisiana and Sowela and helped us capture the true value and benefits of the business development officer.

Greg is a dynamic young professional with a seasoned sales development career. He helped us to ask the right questions, conceptualize the benefits of a good client-relationship, and showed us fundamentally how things connected and resulted in income over expenses. Our gain from the 1.5 days in a workshop with Greg as the facilitator was awesome!"

Phyllis Coleman Mouton, Vice Chancellor for Economic Development and Workforce Solutions
Baton Rouge Community College