Training

WANT YOUR TEAM TO HAVE MORE STRATEGIC, INSIGHTFUL CUSTOMER CONVERSATIONS?

For the last two years, I've helped hundreds of customer success and sales folks adopt the Radically Authentic Discovery Method(TM), a new type of strategic, open-ended customer or prospect conversation. I'd love to help your team reap the benefits of this unique approach. In these personalized professional development programs, your team will receive exclusive and actionable content not available from any other source, including:

How to uncover customer' and prospects' top-level business priorities and challenges.
The disruptive questions that yield candid responses and insights.
The importance of asking open-ended questions you don't know the answer to.
The right way to frame conversations, ask questions and follow up.
Tips on “listening between the lines” to maximize insights.

what's included:

Pre-Session

Radically Authentic Discovery Method (or RAD) Leader Checklist & Toolkit
Kickoff call with sponsor to confirm timing and details and review RAD Leader Checklist.

The Training

2-hour online workshop to introduce the RAD methodology and give the team a follow-up "homework" assignment: To have at least 3 strategic customer conversations in the following two weeks.
Weekly team follow up session(s) where participants will take turns presenting the results of their "homework," to share how their conversations went and what they learned. These sessions are key to ensuring adoption and behavioral change.

Optional

A pre-recorded RAD conversation with one of your customers for demonstration purposes during the workshop. This real-world example drives home two important lessons for your team: First, customer's don't bite. They eagerly give expansive answers to even the most disruptive and penetrating questions that yield valuable information. Second, you can uncover important insights by "listening between the lines." (This optional element adds $3,500 to each package below.)

Post-Session

A RAD Action Plan & Toolkit for every team member that includes resources, templates and FAQs to reinforce best practices and help develop their personal outreach plans.
Video recordings of all sessions for your training library.
Expert, follow up guidance and analysis during weekly chats and unlimited emails with team leader to ensure your team's Radically Authentic Discovery efforts are on track.

Let's chat to see if this training is right for you and your team.

what customer-facing leaders have to say

"the best I've attended in a long, long time."

"I participate in a lot of webinars and roundtables, and this was the best one I've attended in a long, long time. So many customer conversation approaches are focused on the 'interviewing' company and stilted. I find Bob's method to be a gentler, more genuine way of having a conversation that will be enjoyable to all participants. A mandatory listen for my entire team."

- Chief Customer Officer, PE-Backed SaaS Company