Before we talk training

Commercial excellence is a system.
Training is one key lever.

Training catalogue

Two formats. Both battle-tested.

Structured programs for a full day with a defined curriculum. Or modular building blocks to assemble into a bespoke half- or full-day session.

Every framework comes from 25+ years of senior B2B software sales leadership — Harvard PON, Kellogg's Northwestern, MEDDIC, Fisher-Ury, applied behavioural science. Each session blends theory with role-plays anchored in your real opportunities, your CRM, your team's actual conversations.

Off-the-shelf programs run as-is. Modular blocks combine into a custom day shaped to exactly where your team sits today.

PROGRAM 01

Negotiation & Influence

Full-day. Interactive, case-led, with real deal debriefs from 25+ years in B2B software sales.

  • Fisher-Ury principled negotiation
  • Negotiation fundamentals: BATNA, ZOPA, value creation
  • Psychology of price, psychology of choice
  • Advanced negotiation tactics
  • Cognitive biases that influence negotiation
  • Influence & relationship building
  • Harvard PON / Kellogg's Northwestern role-plays (2 per day)
PROGRAM 02

Account Expansion Strategies

Full-day. Cross-sell & upsell playbook, Gartner's 6 paths to growth, power mapping, storytelling.

  • Marginal gains acceleration wheel
  • Expansion vs new biz: NRR benchmarks
  • Gartner's 6 paths to growth
  • Power map & champion network
  • Value realization before expansion
  • Storytelling: CAR & 3S frameworks
  • Mix & match modules

Modular building blocks

1 h 00 to half a day each — combine 2–4 to match your team's gap.
MEDDIC Cross-sell / upsell Value selling Active listening Champions Account planning Build trust Reverse planning Storytelling

Methodology

The frameworks that power the catalogue.

Mixed from the best schools — negotiation, behavioural science, sales operations. Adapted for modern B2B SaaS.

FISHER-URY
HARVARD PON

Principled negotiation. Separate people from problem, focus on interests, invent options for mutual gain, use objective criteria.

MEDDIC
QUALIFICATION DISCIPLINE

Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion. No deal moves without them.

CBIP
VALUE SELLING

Characteristic → Benefit → Impact → Personalization. Speak to the brain that actually decides — Systems 1 and 2.

TRAMPOLINE
ACTIVE LISTENING

Land · Bounce · Launch. 80 % of sellers talk too much. Three micro-moves rewire the habit in a single session.

MARGINAL GAINS
DAVE BRAILSFORD

The aggregation of marginal gains. +10 % on each sales lever compounds to +48 % on the final output.

6 PATHS TO GROWTH
GARTNER

Six distinct expansion paths mapped to your install base. Turns "NRR" from an abstract metric into a concrete playbook.

Credentials

What participants say.

Participants trained across 50 European scaleups and enterprises — 4.95 / 5 average satisfaction score.

500+

Participants trained since 2021. More reviews on pollen.fr.

"Alexa is an amazing negotiator. Her advice changes the way you structure deals and close them."

— Christopher Reyes · Mexico · Akur8

"Alexa is a super trainer, very knowledgeable. Great content and rhythm during the day is good (theory and exercises)."

— Olivier Breton · Europe · OVHcloud

"The day spent with Alexa on negotiation has given me a huge boost of energy in my work with all the tools and skills I have learnt."

— Celli Loyd · UK/US · Axa Climate
500+
Over 500 participants trained from 50 companies. Independent reviews collected on Pollen. Read the reviews →

Let's build the motion

Assemble your team's curriculum.

Pick a flagship program — or mix blocks into a half- or full-day tailored to your current gap.

Book a scoping call →