Selling
Sales coaching and training that changes how your team sells
Coaching, training, and sales consulting built on Deep Selling - for the whole team, not just the stars. We build the new habits, then put them in the tools your team uses every day.
Graham co-wrote Deep Selling and has led B2B sales teams across the UK, Australia, and Asia-Pacific for more than three decades. He leads GRO3's revenue practice.
What our sales training and coaching covers
Every program starts from how your team sells today, so the training targets the gaps that cost you deals. These are the modules we draw on.
| Area | What we do | What you get |
|---|---|---|
| Buyer journey mapping | We map how your buyers research, compare, and decide, including where AI now sits in that journey. | A shared picture of the buyer that sales and marketing both work from. |
| Qualification | Qualification training inside the Deep Selling program, so qualifying becomes a habit, not a form. | Fewer stalled deals and a forecast you can defend. |
| Sales activities and cadence | We set the rhythm: who to contact, when, and what a good conversation looks like. | A cadence managers can coach to and sellers can keep. |
| Digital-first selling | We build LinkedIn Sales Navigator, social selling, and video into everyday prospecting. | Sellers who show up where buyers already are. |
| Sales management training | We train managers to coach on live deals and real calls. | Managers who build sellers instead of chasing numbers. |
| High-performance culture | We set the behaviours, scorecards, and recognition that keep standards high. | Clear standards the whole team can see and is measured on. |
| Tools and AI | We put the playbook, prompts, and dashboards inside your CRM. | The method in the tools your team opens every day. |
Sales coaching that carries on after the workshop
Our coaching runs alongside the training, so managers have a rhythm to coach to and sellers get feedback on live work, not hypotheticals.
Coaching cadence
A regular rhythm of one-to-ones and deal reviews, built around the deals that matter now.
Call reviews
Real calls reviewed against the Deep Selling method, so feedback is specific instead of general.
Coaching the coaches
We train your managers to run the coaching, so it keeps going after we step back.
Deal strategy sessions
Working sessions on live opportunities: who else needs to be involved, what the buyer needs to believe, and what happens next.
Corporate sales training for the age of AI
Buyers now do most of their research before they speak to anyone, often with AI-generated answers in hand. Our corporate sales training prepares your team for that buyer: fewer, deeper conversations, more people engaged in each deal, and the judgement to use AI without sounding like it.
Built around your deals
Every exercise uses your products, your buyers, and your pipeline, not generic role-plays.
AI in the sales day
Practical prompts and workflows for research, preparation, and follow-up, with guardrails your leaders sign off.
Adding something new
Buyers arrive informed, so sellers learn to bring insight they can't get from a search or an AI answer.
Deep Selling, built into your CRM
The method only sticks when it lives where your team works. We build the Deep Selling method into your pipeline stages, fields, and prompts, so the next best action is on screen and not in a binder.
How a sales training program runs
Discover
Diagnose
Design
Deploy
Drive adoption
Scale
Sales training or sales consulting: which do you need?
Most teams need some of both. The difference is what you are trying to fix.
Fixes
Skills and habits: how each seller runs a conversation
The system: strategy, structure, process, and tools
Best when
Your strategy is sound but results vary seller to seller
Growth has stalled and nobody agrees why
Looks like
Workshops, coaching, and call reviews
Assessment, roadmap, playbooks, and CRM changes
You get
A more capable, more consistent team
A clear plan and the system to run it
Who it's for
What clients say
Sam Thiele
VP - GTM Strategy & RevOps
Xendit
GRO3 helped us modernise our sales approach by bringing Deep Selling and MEDDPICC together into a methodology our teams can actually use.
Cath Brands
Chief Growth Officer
OpenPoint
Most importantly, our teams now have the tools, skills and confidence to adapt to whatever comes next.
The questions we hear most
What's the difference between sales training and sales coaching?
Sales training builds a skill, usually in a workshop. Sales coaching applies that skill to live deals, week after week, until it becomes habit. Training without coaching tends to fade, and coaching without a shared method turns into opinion. Our programs use both, on one method: Deep Selling.
Do you offer MEDDPICC training?
Yes. MEDDPICC training is part of our qualification module, taught inside the Deep Selling program so qualification becomes part of how your team sells rather than a separate course. If your team already runs another qualification framework, we build on it instead of replacing it.
What is Deep Selling?
Deep Selling is GRO3's selling methodology, set out in the book Deep Selling: How to Engage Buyers and Drive Growth in the Age of AI by Graham Hawkins and Dr Mark Micallef, published by Wiley. It covers mindset, skill-set, and tool-set, and its maturity model shows where a team sits today and what to improve first.
Is the training tailored to our team?
Yes. We start by assessing how your team sells today, then build the program around the gaps we find. Exercises use your products, your buyers, and your live deals, and the playbook is built into your own CRM.
How do you measure whether sales training worked?
We agree the measures before we start, usually pipeline coverage, conversion between stages, deal size, sales cycle length, and how consistently the team follows the playbook. We baseline them in your CRM, then report against them as the program runs.
Do you coach sales managers as well as sellers?
Yes. Coaching the coaches is part of the program. We train your managers to run one-to-ones, deal reviews, and call reviews on the Deep Selling method, so the coaching keeps going after we step back.
