blanchardISRAEL
B2B SALES PERFORMANCE
Blanchard | B2B Sales Performance

BUILDING THE NEXT VERSION OF YOUR SALES ORGANIZATION.

We help B2B sales organizations strengthen the capabilities, leadership and operating disciplines that turn sales strategy into everyday performance.

Not another sales workshop. Start with the business challenge. Build the capability. Enable the managers. Make it stick.
START WITH THE BUSINESS

Where does your sales organization need to get better?

Different symptoms. Different interventions. The starting point is not a training catalog — it is the commercial challenge you need to solve.

01

We’re not winning enough strategic deals.

Improve qualification, stakeholder navigation, deal strategy, value creation and the discipline required to advance complex opportunities.

MEDDIC · Deal Strategy · Major Accounts
RELEVANT SOLUTIONExplore Winning Strategic Deals →
02

We’re selling — but leaving value on the table.

Strengthen value conversations and negotiation capability so teams can defend value without defaulting to discounting.

Value Selling · Strategic Negotiation
RELEVANT SOLUTIONExplore SMARTegic Negotiation →
03

Our managers manage pipeline, but don’t really coach.

Turn sales managers into capability multipliers through better coaching, deal reviews, feedback and performance conversations.

Sales Leadership · Coaching · Deal Reviews
04

We have methodology. Adoption is inconsistent.

Move from knowing the method to using it in live opportunities, manager routines and the day-to-day rhythm of sales.

Adoption · Reinforcement · 30/60/90
05

Our SKO creates energy. Then everyone goes back to work.

Use the SKO as a launch point for changed behavior — with preparation before, real-business application during, and reinforcement after.

Learn Before · Sales Lab · Embed After
RESOURCEGet the SKO 2027 Planning Playbook →
06

We need to upgrade how the sales organization works.

Connect capabilities, leadership and operating routines into a focused performance journey rather than another isolated initiative.

Diagnose · Build · Lead · Embed
REAL CLIENTS. REAL SALES CHALLENGES.

Different challenges. Different architectures.

A few examples of how we translate a business need into a focused capability and implementation journey.

Deloitte

From expert to Trusted Advisor

The goal: help consultants identify, create and manage opportunities with clients.

What we did: capability development combining MEDDIC, Value Selling and MAPS to connect professional expertise with commercial conversations.

Trusted Advisor · MEDDIC · Value Selling · MAPS
Gilat

From SKO event to sales process

The goal: create a shared methodology and language for complex deals across a global sales organization.

What we did: MEDDIC before the SKO, live opportunity assignments, manager preparation, real-deal work at the SKO and sales leadership follow-through.

MEDDIC · Live Deals · SKO · Sales Leadership
Cognyte

Building capability over time

The goal: strengthen global sales capability and create shared language and routines around deals.

What we did: SKO-based capability work, MEDDIC implementation and global sales-manager development to strengthen their role as Sales Coaches.

SKO · MEDDIC · Sales Coaching · Manager Enablement
FROM LEARNING TO PERFORMANCE

Capability is only useful when it shows up in the business.

Our architecture connects learning to live work and makes sales managers part of the implementation engine.

DIAGNOSEBusiness priorities, gaps, deals and manager needs.
BUILDFocused capability development around the few things that matter most.
APPLYLive opportunities, accounts, negotiations and customer situations.
EMBEDManager coaching, deal reviews, 30/60/90 reinforcement and measurement.
WHY BLANCHARD FOR SALES?

Sales capability + Sales leadership + Real business application.

Proven global IP, deep facilitation and consulting expertise, and an implementation mindset focused on what people actually do after the learning.

START WITH THE BUSINESSCommercial challenge and desired behavior — not a workshop menu.
WORK ON REAL BUSINESSLive opportunities, strategic accounts, real negotiations and real stakeholders.
APPLICATION, NOT JUST LEARNINGLearn → Apply → Coach → Reinforce → Measure.
DON’T FORGET THE MANAGERSConnect capability to 1:1s, coaching, deal reviews and operating routines.
GLOBAL IP. LOCAL EXPERTISE.Global methodologies and experience, adapted to the organization, market and sales reality.
ONE CHALLENGE OR A COMPLETE JOURNEY

From a critical sales capability to a complete Sales Operating System.

We can work on one specific capability, build a tailored sales journey, support a global sales academy, design and activate an SKO, or help managers embed a new way of working.

Strategic Deals
Value Selling
Strategic Negotiation
Sales Leadership
Sales Coaching
SKO Design & Activation
MEDDIC Implementation
Sales Operating System
LET’S TALK SALES

What should your sales organization do differently?

If you are planning the next year, upgrading a critical capability, redesigning an SKO or trying to make a methodology stick — that is a useful place to start a conversation.

Talk to Erez →
Erez Almogi
Erez AlmogiCEO, Blanchard Israel
erez@blanchard.co.il