FACILITATION

Facilitation is a process in which a person whose selection is acceptable to all the members of the group, who is substantively neutral, and who has no substantive decision-making authority diagnoses and intervenes to help a group improve how it identifies and solves problems and makes decisions, to increase the group’s effectiveness.

Roger Schwartz

The Skilled Facilitator

As trained facilitators, we offer services specifically designed for the needs of the presales leadership, based upon our subject-matter expertise and the extensive research behind “Mastering Technical Sales”. Some sample customer sessions include:

Strategy Planning:

A presales leader needed to develop a 3-year strategic plan with his set of direct reports and get them all to create and buy-in to both the process and the outcome.

Global Teaming

The presales leaders of the Americas, EMEA and Asia-Pacific needed to determine a collective path forward to rebuild a new presales engineering team to better serve the sales organization and the needs of the marketplace.

Joint Partner Meetings

A customer needed to gather their top six partners and get them to agree on a new support and go-to-market strategy for their technical sales needs.

Multi-Company Strategy

Three large and two smaller technology partners needed to co-ordinate their resources for a new market initiative that was fair to all concerned and did not detract from their current business.

The Leadership Board

A new presales leader needed to gain the trust of his “inherited team”, gather their issues and help them understand that they could solve many of their own problems.

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